test 2 Flashcards
Salespeople who spend time qualifying their leads limit the time wasted on making calls with a low probability of
success
true
According to the SIER model, the first activities in active listening are sensing and receiving the verbal and nonverbal
components of the message being sent
true
Sales prospects who most closely fit an ideal customer profile are not deemed as the best sales prospects
false
A sales discussion or presentation that is not sequenced in a logical order runs the risk of being inefficient and
ineffective
true
Salespeople from noncompeting companies can be considered a source for generating leads
true
Using referrals or introductions can improve the success of cold calling
true
Information about customers is gathered by companies over time and from very different sources
true
A sales suspect is an individual who is unlikely to buy a salesperson’s products.
false
Most buyers are willing to overlook poor spelling and grammatical mistakes in a written proposal as long as the product
is beneficial and affordable
false
As salespeople move through the strategic prospecting process and the other stages in the trust-based sales process, the
sales pipeline widens
false
in response to statements from buyers, salespeople ask related questions and paraphrase what the buyer has said to
demonstrate their interest in what the buyer is saying
true
Situation questions are used early in a sales call and provide salespeople with leads to develop a buyer’s needs and
expectations fully
true
In an organized sales presentation, feedback from the prospect is discouraged; therefore, this format is more likely to
offend a participation-prone buyer
false
Sasha is nominated by her professor to attend a seminar on civil engineering and its merits. During the seminar, Sasha
listens only for facts, takes intensive and detailed notes, and gets distracted very easily. This shows that Sasha is a strong
listener
false
Company records are usually a poor source of prospects
false
Probing questions help a salesperson shift or redirect the topic of discussion
false
Sales calls and sales dialogues are the same thing
false
When conducting an organized sales dialogue, a salesperson should do most of the talking
false
Accountants, bankers, attorneys, teachers, business owners, politicians, and government workers are often good
centers of influence
true
The final step in the strategic prospecting process is to conduct online research to acquire information on the current
selling situation
false
Serious listening is often referred to as _____
active listening
Jim is a newly appointed salesperson for SpickandSpan vacuum cleaners. It is his first day on the job, and he is
meeting his first prospective buyer who seems interested in a product. Which of the following would be the best way for
Jim to start the sales dialogue?
Jim should introduce himself and his company
Which of the following is a disadvantage of using a canned presentation for sales communications?
It tends to alienate buyers who want to participate in buyer–seller interaction
Which of the following is an example of a closed-ended question?
Is this the primary reason you are interested in switching suppliers?
Which of the following is one of the six primary facets of effective listening?
Encouraging the buyer to talk
Shanti is a salesperson who relies on his current customers to help him identify potential customers. In this scenario,
Shanti relies on _____ to generate sales leads
referrals
Which of the following types of questions can be used by salespeople to change the topic of discussion to avoid
embarrassing prospective customers or themselves by proceeding on a forbidden or nonproductive line of questioning
tactical
Which of the following arguments supports the belief that canned presentations force a purchase decision in a more
expedient fashion than other types of sales presentations?
The organized sales presentation format is invulnerable to diversionary delay tactics by the prospect
SIER is an acronym for ______.
sensing, interpreting, evaluating, and responding
ADAPT is an acronym for the five stages of strategic questioning. These stages are:
assessment questions, discovery questions, activation questions, projection questions, and transition
questions
Which of the following is a disadvantage of situation questions?
Their interrogating nature can result in irritated buyers
Which of the following is true of transition questions?
They are typically closed-end and evaluative in format.
If a salesperson is looking for basic information about a buyer, he or she must gather information on the:
community and organizational involvement of the buyer
Which of the following should be done by a salesperson before meeting a prospect?
He or she should gather basic information about the prospect
Phyllis is a salesperson for a company that manufactures chemicals. While reviewing her new leads, Phyllis learns that
two of them just signed contracts with one of her company’s major competitors. Which of the following is most likely the
reason why Phyllis will not consider these two leads as sales prospects?
They do not have a need for the products or services her company is offering
According to the SPIN questioning system, _____ questions are used early in a sales call and provide salespeople with
leads to develop a buyer’s needs and expectations fully
Situation question
A written sales proposal is likely to fail when _____.
it assumes what is important to buyers instead of clarifying it first
Pete is a salesperson who is a member of The Green Stones Country Club. The club is frequented by lawyers, doctors,
and other well-known members of the community. Pete often identifies new prospects while engaging in conversations
with the club members. In this case, Pete uses the club members as _____
centers of influence
Which of the following is true of strategic prospecting?
Strategic prospecting helps salespeople identify the best sales opportunities
Which of the following is a characteristic of an effective sales proposal?
it serves an educational purpose
