exam 2 - Because they are so busy many executives have filtration systems to protect their time In order to get through this system you as a

exam 2 - Because they are so busy many executives have...

This preview shows page 1 - 4 out of 24 pages.

Because they are so busy, many executives have filtration systems to protect their time. In order to get through this system, you as a professional salesperson should: not waste time waitingdevelop friends in the prospect's firmcall at the right time on the right personbelieve in yourselffind all of the above to be potentially useful QUESTION 11.During the _____, the salesperson plans the sales call on a customer or prospect. 1.5 points QUESTION 21._____ occurs when a salesperson does not want to contact a prospect or customer. 1.5 points QUESTION 3
Image of page 1
1.To make the most efficient use of their computers as sales tool, salespeople should use their personal computers to: 1.5 points QUESTION 41.Because they are so busy, many executives have filtration systems to protect their time. In order to get through this system, you as a professional salesperson should: not waste time waitingdevelop friends in the prospect's firmcall at the right time on the right personbelieve in yourselffind all of the above to be potentially useful 1.5 points QUESTION 51.Monty sells safety equipment to law enforcement agencies. Before calling on the Humphrey Sheriff's Department, he had decided that he wanted to get an order for eight new bulletproof vests from the sheriff before he left the office. In terms of the acronym SMART, Monty's objective:
Image of page 2
1.5 points QUESTION 61.As a salesperson you should know in which of the mental steps does the prospect decide he should buy from you because there are no remaining doubts in his mind? 1.5 points QUESTION 7 1. The two best sources of future sales are: 1.5 points
Image of page 3
Image of page 4

You've reached the end of your free preview.

Want to read all 24 pages?

  • Spring '12
  • Richards
  • Sales, sales training

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture