Ch 3 Flashcards
T/F: In a consultative selling situation, cold canvassing (as opposed to calling targeted “A” Suspects) often wastes a lot of the salesperson’s time.
True
T/F: Trade shows are generally not very effective in generating good sales leads
False
T/F: A Suspect is considered a Qualified Prospect whey the have sufficient Pain, Budget and Decision making authority.
True
T/F: The minimum size customer that a salesperson should call on is closely related to the cost of making a sales call.
True
T/F: Break-even sales volume is the sales volume necessary to cover all direct selling expenses.
True
T/F: Research has shown that direct selling costs as a percentage of sales remain fairly constant between industries.
False
T/F: A customer far below the breakeven sales volume may be a good candidate for servicing via phone calls, rather than face-to-face sales calls.
True
T/F: A salesperson is well advised to provide the same level of service (e.g., number of sales calls) to all accounts in an effort to increase sales volume.
False
T/F: Sales process models such as the Sales Funnel are best suited for salespeople selling big-ticket items (e.g., computers), where prospecting for new sales opportunities is important.
False
T/F: According to the Sales Funnel model, a “qualified” selling situation is one in which all the buying influences have been contacted.
True
T/F: Customer Lifetime Value (CLB) uses an estimate of a customer’s future sales.
Ture
T/F: According to salespeople, telephone interruptions are considered to be the most common time waster.
True
The biggest time wasters for most people are activities/events that have high apparent urgency, but are low in personal importance.
True
Paths for increasing revenues include which of the following?
-Acquire new customers-Retain existing customers-Selling more to existing customersALL of the above
