PROFESSIONAL SALES - Chapter 7: The Pre-Approach—Planning your S

Edward is trying to improve his image as a trustworthy salesperson. He is trying his best to focus on similarity and compatibility elements of building a trustworthy relationship. Which of the following questions should Edward ask himself to make this process easier?

• Do I rehearse my presentations before meeting my clients?

• Do I mirror my buyer when appropriate?

• Do I try to help my buyer by sharing my understanding of their business industry?

• Do I seek other internal resources to help me support my buyer?

• Do I provide multiple solutions to the buyer?

Jan has recently been very successful in developing trustworthy relationships. The secret to her success has been her co-workers who have been assisting her with the sales. Which of the following trust building elements did Jan worked on?

• Communication

• Expertise

• Similarities and compatibility

• Investing resources into relationship

• Reducing conflict

What should be included in a marketing plan for a retailer that is buying a new inventory system?

• the business proposition

• the SELL sequence

• how the inventory system can be most effectively used with existing equipment

• how to dispose of the inventory system equipment that is being replaced by the new system

• how the buyer can determine that the inventory system needs to be replaced with a newer system

What are the first three steps involved in developing the customer benefit plan in their correct order?

• developing marketing plan, developing FAB, developing business proposition

• developing benefits, developing business proposition, developing marketing plan

• developing marketing plan, developing business proposition, closing the sale

• developing FAB, developing marketing plan, developing business proposition

• developing business proposition, developing marketing plan, closing the sale

Phyllis sells for a manufacturer of a line of forged steel gardening tools. What should she include in her marketing plan for a hardware store?

• how ultimate consumers should correctly dispose of old gardening tools

• how the retailer can adopt the role of end-user

• how the reseller will sell the garden tools once purchased

• the business proposition which the retailer will adhere to

• how the customers will benefit from these gardening tools

The customer benefit plan contains the nucleus of the information used by a salesperson in a sales presentation. What would a salesperson NOT include in step three of a customer benefit plan?

• the features

• forecast of profit per square feet

• payment plan

• projected return on investment

In which of the prospect's mental steps would interruptions by a secretary, a long-distance phone call, and the prospect's need to leave the office in the next fifteen minutes be most distracting to a salesperson?

• interest

• conviction

• desire

• attention