Fos Tutorial Answers
Chapter 8: Planning a Sales Call is a Must
TRUE OR FALSE
1.
2.
3.
4.
5.
6.
FALSE
FALSE
TRUE
FALSE
TRUE
TRUE
MCQs
1.
2.
3.
4.
5.
6.
7.
8.
D
D
E
C
A
B
C
D
ESSAY QUESTIONS
1. Experienced salespeople guide the customer in the direction of a pre-planned outcome with such simple questions as these:a. If we can meet the spec, can you set up a trial?
b. How soon will the VP be available to make a decision?
c. Can you schedule a demonstration before the end of the month?
2.
Many people do not trust sales people. There is a trust gap between seller and buyer. When the salesperson establishes trust by basing all his dealings on truth, the gap is bridged. Only through truth can trust be supported to bridge the gap between people – seller and buyer.
Truth that is without distortion due to personal feelings or prejudices is the centre pole supporting trust. Remove truth and the bridge collapses. There can be no long term relationships between two parties without trust based upon truth. One lie, one misrepresentation, can lead to separation, even divorce between the seller and buyer.
3. Planning a sales call is the key to success. Salespeople say there are numerous reasons for planning a sales call. And the four most frequently mentioned reasons are:1)
2)
3)
4)
Planning aids in building confidence
It develops an atmosphere of goodwill between the buyer and seller
It reflects professionalism
It generally increases sales because the sales person understands the buyers needs
4. The four components of sales call planning or pre-approach are:1) Determining the sales call objective
2) Developing or reviewing the customer profile
3) Developing a customer benefit plan
4) Developing the individual sales presentation based on the sales call objective, customer profile and customer benefit plan.
Chapter 9: Carefully Select Which Sales Presentation Method To Use
MCQ
1.
2.
3.
4.
5.
6.
C
A
B
A
E
C
ESSAY QUESTIONS
1. The memorised presentation is based on either of two assumptions:
TRUE OR FALSE
1.
2.
3.
4.
5.
6.
FALSE
FALSE
TRUE
FALSE
TRUE
TRUE
MCQs
1.
2.
3.
4.
5.
6.
7.
8.
D
D
E
C
A
B
C
D
ESSAY QUESTIONS
1. Experienced salespeople guide the customer in the direction of a pre-planned outcome with such simple questions as these:a. If we can meet the spec, can you set up a trial?
b. How soon will the VP be available to make a decision?
c. Can you schedule a demonstration before the end of the month?
2.
Many people do not trust sales people. There is a trust gap between seller and buyer. When the salesperson establishes trust by basing all his dealings on truth, the gap is bridged. Only through truth can trust be supported to bridge the gap between people – seller and buyer.
Truth that is without distortion due to personal feelings or prejudices is the centre pole supporting trust. Remove truth and the bridge collapses. There can be no long term relationships between two parties without trust based upon truth. One lie, one misrepresentation, can lead to separation, even divorce between the seller and buyer.
3. Planning a sales call is the key to success. Salespeople say there are numerous reasons for planning a sales call. And the four most frequently mentioned reasons are:1)
2)
3)
4)
Planning aids in building confidence
It develops an atmosphere of goodwill between the buyer and seller
It reflects professionalism
It generally increases sales because the sales person understands the buyers needs
4. The four components of sales call planning or pre-approach are:1) Determining the sales call objective
2) Developing or reviewing the customer profile
3) Developing a customer benefit plan
4) Developing the individual sales presentation based on the sales call objective, customer profile and customer benefit plan.
Chapter 9: Carefully Select Which Sales Presentation Method To Use
MCQ
1.
2.
3.
4.
5.
6.
C
A
B
A
E
C
ESSAY QUESTIONS
1. The memorised presentation is based on either of two assumptions: