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Sales Final Exam Questions and Complete Solutions Graded A+
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Sales Final Exam Questions and Complete Solutions Graded A+
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Sales Final ExamQuestions and Complete
Solutions Graded A+
fundamental purpose of marketing - Answer: creating value
sales process overview - Answer: 1. understanding customer value
2. creating and communicating customer value
3. delivering and increasing customer value
basic sales process - Answer: - prospect for leads
- set up an appointment
- qualify the prospect/uncover needs of prospect
- make your presentation
- address prospect's objections
- close the sale
prospecting - Answer: designing sales inventory
characteristics of good prospect - Answer: begins with locating a lead, a person or an organization that
may or may not have what it takes to be a true prospect
questions to ask when prospecting - Answer: - Does the lead have want or a need that purchase of my
products or services can satisfy?
- Does the lead have the ability to pay?
- Does the lead have the authority to buy?
, - Can the lead be approach favorably?
- Is the lead eligible to buy?
Can the lead be approached favorably? - Answer: some leads with a need, the ability to pay, and the
authority to buy may still not qualify as prospects because they are not accessible to the salesperson
Is the lead eligible to buy? - Answer: Eligibility is an equally important factor in finding a genuine
prospect
Other criteria with prospecting - Answer: Relevant questions to consider include, when does the
prospect's contract with our competitor expire? And is a purchase decision really pending? How do we
know? Still other firms look at the long-term potential of developing a partnership with a lead?
How and where to obtain prospects - Answer: prospecting sources and methods vary for different types
of selling
Endless-chain method - Answer: sales representatives attempt to get at least one addition lead from
each person they interview
referral lead - Answer: the name of a lead provided by either customer or a prospect and it is generally
considered the most successful lead
center-influence method - Answer: the salesperson cultivates a relationship with well-known, influential
people in the territory who are willing to supply the names of leads
ways to market - Answer: -networking
-internet
-ads, direct mail, catalogs, and publicity
-shows, fairs, and merchandise markets
-seminars
-lists and directories
-cold calling
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