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WorksheetsEntr. 2B, U5L1
Total questions: 28
Worksheet time: 14mins
According to the text, why do most businesses need to engage in sales activities?
To sit back and wait for purchases to roll in
Because it's a legal requirement
To make a profit by getting their offerings into the hands of customers
To provide free samples to customers
What is one method mentioned that businesses use to help convert interested shoppers into customers?
Offering discounts on all products
Using a live help function through chat on their website
Providing free transportation for customers
Broadcasting advertisements on television
What is the role of salespeople in retail clothing stores, as mentioned in the text?
To manage the store inventory
To greet customers and assist with sizing and selections
To design the clothing
To perform accounting tasks
Which of the following is NOT mentioned as a function of salespeople?
Estimating prices
Answering questions about products and services
Following up on customer inquiries
Manufacturing products
How can salespeople interact with customers?
Only face-to-face
Only over the phone
Only via live chat
Over the phone, via email, and face-to-face
What is the tone of the interactions that salespeople can have with customers?
Always informal
Always formal
Either formal or informal
Neither formal nor informal
What is relationship selling according to the text?
A strategy where sales are made without building a relationship with the customer
A method of selling that prioritizes a strong connection to customers through attention and commitment over time
A technique where salespeople are not assigned to specific customers
A selling approach that focuses on one-time transactions rather than long-term relationships
How do pharmaceutical companies like Pfizer build trust with physicians?
By providing the lowest cost medications
By offering one-time product education sessions
By using a combination of product education and other activities to promote trust over time
By focusing solely on the benefits of their products without building relationships
Why is developing close business relationships an important part of marketing for return customers?
It allows for better customer service.
Customers are more likely to purchase from salespeople they like and find agreeable.
It reduces the cost of marketing.
It increases the number of new customers.
What is the significance of spending time with customers according to the 'Customer Intelligence' section?
It helps salespeople to understand the company's marketing strategies better.
It provides salespeople with insights into what their customers are saying about the company and its offerings.
It is a company policy that all salespeople must follow.
It allows salespeople to take breaks from their company colleagues.
What do effective fleet salespeople report back to their company?
Competitor sales data
Customer feedback and needs related to vehicle sizes, engine performance, and safety features
Information about new automotive technologies
Updates on stock prices and financial markets
What is sales forecasting?
The process of estimating future customer service requirements
The process of estimating future stock prices
The process of estimating future customer revenue
The process of estimating the number of vehicles to manufacture
What is the purpose of sales forecasting for business owners?
To predict the weather conditions for sales activities
To help make smart decisions by predicting future sales
To decide which salesperson to hire
To determine the company's stock prices
On average, how many "cold call" attempts must be made to reach a new customer prospect?
Four
Eight
Ten
Twelve
What is the best time of day to reach a new customer according to the studies mentioned?
Between 12:00 p.m. and 2:00 p.m.
Between 4:00 p.m. and 5:00 p.m.
Between 10:00 a.m. and 12:00 p.m.
Between 8:00 a.m. and 10:00 a.m.
Which day is considered the best to prospect for new customers?
Monday
Wednesday
Thursday
Friday
What percentage of new customers say they would provide sales referrals or introductions to others?
11%
50%
91%
75%
Using email to acquire a new customer is how many times more effective than using Facebook and Twitter?
4 times
40 times
14 times
400 times
What percentage of all jobs in the United States are full-time, sales-related positions?
About 13%
About 30%
Nearly 50%
Over 60%
What does the acronym AIDA represent in the sales process?
Attention, Interest, Desire, and Action
Assessment, Intention, Determination, and Achievement
Acknowledgment, Insight, Development, and Approval
Analysis, Implementation, Delivery, and Adaptation
What is the first stage of the buying process according to the AIDA sales steps?
Interest
Decision
Attention
Action
What does a salesperson's job involve in the first stage of the buying process?
Closing the sale
Capturing the prospect's attention
Offering discounts
Asking for referrals
Where do most new sales interactions start?
With a discussion
With a product demonstration
With a price negotiation
With a contract signing
What might a Harley-Davidson dealer ask the customer to stimulate the conversation?
How long they have been riding motorcycles
What color of motorcycle they prefer
Questions about their lifestyle and how they plan to use the motorcycle
If they are interested in a car instead
What is the next priority for a sales staff at Harley-Davidson after developing the buyer's interest in their offering?
To provide a history of the company
To narrow down options by focusing on the features and benefits of each motorcycle
To create a sense of urgency for the purchase
To take the customer on a series of other activities and techniques
According to the text, what might help a customer create a vision of themselves on a Harley-Davidson bike?
Offering promotions or deals
Watching with satisfaction as other customers drive off
Showing pictures of celebrities who ride Harleys or sharing photos of bikers on their excursions
Talking about the powerful brand that always gets noticed
What can create a sense of urgency for the purchase of a Harley-Davidson motorcycle?
Demonstrating one or more motorcycles
Providing a tour of the showroom
Allowing the customer to take a test drive
Promotions or deals
What is the last stage in the purchasing process described in the text?
Interest
Desire
Action
Satisfaction
