Chapter 7 Flashcards
The planning process for making a sales call involves (in logical order):
gathering information, setting objectives, making an appointment
Which of the following is NOT one of the types of information about a customer’s organization that a salesperson investigates?
Spouses.
People involved in a prospect’s purchase decision whose opinions are important and who are opposed to your company’s products are called:
Influential adversaries.
Serena spent weeks gathering information about prospective clients, never once making a sales call. Serena may be suffering from:
Analysis paralysis.
One researcher suggests that sales people initially try to call on the __________________, the person who will listen and provide the seller with needed valuable information
Focus of receptivity.
A building materials salesperson was making her second call to a prospective client. The salesperson was most interested in meeting the person with the focus of _____ because this individual could explain where there were potential constraints and how the project might encounter problems.
Dissatisfaction
When making a sales call on a new customer, the person in the buying center the salesperson can expect to meet last is referred to as the:
Focus of power.
The best time to call on customers is:
When it best suits the customer.
Busy executives usually have one or more subordinates who plan and schedule appointments with sales representatives. These subordinates are called
Screens or barriers.
Martin knows his customer’s secretary goes to lunch with a group from their church on Thursdays. He calls the customer during that time. Martin is working
Under the screen.
To get the purchasing manager’s secretary to give him an appointment, Betty mentioned an earlier talk she had with the vice-president of the firm about what her company has to offer. She is hoping this technique of _____ will get her in to see the purchasing sooner since the secretary may fear getting in trouble if she puts her off too long.
Going over the screen.
