Quiz+ | Quiz 7: Planning the Sales Call

Q 1

Suppose that during your information-gathering phase you identify a hostile influential adversary named Larry. You know that Larry will do everything possible to see your competitor get the business. In talking about this with your sales manager, she suggests that you find some way to covertly strip Larry of his credibility and thus cause him to be a nonissue. Would you follow your manager's advice? What kinds of things would you be willing to do? What would you be uncomfortable doing?

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Essay

Yes, the manager's advice should be followed to some extent. To stop Mr. L from influencing the competitors, certain information needs to be collected. For example, his personal information, his relationships with various companies and bonds with salespeople. Apart from that, to covertly strip L of his credibility demographic information also need to be gathered. Like for which competitors he works, what are the products or services he offers, what is his financial position, his past experiences with other companies and what is the source of information from where he gathers the information to influence companies. One thing which will be very uncomfortable in doing is stripping Mr. L, by providing wrong information about him to the companies, even if he is credible. This is completely unethical.

Q 2

Think about a job you have held. Now think about a manager who worked there. Assume that a salesperson wanted to sell your manager an important product or service. Who would be a good focus of receptivity for this salesperson? Do you think the focus of receptivity would cooperate with the salesperson?

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Essay

Focus of receptivity stand for the selling technique wherein a salesperson is suggested to initially try selling on the focus of receptivity wherein the person who listen receptively to the salesperson should be contacted by him. This will make the salesperson to receive needed valuable information. Mr. Y held a job of a salesperson at TR Co. and he worked under Mr. SC, a manager. It is assumed that Mr. C, the salesperson from another company wanted to sell a particular software to the manager which is capable of creating separate areas for information storage. In this situation, the information technology (IT) department of the firm could be the good focus of receptivity for this salesperson. This is because the concerned people in this department will adapt to this software and will make the firm to utilize it effectively. The focus of receptivity that is the IT department will cooperate with Mr. C by listening to the product and its benefits for the firm in making its data storage more efficient. And, if the product will possess the potential, then the firm will consider buying it from Mr. C.

Q 3

During precall planning, you learn that an very important prospect enjoys being treated by salespeople to visit strip clubs, "gentlemen's clubs." of which there are several of these strip clubs in your town. Your firm doesn't have any policy about whether you can visit one of these clubs with a client. You've never visited one with a client before. How will these facts impact affect your planning for your upcoming sales visit to this prospect? What will you do?

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Essay

Pre-call planning stand for the stage wherein the salesperson tries to gather as much as possible information about the prospect clients and using this the plan for the sales call or a meeting with the prospect related to selling of the offerings by the firm takes place. During pre-call planning, Mr. Y learns that a prospective client enjoys visiting strip club with the salespeople. The strip clubs are in large numbers in the town, but the firm does not carry any such policy that allows or restricts salespeople to visit strip clubs with clients. And, not even Mr. Y has visited these clubs with clients in the past. This information about the prospect will make Mr. Y to think about the options in front of him. In this, Mr. Y will not go with the client to the strip club and if he will offer the same, then Mr. Y will politely deny his offer stating that the company's policy does not allow visit to such places with the clients and this is the reason Mr. Y cannot go to strip club with him and is ready to take the meeting in a more formal and relaxed place. This will definitely make the client aware and get impress by the way Mr. Y follows the rules and standards created by the firm for the salespeople and will appreciate it and this denial from Mr. Y will not have any negative effect over the sales meeting.

Q 4

In "Sales Technology 7.1" you learned how one firm uses WebEx to give presentations. Can you think of any negative aspects of using such technology for giving sales presentations to prospects?

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Q 5

This chapter listed a number of items of information that a salesperson should find out ?about a prospect/customer as an individual. Assume you are going to sell your instructor ?for this course a new iPod. See how much information you can supply from the list in ?the text.

