Management of a Sales Force 12th Edition By Rosan Spiro – Test Bank

Management of a Sales Force 12th Edition By Rosan Spiro – Test Bank

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Chapter: 3

Student: ___________________________________________________________________________

1. Analysis of sales leads is the sole responsibility of the Marketing Department.
True    False

2. Telemarketing is an effective tool to help salespeople identify and qualify customers.
True    False

3. Networking by the salesperson accounts for nearly two-thirds of sales leads.
True    False

4. Pre-call planning includes all the information-gathering activities that salespeople perform to learn relevant facts about the prospects and their needs and situations.
True    False

5. Company files are a good source of information on current customers but are not reliable for past customers.
True    False

6. The most important part of planning the sales presentation is structuring it to ensure a sales result.
True    False

7. The sales approach is the step in the sales process immediately before qualifying leads.
True    False

8. Once set in motion, a sales plan should not be changed.
True    False

9. To increase the chance that the salesperson will have the full attention of the buyer during the meeting, an appointment is recommended.
True    False

10. The approach is the make-or-break part of the presentation – if it goes poorly, the salesperson does not get a chance to give a presentation.
True    False

11. The key to need assessment is effective one-way communication from the salesperson to the customer.
True    False

12. A laid-back approach in product demonstration has been proven most effective.
True    False

13. Providing a summary of benefits is a common method of closing sales.
True    False

14. Prepared sales presentations (e.g., “canned” sales talk) have several advantages over the creation of a new and unique presentation for each customer.
True    False

15. “Canned” presentations are designed to eliminate the individual/unique personality of reps, therefore eliminating errors in the presentation as a whole.
True    False

16. If a planned presentation does not effectively use the customer’s jargon, the customer often asks the language to be adjusted to their industry standard.
True    False

17. The key to successful selling is the believability of the presentation.
True    False

18. Typically, salespeople spend over 95 percent of their time on the steps of the sales process.
True    False

19. “How do the maintenance problems affect your operations” is a situational type of question.
True    False

20. Which of the following is not one of the eight steps of the sales process?
A. Approach.
B. Meeting objectives.
C. Needs assessment.
D. Networking.
E. All of these are steps.

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