ANS T PTS 1 DIF Difficulty Moderate REF p 144 OBJ LO 6 5 41 I am looking for

Ans t pts 1 dif difficulty moderate ref p 144 obj lo

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PTS:1DIF:Difficulty: ModerateREF:p. 144OBJ:LO: 6-5 41.“I am looking for ways to improve our image” is an example of a rational buying motive. PTS:1DIF:Difficulty: ModerateREF:p. 144OBJ:LO: 6-5 42.Features provide benefits, and benefits address buying motives. PTS:1DIF:Difficulty: EasyREF:p. 144OBJ: LO: 6-5
43.Features address rational buying motives and benefits address emotional buying motives. PTS:1DIF:Difficulty: ModerateREF:p. 144OBJ:LO: 6-5 44.Features and benefits are synonymous. PTS:1DIF:Difficulty: EasyREF:p. 144OBJ:LO: 6-5 45.In order to complete a Sales Dialogue Planning template, a salesperson will need identify his/her prospect’s current suppliers. PTS:1DIF:Difficulty: EasyREF:p. 145OBJ:LO: 6-3 46.When planning for the sales call, the salesperson should develop an agenda. PTS:1DIF:Difficulty: ModerateREF:p. 145OBJ:LO: 6-3 47.Salespeople should propose and agenda for the sales call but be flexible enough to revise the agenda during the sales call. PTS:1DIF:Difficulty: ModerateREF:p. 145OBJ:LO: 6-3 48.Because a salesperson will see the same prospects multiple times, “first impressions” aren’t that important. PTS:1DIF:Difficulty: EasyREF:p. 146OBJ:LO: 6-3 49.When planning for a sales dialogue, the salesperson should attempt to anticipate objections the prospect may raise. PTS:1DIF:Difficulty: EasyREF:p. 147OBJ:LO: 6-3 50.The most popular method for setting appointments is by telephone. PTS:1DIF:Difficulty: EasyREF:p. 147OBJ:LO: 6-6 51.The most popular method for setting appointments is by e-mail. PTS: 1 DIF: Difficulty: Easy REF: p. 147 OBJ: LO: 6-6
52.When attempting to schedule an appointment with a prospect, the salesperson should suggest a date and time. PTS:1DIF:Difficulty: EasyREF:p. 147OBJ:LO: 6-6 53.When attempting to schedule an appointment with a prospect, the salesperson should avoid suggesting a date and time. PTS:1DIF:Difficulty: EasyREF:p. 147OBJ:LO: 6-6 54.Many gatekeepers view cold-calling as a violation of proper business etiquette. PTS:1DIF:Difficulty: ModerateREF:p. 147OBJ:LO: 6-6 55.Relative to cold-calling, setting an appointment demonstrates respect for the prospect’s time. PTS:1DIF:Difficulty: ModerateREF:p. 147OBJ:LO: 6-6 56.Relative to cold-calling, setting an appointment has no real advantages. PTS:1DIF:Difficulty: EasyREF:p. 147OBJ:LO: 6-6 57.When scheduling an appointment with a prospect, it’s a good idea to specify the amount of time need for the meeting. PTS:1DIF:Difficulty: ModerateREF:p. 148OBJ:LO: 6-6 58. When scheduling an appointment with a prospect, it’s best not to specify the amount of time needed for the meeting because it may limit the salesperson’s time with that prospect.
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