Question 1

Using the FAB formula, a salesperson can convert a lukewarm prospect to a prospect that develops an interest for your product or service.

Accepted Answer

False

Question 2

Studies have shown that setting a goal instead of writing it down leads to a better success rate of achieving the goal.

Accepted Answer

This statement is incorrect. Studies have shown that writing down a goal increases the chances of achieving it. Setting a goal is important, but putting it in writing increases accountability and provides a tangible reminder to work towards it.

Question 3

The sales call objective should be directly beneficial to the customer.

Accepted Answer

The sales call objective should focus on how the product or service being offered can directly benefit the customer. This helps to establish a value proposition and makes the sales call more impactful. The sales call objective should be focused on solving a problem or fulfilling a need for the customer, which in turn will be beneficial to them. The focus should be on how the customer will benefit, not just how the salesperson will benefit.

Question 4

Value is created when the buyer spends less resources than the salesperson and the outcome is greater than the resources spent.

Accepted Answer

This is the definition of value creation in a buyer-seller relationship. If the buyer spends less resources (money, time, effort) than the salesperson and the outcome (product or service) is greater than the resources spent, value has been created.

Question 5

The last step of pre-approach is developing and rehearsing the sales presentation.

Accepted Answer

Developing and rehearsing the sales presentation is indeed the last step of pre-approach in the sales process.

Question 6

In the acronym SMART, the "R" stands for "relevant to your customer."

Accepted Answer

In the acronym SMART, the "R" stands for "realistic" or "achievable."

Question 7

Salespeople need to be creative problem solvers who develop and combine non-traditional alternatives to meet the customer's specific needs.

Accepted Answer

Salespeople often face unique and complex problems while interacting with customers. They must use their creativity and knowledge to come up with innovative solutions that cater to the customer's specific requirements. Therefore, being a creative problem solver is an essential trait for salespeople.

Question 8

A salesperson can plan out their entire day and actually follow through with it, but it becomes pointless if he/she does not evaluate the plan at the end of the day.

Accepted Answer

Evaluating the plan at the end of the day can help the salesperson identify what worked well and what didn't, allowing them to make necessary adjustments in future planning. Without evaluation, there is no opportunity for reflection and improvement.

Question 9

Implementing the solution is also one of the stages of the problem-solving process.

Accepted Answer

Implementing the solution involves putting the chosen solution into action, which is a key step in resolving the problem.

Question 10

When Eddie determines and then suggests the type and quantity of bolts, nuts, screws and other fasteners his customer should buy, he is working on step three of his customer benefit plan.

Accepted Answer

The scenario describes a sales process where Eddie is likely identifying customer needs and recommending products, which is typically part of the solution presentation or proposal step, not specifically step three of a customer benefit plan.

Question 11

It is impossible for a salesperson to make a sales call without a sales call objective.

Accepted Answer

A salesperson can make a sales call without a specific objective, although having one is generally more effective for guiding the conversation and achieving desired outcomes.

Question 12

The creative problem-solving process has two stages.

Accepted Answer

The creative problem-solving process typically involves multiple stages, such as problem identification, idea generation, and solution implementation, rather than just two stages.

Question 13

The customer benefit plan contains the nucleus of the information used in the salesperson's sales presentation.

Accepted Answer

The customer benefit plan outlines the benefits that the customer will receive from the product or service, and this information is used by the salesperson to create their sales presentation. Therefore, the customer benefit plan does contain the nucleus of the information used in the sales presentation. The customer benefit plan outlines the benefits of the product or service to the customer, and this information is used by the salesperson in their sales presentation to persuade the customer to make a purchase.

Question 14

In the acronym SMART, the letter "M" stands for "maximizing the sales revenue of your client."

Accepted Answer

The letter "M" in SMART stands for "measurable" or "specific" depending on the version of the acronym used, not for maximizing sales revenue.

Question 15

The first of a prospect's five mental steps in buying is ignorance.

Accepted Answer

The first of a prospect's five mental steps in buying is awareness, not ignorance. Awareness is when the prospect becomes aware of a product or a solution to a problem.

Question 16

There is very little a salesperson can do to decrease the level of nervousness salespeople experience when making sales call.The textbook recommends salespersons simply accept the fact being nervous is a function of the job.

Accepted Answer

Salespeople can employ various strategies to reduce nervousness, such as preparation, practice, relaxation techniques, and building confidence through experience.

Question 17

Good business relationships are built on your knowledge of your company, industry, and customers' needs.

Accepted Answer

Good business relationships require a deep understanding of your own company, the industry in which it operates, and your customers' needs in order to meet their expectations and create a successful partnership. Understanding your company, industry, and customers' needs is essential for establishing and maintaining successful business relationships. By having this knowledge, you can effectively communicate with clients and partners, tailor your services to meet their specific needs, and ultimately drive growth and revenue for your business.

Question 18

In order to create a mutually beneficial agreement, the salesperson must work independently to overcome the challenges that the client may have.

Accepted Answer

A mutually beneficial agreement typically requires collaboration between the salesperson and the client to address challenges and find solutions that satisfy both parties.

Question 19

High performing salespeople tend to be strategic problem solvers for their customers.

Accepted Answer

High performing salespeople understand their customers' needs and challenges and provide solutions that address them. This requires a strategic approach to problem-solving, which is a key characteristic of successful salespeople. High performing salespeople not only focus on making sales, but also on understanding and solving their customers' problems in a strategic manner. This helps build trust and long-term relationships with clients.

Question 20

When salespeople meet customers' strategic needs, both the seller and the customer win by attaining mutual goals.

Accepted Answer

When a salesperson meets a customer's strategic needs, it helps build trust and rapport, leading to a mutually beneficial partnership.

Quiz 7: The Pre-Approach Planning Your Sales Call and Presentation