2018 Flashcards
List the seven steps involved in a sales call.
rapport
qualifying/determining needs
probing/asses needs
sales pitch/product demo
handling objections
closing
follow up
How do you incorporate innovative changes that are dominating the business thinking into sales process?
- Innovative changes
- Self driving cars
- Drones
- Automotive systems that will measure
What’s the difference between trial close and close?
Trail close-asking for their opinion
Close-official close
“Shall I start your order with the product you just mentioned?” This is and example of what sales technique?
A.open-ended statement
B.trail close
C. A response to a customers objection
D. A means of keeping the customer engaged in the presentation.
B
The products price is described as…
A. cost of product + tax
B. cost of product + margin
C. Cost of product + cost of sales
D. Cost of product + discount
B
Matt is planning next years sales budget. He would like to hire another sales person; however, he knows that to get his managers approval he needs to build a good case for new hire. He needs to justify that the new will be…
A. A great help
B. A return on equity
C. A return on investment
D. Will increase work load
C
While Mary was waiting to meet with the sales manager of a large farm supply store chain, she read the company’s mission statement. One line of the mission statement caught her attention, “ we will always stand by our products-your needs are our goals.” After reading this, Mary reviewed her notes and altered her presentation. The result: a very successful and productive meeting. What did she do?
A. She a valuated her goals for the meeting an altered her presentation.
B. She use the mission statement to build rapport with the sales manager.
C. She altered her market plan to meet the situation.
D. All of the above.
D.
Verna is a promising new sales person in her manager feels she has great potential. However, she admits she has a difficult time distinguishing between excuses and objections. Which of the following is NOT a correct distinction?
A. Excuses are smoke screen, and often beyond your control.
B. Excuses are a means of hiding true objections
C. Excuses and objections are really similar, but appear different.
D. Excuses must be analyzed to determine the underlying objection.
C.
Millicent has joined the accounting department. Her first assignment is to calculate the cost of good sold for each product last year.
A. Cost of raw material + cost of production + cost of transportation.
B. Cost of raw materials + cost of production + cost of sales and administration
C. Cost of raw material + cost of production + cost of cells and administration + cost of returns
D. Cost of raw material + cost of production.
C.
What is selling?
A. I process to help people assess products and services.
B. Person-to-person interaction.
C. A means of assessing customer needs.
D. All the above.
D
Making a cold sales call requires…
A. Telephone book.
B. A clear and pleasant voice.
C. A means of assessing customer needs.
D. All of the above.
D
What is a “buying cycle?”
A. A timer season one customers are most prepared to buy.
B. The mental steps a customer moves through to buy, use and rebuy a product.
C. Internet sales.
D. Difficult time for sales people to recognize.
B.
_________ is the process of locating potential buyers.
A. Prospecting.
B. Questioning
C. Investigating.
D. Growing.
A.
“ Bob, we would like to do business with you. How about giving us a chance to demonstrate what we can do for you let’s write up your first order to get started.” This is an example of what type of close?
A. Summery close
B. Direct close.
C. Trial close.
D. Choice close
B.
The successful sales person needs to process which of the following qualities?
A. Competitive attitude.
B. Social media skills.
C. Comfortable texting style.
D. Aggressive style.
A.
