Planning The Sales Call Is A Must

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Question 1
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Purpose is a list of plans,goals,or objectives that differ from one sales call to another.

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Question 2
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A plan is a method of achieving an end.

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Question 3
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A salesperson can have a successful sales call without making a sale.

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Question 4
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According to the text,empathy and kindness are the primary bridges between buyer and seller.

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Question 5
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Successful people have a tendency to make,implement,and evaluate plans.

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Question 6
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Planning is synonymous with the approach stage of the sales process.

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Question 7
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The purpose of the strategic customer relationship between a salesperson and a customer is the joint pursuit of mutual goals.

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Question 8
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Mutual goals of customers and sales organizations include increasing sales and profits.

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Question 9
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The ability of a salesperson to provide a "standard" solution for all customers is critical today.

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Question 10
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According to surveys,there has been a shift in recent years from collaborative relationships between sellers and buyers to more adversarial arrangements.

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Question 11
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Nervousness is a normal component of giving sales presentations,and there is nothing that can be done to reduce it.

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Question 12
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The better a salesperson is at creatively marshaling all available resources to address a customer's strategic needs,the stronger the customer relationship becomes.

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Question 13
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Planning can greatly reduce a salesperson's nervousness before a sales presentation.

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Question 14
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Planning a sales call reflects professionalism and generally increases sales.

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Question 15
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When planning a sales call,the customer profile should be developed first and then based on the customer profile,the sales call objectives should be determined.

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Question 16
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An effective salesperson should always prepare the sales presentation before developing the customer profile and benefits.

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Question 17
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The best possible sales call objective is to get an order because it reflects the salesperson's self-confidence and a specific goal.

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Question 18
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A SMART sales call objective is specific,measurable,actionable,reliable,and temporary.

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Question 19
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The customer profile of a firm should tell a salesperson which competitors successfully do business with the firm.

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Question 20
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The sales call objective should be directly beneficial to the customer.

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