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Q 6

Evaluate the following objectives for a sales call: a. Show and demonstrate the entire line of 10 squash racquets. b. Find out more about competitors' offerings under consideration. c. Make the buyer believe what I say. d. Determine which service the prospect is currently using for furniture cleaning and how much it costs. e. Have the buyer agree to hold our next meeting at a quieter location. f. Get an order for 15 carpet cleanings. g. Make the buyer not worry about the fact that our newspaper has been in business only two years.

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Q 7

Think for a moment about trying to secure a job. Assume you are going to have your second job interview next week with Fastenol for a sales position. The interview will take place over the phone with the senior recruiter. You've already had one informational interview on campus. Most candidates go through a set of four interviews. List your primary objective, minimum objective, and optimistic objective for your second interview.

Essay

Q 8

In "Building Partnerships 7.1" you learned that some firms use technology to keep tabs on their salespeople, like where they have driven their company cars and when they have given out samples. What would you say if a manager asked you why you used the company car to visit a mall in the middle of the day? Assume that you stopped at the mall to get your hair cut.

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Q 9

Evaluate the following approach for getting an appointment: Ms. Stevens, I've not got any calls on my calendar for next Thursday. Would it be OK if I stopped by for a few minutes, say, sometime between 1:00 and 4:00?

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Q 10

Although there is no firm rule, list what you think to be the best time of day to call on the following individuals: a.? A college bookstore manager (to sell backpacks). b. A manager at an automotive glass replacement company (to sell a new type of glue). c. An apartment complex manager (to sell a new mowing system). d. A heating contractor (to sell a new model of heating system).

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Q 11

Review the list of prospects in question 8 and identify a. The worst time of day to call on each individual. b. The worst time of year to call on each individual.

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Q 12

Suppose you have graduated and you belong to the alumni association of your school. Your association plans to raffle off a number of donated items to raise funds for a new multimedia center at your school. To be a success, the event will need many donated raffle prizes. a. Which sources will you use to identify potential sponsors? b. What information do you need to qualify them properly?

Essay

Q 13

Presidential Aviation has provided charter flights to a wide array of customers, including business travelers worldwide. Thanks to the Presidential online booking system, business travelers can secure reliable quotes and book both domestic and international flights. Presidential has a sizable fleet of aircraft, including jets (light, midsize, and large jets) and turboprops. The company is known for its ability to cater to passengers' every desire, including gourmet meals, special beverages, entertainment while in the air, and other luxury accommodations. Presidential also staffs a full-service VIP jet concierge program, similar to what major airlines offer. Santiago Diego is a salesperson for Presidential Aviation. He is currently planning an important first visit to Juan Espinosa, a procurement officer at Regent Seven Seas Cruises. Company officials travel across the country a great deal in their work. Santiago would like to tell Juan how Presidential can provide outstanding benefits to the Regent Seven Seas Cruises. Some of the special features for business travelers include the following: • Privacy-you have the entire aircraft to yourself and can travel with passengers you know and enjoy. • Comfort-including extra-roomy leather seats, in-flight movies, fully stocked bar, and gourmet meals that you choose. • Ease-no time-consuming check-in process. You drive right up to the plane, and your luggage goes from your car into the plane. • Point-to-point travel-there are no set schedules, so you fly when you want. Presidential uses 10 times more airports than commercial airlines, so you can fly from less congested airports closer to where you live. What kind of information should Santiago gather about Juan before their meeting?

