Ch 5 Flashcards
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.
True
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.
True
T/F: According to one study of successful and less successful salespeople, those who are successful typically open the selling process by asking questions.
True
T/F: Salespeople should anticipate possible customer concerns that may arise during a sales call and prepare strategies to address them.
True
T/F: Compared to less successful salespeople, very successful salespeople are more likely to use referrals from present customers to identify prospects.
True
T/F: A “Suspect” is an unqualified Prospect.
True
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.
True
T/F: Sales people should keep their e-mails brief and mention the top 2 - 3 problems that they help their customers with.
True
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.
True
T/F: It is usually necessary to establish rapport prior to engaging in customer needs analysis.
True
T/F: “Recognition by one’s boss” is an example of a personal motive for making a purchase decision.
True
T/F: Research indicates that customers generally express at least 50% more buying concerns in successful sales calls, than in failed calls.
True
T/F: The best advice about when to close is to close early and decisively.
False
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.
True
T/F: The salesperson should learn to follow up on everything that she/he requests others in the company do for the customer.
True
Once a salesperson enters a Prospect’s office, the first things s/he should do are:
-hand prospect business card-introduce themselves-confirm first two elements of TAPS (time, agenda)all of the above
In the selling process, which of the following activities would occur first (before all the others):
Determining customer needs
May I ask you a few questions about your current manufacturing processes?” is an example of a:
Permission question
The main objective of a salesperson’s formal presentation is to:
Explain how your product or solutions meets the Prospect’s needs and pains
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.
True
Written sales proposals should discuss which of the following?
-reasons for changing something-incentives for changing-solution-cost, time to payback and ROIAll of the above
Written sales proposals have all of the following advantages over oral sales proposals except:
They are less expensive and easier to prepare
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?
Share the concern with the buyer
