SALES PLANNING CHAPTER 5

The primary responsibility of a salesperson is to conclude a sale successfully. This task will involve the identification of customer needs, presentation and demonstration, negotiation, handling objections, and closing the sale.

• True

• False

In order to generate sales successfully, a number of primary functions are also carried by most salespeople

• True

• False

Existing customers are a wealth of new prospects that can be obtained simply by asking satisfied customers if they know of anyone who may have a need for this kind of product and service being sold.

• True

• False

Trade directories can be organized according to different bases such as industry and location, and they provide useful information such as except:

•       Name, address and telephone number of companies.

• Names of board members.

• Size of firm, by turnover and number of employees.

• Name of suppliers.

____ may arise as a natural consequence of conducting business. Satisfied customers may by word of mouth create enquiries from “warm” prospects.

•  Existing customers

• Trade directories

• Enquiries

• The press and the internet

____ means approaching customers who at the extreme have never heard of the company, have never heard of its products, have never met or spoken to the salesperson before and may have no conceivable interest in, or need for, the product or service in question.

• Existing customers

• Trade directories

• Cold canvassing

• Inquiries

A systematic approach to customer record-keeping is to be recommended to all repeat-call salespeople. An industrial salesperson should record the following information except:

• past sales with dates

• buyer needs, problems and buying habits

• name and address of the company

• test market activity by competition

____ vary in their degree of seriousness and in the authority which the salesperson holds in order to deal with them.

• Self management

• Complaints

• Providing services

• Relationship management

The “would like“ objectives: these are the maximum a negotiator can reasonably expect to get; for example, the highest price a seller feels he/she can realistically obtain. This determines the opening position of buyers and sellers.

• True

• False

The “must have” objectives define a bargainer’s minimum requirement; for example, the minimum price at which a seller is willing to trade. This determines the negotiation breakpoint.

• True

• False