Essay

Q 14

Presidential Aviation has provided charter flights to a wide array of customers, including business travelers worldwide. Thanks to the Presidential online booking system, business travelers can secure reliable quotes and book both domestic and international flights. Presidential has a sizable fleet of aircraft, including jets (light, midsize, and large jets) and turboprops. The company is known for its ability to cater to passengers' every desire, including gourmet meals, special beverages, entertainment while in the air, and other luxury accommodations. Presidential also staffs a full-service VIP jet concierge program, similar to what major airlines offer. Santiago Diego is a salesperson for Presidential Aviation. He is currently planning an important first visit to Juan Espinosa, a procurement officer at Regent Seven Seas Cruises. Company officials travel across the country a great deal in their work. Santiago would like to tell Juan how Presidential can provide outstanding benefits to the Regent Seven Seas Cruises. Some of the special features for business travelers include the following: • Privacy-you have the entire aircraft to yourself and can travel with passengers you know and enjoy. • Comfort-including extra-roomy leather seats, in-flight movies, fully stocked bar, and gourmet meals that you choose. • Ease-no time-consuming check-in process. You drive right up to the plane, and your luggage goes from your car into the plane. • Point-to-point travel-there are no set schedules, so you fly when you want. Presidential uses 10 times more airports than commercial airlines, so you can fly from less congested airports closer to where you live. What kind of information should Santiago gather about Regent Seven Seas Cruises before his meeting?

Essay

Q 15

Presidential Aviation has provided charter flights to a wide array of customers, including business travelers worldwide. Thanks to the Presidential online booking system, business travelers can secure reliable quotes and book both domestic and international flights. Presidential has a sizable fleet of aircraft, including jets (light, midsize, and large jets) and turboprops. The company is known for its ability to cater to passengers' every desire, including gourmet meals, special beverages, entertainment while in the air, and other luxury accommodations. Presidential also staffs a full-service VIP jet concierge program, similar to what major airlines offer. Santiago Diego is a salesperson for Presidential Aviation. He is currently planning an important first visit to Juan Espinosa, a procurement officer at Regent Seven Seas Cruises. Company officials travel across the country a great deal in their work. Santiago would like to tell Juan how Presidential can provide outstanding benefits to the Regent Seven Seas Cruises. Some of the special features for business travelers include the following: • Privacy-you have the entire aircraft to yourself and can travel with passengers you know and enjoy. • Comfort-including extra-roomy leather seats, in-flight movies, fully stocked bar, and gourmet meals that you choose. • Ease-no time-consuming check-in process. You drive right up to the plane, and your luggage goes from your car into the plane. • Point-to-point travel-there are no set schedules, so you fly when you want. Presidential uses 10 times more airports than commercial airlines, so you can fly from less congested airports closer to where you live. Which sources can Santiago use to gather that needed information?

Essay

Q 16

Underground Construction magazine is a publication with special appeal for any contractor, municipal manager, or engineering professional involved in the construction, rehabilitation, and remediation of underground pipeline systems. The magazine covers the entire underground utilities infrastructure market, including water/wastewater, oil, gas, telephone, cable, and power. Each issue of the magazine includes latest news, changes in technology, and significant innovations that can be used by industry professionals in managing their underground construction projects. Andres Orrino is a salesperson for Underground Construction , and his territory includes all of states each of the Mississippi River in the United States. In a few weeks, Andres will be calling on Takeuchi, a company that makes track loaders. Track loaders are used in underground construction projects for a variety of tasks. Takeuchi has never advertised in Underground Construction magazine. Andres is not sure if anyone from his magazine has ever even called on Takeuchi. Assume that you are Andres Orrino. List your call objectives for your first call with the marketing director for Takeuchi. Develop a three-call follow-up schedule and list the objectives for each call.

Essay

Q 17

Underground Construction magazine is a publication with special appeal for any contractor, municipal manager, or engineering professional involved in the construction, rehabilitation, and remediation of underground pipeline systems. The magazine covers the entire underground utilities infrastructure market, including water/wastewater, oil, gas, telephone, cable, and power. Each issue of the magazine includes latest news, changes in technology, and significant innovations that can be used by industry professionals in managing their underground construction projects. Andres Orrino is a salesperson for Underground Construction , and his territory includes all of states each of the Mississippi River in the United States. In a few weeks, Andres will be calling on Takeuchi, a company that makes track loaders. Track loaders are used in underground construction projects for a variety of tasks. Takeuchi has never advertised in Underground Construction magazine. Andres is not sure if anyone from his magazine has ever even called on Takeuchi. What kind of information would you like to have before your first meeting? How could you obtain that information?

Essay

Quiz 7: Planning the Sales Call

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