Andrew is a new sales rep for an industrial chemical supplier. Andrew makes it a point to never be late for an appointment and to always follow through immediately on promises he makes to his customers_ These behaviors help Andrew build trust with his customers because they perceive him as: compete C)dependable C: candid C.:. likeable 2 1 .1 1 .fhich the following best describes the process of strategic prospecting? OThe process of generating leads OThe process of locating new customers OThe process of turning prospects into customers °The process of identifying, qualifying, and prioritizing sales opportunities 3 With respect to the sales training process, after Brenda is done assessing the sales training needs she should begin working on: °Setting training objectives Performing sales training °Setting the sales training schedule Evaluating training alternatives 4 By demonstrating effective listening a salesperson is able to do which of the following? Help build the buyers trust Always uncover two or three explicit needs Beat out the competition Convince the buyer that the salesperson s product is best 5 JoAnn has a website for her business_ She advertises her business on a number of online services but she is not sure which ones are driving traffic to her website and which are not worth the money for advertising The best thing for JoAnn to do is: Only advertise 1 or 2 places and see if her sales go up or down Use a service such as Google Analyticse to determine what websites and searches are bringing traffic to her site Buy advertising everywhere All websites are public so there really is not a way to determine how people find a vvebsite. 6 Which of the following is all acceptable method of negotiating the price objection? OApologize for the product’s high price (1) Make price the focal point of your presentation Focus on an individual product feature (1) Clarify the link between price and quality 7 You have a business that you want to set up on Facebook – ei. What is the best way to drive traffic to your business using Facebook? Use a lot of hashtags with your business name. °Create a profile using the name of your business. Facebook® does not have business options and only personal profiles are allowed Create a business fan page. 8 The primary goal of a presentation strategy is to influence the prospect’s beliefs. attitudes. or behavior. and to encourage buyer action. sensory reminder °value persuasive 9 Developing a long-term relationship that focuses on solving the customer’s buying problems is referred to as partnering § transitioning consulting § selling 10Working to reach an agreement that is mutually satisfactory , to both buyer and seller is also called 0 negotiation 0 tactics 0 agreement 0 practice theory 11 A series of creative improvements in the sales process that enhance the customer experience is known as Ovalue-added selling relationship modeling Qcustomer-oriented sales C:. transactional selling 12 Conveying interest and understanding is the objective of which active listening component? Evaluating (1) Interpreting (:)Responding °Sensing 13 Which of the following is true with respect to negotiations in foreign cultures? German buyers are unlikely to look you in the eye It is sometimes advisable to become antagonistic during negotiations Business rituals are largely the same across cultures Different cultural expectations can cause miscommunication 14A customer has a negative experience at yOLI1 business and writes about this on a social media review site V.Ihat is the best thing for you to do? Never admit responsibility and divert blame_ Post your reasons for not meeting their expectations Ignore it_ People don’t take those sites seriously 0 Respond calmly and don’t take it personally. 15 Steve is looking for a way to analyze customer data from his territory in an effort to identify new opportunities for sales revenue growth could help Steve with this task Sales call auditing software 0 Deal …
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