Ch 5

Question 1

T/F: An example of a problem-solution type of selling process (consultative sale) is when clients pay EDS to perform an extended study of their information needs before recommending an information system.

Answer 1

True

Question 2

T/F: The problem-solution model of selling is based on the notion that only certain customers will and should buy your product or service.

Answer 2

True

Question 3

T/F: According to one study of successful and less successful salespeople, those who are successful typically open the selling process by asking questions.

Answer 3

True

Question 4

T/F: Salespeople should anticipate possible customer concerns that may arise during a sales call and prepare strategies to address them.

Answer 4

True

Question 5

T/F: Compared to less successful salespeople, very successful salespeople are more likely to use referrals from present customers to identify prospects.

Answer 5

True

Question 6

T/F: A “Suspect” is an unqualified Prospect.

Answer 6

True

Question 7

T/F: The most difficult sales approach occurs when the sales call is the first meeting with the suspect and there has been no prior attempt to communicate with the buyer.

Answer 7

True

Question 8

T/F: Sales people should keep their e-mails brief and mention the top 2 - 3 problems that they help their customers with.

Answer 8

True

Question 9

T/F: When engaging in a consultative or enterprise type sale, it is typical for 80% or more of the selling time to focus on needs discovery.

Answer 9

True

Question 10

T/F: It is usually necessary to establish rapport prior to engaging in customer needs analysis.

Answer 10

True

Question 11

T/F: “Recognition by one’s boss” is an example of a personal motive for making a purchase decision.

Answer 11

True

Question 12

T/F: Research indicates that customers generally express at least 50% more buying concerns in successful sales calls, than in failed calls.

Answer 12

True

Question 13

T/F: The best advice about when to close is to close early and decisively.

Answer 13

False

Question 14

T/F: If during a sales presentation for industrial canning equipment you ask the prospective buyer, “Do you prefer the added labeling equipment or the automated lid cleaners?” and she replies, “The labels.” You would then most likely move directly to the final close.

Answer 14

True

Question 15

T/F: The salesperson should learn to follow up on everything that she/he requests others in the company do for the customer.

Answer 15

True

Question 16

Once a salesperson enters a Prospect’s office, the first things s/he should do are:

Answer 16

-hand prospect business card-introduce themselves-confirm first two elements of TAPS (time, agenda)all of the above

Question 17

In the selling process, which of the following activities would occur first (before all the others):

Answer 17

Determining customer needs

Question 18

May I ask you a few questions about your current manufacturing processes?” is an example of a:

Answer 18

Permission question

Question 19

The main objective of a salesperson’s formal presentation is to:

Answer 19

Explain how your product or solutions meets the Prospect’s needs and pains

Question 20

T/F: The best way to prepare a highly effective presentation or written proposal is to ask the Prospect or the Advocate what a perfect solution would look like and to preview a draft of it.

Answer 20

True

Question 21

Written sales proposals should discuss which of the following?

Answer 21

-reasons for changing something-incentives for changing-solution-cost, time to payback and ROIAll of the above

Question 22

Written sales proposals have all of the following advantages over oral sales proposals except:

Answer 22

They are less expensive and easier to prepare

Question 23

According to Wilson Learning Corporation’s process for addressing customer concerns, what is the first thing you should do after listening to a client’s concern?

Answer 23

Share the concern with the buyer