The acronym SMART helps the salesperson to:
A) limit the number of trial closes used.
B) rehearse his or her sales presentation.
C) create the most effective sale call objectives for every sales call.
D) create a customer profile.
E) move the customer or prospect from the attention stage to the conviction stage.
Answer: C
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Art of Selling
- When they do, their customers are:
- They are always on the lookout for customers. Everyone they meet may be a prospect or that person may provide a name that could lead to a sale. The term given to making and using contacts is:
- It is an appropriate time to ask your customers for a referral during:
- ____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction
- The main sources for a prospect pool are:
- Evan recently installed computers at Harding Industries. He recommended the office manager call his friend Nissa over at Computer Services to hire instructions to teach Harding's employees how to use the computers. This is an example of:
- Within a salesperson's prospects pool, which group is the most important prospects for future sales?
- If you learn about the sales process in the same order that a salesperson goes through the process, the first thing you will study is:
- C.K is realtor in Lincoln. On Sunday afternoons, he often drives around Lincoln looking for homes for sale by owners. Monday morning he calls those homeowners who are trying to sell their homes and offers his services. C.K is using the ______ method of prospecting.
- To implement the Golden Rule of Personal Selling, Divya should:
- Which of the following is NOT a guideline a salesperson should use when incorporating a demonstration into his or her sales presentation?
- The sales representative for Boston Warehouse, a company that manufactures candles and candle holders, responded to the retailer's reluctance by saying, "If you can't sell three cases of our beeswax candles during the next month, you can send it back, and I will give you a free case of any of our candle products that you want." This is an example of _____ which is one of the elements of the sales presentation mix.
- "Our cookbooks give easy-to-follow, step-by-step directions. Owning this set of books is like having your very own Chef Emeril." The salesperson who used this figure of speech in her sales presentation was using a(n):
- "Our new vacuum cleaning system is more powerful than a stage three hurricane." The salesperson was using a(n) _____ in her presentation.
- Even though the kitchen remodeling salesperson knew why the homeowner was ordering the granite counter tops instead of the Formica ones, he still asked, "Are you sure you want the top-of-the-line counter in your kitchen?" The salesperson was using:
- The travel agent said, "Shouldn't your family visit Disneyworld soon? I understand that the prices are going up when the weather improves." What method of selling was the travel agent using?
- After being told summarily that they had no need for the salesperson's products, the pharmacist was asked by the vitamin salesperson, "Wouldn't you agree that you continually need to find new ways to increase your company's sales?" This would be an example of a _____ question.
- "Are you saying that price is the most important thing you are interested in?" is an example of a _____ question.
- Which statement is true about the "Direct Question" approach?
- Tatiana sells microwave ovens. She asked a prospective customer, "If I could show you how can you use microwave containers that have metal in them, would you be interested?" She was using a(n) _____ question within the SPIN approach.
- Which of the following would be a good example of a situation question that might be used in a SPIN approach to sell a microwave oven to a customer?
- As the Coca cola salesperson walked into the prospect's office, she said, "Do you know why Coca Cola is the number one soft drink in Japan?" What kind of approach was the Coke salesperson using?
- A glue salesperson walked into her prospect's office. As she neared the customer, she reached out and shook the hand of the prospect. The prospect found himself unable to release the handshake. Whereupon the salesperson took a bottle of thinner out of her pocket and touched it to their hands. Immediately the hands were free. The customer noted that his hand was free of injury, residue and smelled like vanilla. What kind of approach was the glue salesperson using?
- "Mrs. Li, this stain-removal kit is yours if you will let me have a few minutes of your time to demonstrate this vacuum cleaning system." What technique was the salesperson using in his sales presentation?
- Which of the following is true of the introductory approach?
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