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Q 1/20
Score 0
A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed.
45
Sales plan
Q 2/20
Score 0
Concerned with maintaining or enhancing market share and encouraging sales growth.
45
Sales objectives
20 questions
Q.
A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed.
1
45 sec
Q.
Concerned with maintaining or enhancing market share and encouraging sales growth.
2
45 sec
Q.
A geographic area that is the responsibility of one salesperson or several working together.
3
45 sec
Q.
Leads, prospects, customers
4
45 sec
Q.
The specific sales or profit objective a salesperson is expected to achieve.
5
45 sec
Q.
The sales step in which a salesperson or company identifies qualified potential customers.
6
45 sec
Q.
To discuss something in an attempt to reach agreement.
7
45 sec
Q.
The relative power of a party with respect to another party or parties that influences abilities to set agendas, influence outcomes, and negotiate terms during bargaining.
8
45 sec
Q.
Occurs prior to meeting the customer for the first time and extends the qualification of leads procedure; in this step, the salesperson conducts additional research and develops plans for meeting with the customer.
9
45 sec
Q.
The sales rep merely introduces himself and identifies the company he represents.
10
45 sec
Q.
An approach that involves doing something unusual to catch the prospect's attention and interest.
11
45 sec
Q.
Resistance to a product/service based on the price of the product being too high for the buyer.
12
45 sec
Q.
An objection that delays the presentation or the sale.
13
45 sec
Q.
A loyalty-related objection by which the prospect states a preference for another company or salesperson, and may specify a dislike for the salesperson's company.
14
45 sec
Q.
Obtaining a commitment from the customer to make a purchase.
15
45 sec
Q.
Entails asking the prospect to consider choices concerning delivery, warranty, or financing terms under the assumption that a sale has been finalized.
16
45 sec
Q.
Gives the prospect a choice between two alternatives.
17
45 sec
Q.
A statement indicating the liability of the manufacturer for product deficiencies.
18
45 sec
Q.
A distinctive attribute or aspect of something.
19
45 sec
Q.
The final step of the selling process, in which the salesperson ensures delivery schedules are met, goods or services perform as promised, and the buyers' employees are properly trained to use the products.
