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Multiple Choice Quiz
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1
The planning process for making a sales call involves (in logical order):
A)making an appointment, gathering information, setting objectives.
B)gathering information, making an appointment, setting objectives.
C)making a plan and following it through.
D)gathering information, setting objectives, making an appointment.
E)none of the above.
2
Pratna is gathering information about the clients in her new territory. She will look for _________________ information.
A)personal
B)attitudinal
C)relationship
D)product evaluation
E)All of the above
3
Which of the following statements about obtaining precall information is TRUE?
A)At some point the amount of time and effort required to collect additional information exceeds its value.
B)Often the difference in making or not making a sale is the homework the salesperson has done.
C)Collecting the information needed is often time consuming.
D)The more information the salesperson has, the more likely the prospect's needs will be met.
E)All of the above
4
Which of the following is NOT one of the types of information about a customer's organization that a salesperson investigates?
A)demographics
B)competitors
C)policies and procedures
D)spouses
E)historical buying patterns
5
People involved in a prospect's purchase decision whose opinions are important and who are opposed to your company's products are called:
A)influential adversaries.
B)value proponents.
C)minimizing opponents.
D)focal points of power.
E)troublemakers.
6
Serena spent weeks gathering information about prospective clients, never once making a sales call. Serena may be suffering from:
A)insomnia.
B)virtual anemia.
C)analysis paralysis.
D)e-missive misbehavior.
E)secondary seeding effect.
7
Which of the following statements about sales call objectives is TRUE?
A)an objective should be established for every sales call.
B)objectives should be specific.
C)objectives should be measurable.
D)objectives should be aimed at customer action.
E)all of the above
8
Which of the following is generally considered a benefit of multiple call objectives?
A)They help take away the salesperson's fear of failure
B)Most salespeople can at least achieve their stated minimum objective
C)Multiple objectives tend to be self-correcting
D)Salespeople who always reach their optimistic objective realize they are probably setting their sights too low
E)All of the above
9
The value proposition:
A)is usually one or two written sentences.
B)should be specific and measurable.
C)explains how a product or service can help add shareholder value.
D)should be tied to the prospect's mission statement.
E)is accurately described by all of the above.
10
Many sales managers insist sales representatives make appointments because:
A)it dignifies the salesperson.
B)puts the salesperson and the prospect on the same level.
C)increases the chances of seeing the right person.
D)reduces the likelihood of interruption.
E)all of the above.
11
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.
A)focus of power
B)focus of receptivity
C)optimal receptors
D)primary call portal
E)influential adversary
12
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.
A)receptivity
B)reciprocity
C)power
D)expertise
E)dissatisfaction
13
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:
A)focus of receptivity.
B)power source.
C)focus of power.
D)power broker.
E)focus of finality.
14
The best time to call on customers is:
A)early in the morning.
B)when it best suits the customer.
C)Mondays.
D)after working hours so they can relax.
E)when it fits into the salesperson's schedule.
15
Busy executives usually have one or more subordinates who plan and schedule appointments with sales representatives. These subordinates are called __________.
A)analysts
B)players
C)influential adversaries
D)screens or barriers
E)focal points of power
16
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 ________________.
A)under the screen
B)over the screen
C)through the screen
D)double-time
E)through the selling center
17
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.
A)going over the screen
B)going through the screen
C)going around the screen
D)going under the screen
E)going below the screen
18
Jami knows a few of his customers are avid golfers but work on construction sites away from cable or satellite television reception. During the major golf events Jami sends a summary of the current golf scores to these customers. Jami is using _________ to build customer relationships.
A)seeds of influence
B)screensavers
C)adversary minimization
D)virtual conferencing
E)e-missives





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