MKT 4200 Test 2 questions with correct
answers
four dimensions of sales call anxiety - CORRECT ANSWER-✔✔✅1. recognition of the economic value of
prospecting activities
2.
3.
4.
use of humor - CORRECT ANSWER-✔✔✅never say sorry for telling a joke
lead qualification and management - CORRECT ANSWER-✔✔✅firms often engage in pre qualification of
leads for their field sales forces, a lead management system can be used to grade leads and establish a
priority call list, the use of information technology (CRM software) makes lead qualification and
management more efficient and effective, telemarketers are used by some companies to prequalify
leads
Return on Investmen - CORRECT ANSWER-✔✔✅When the sales rep divides the net profits (or savings)
produced for a client by the amount of money the client is investing
Center of influence - CORRECT ANSWER-✔✔✅
Oppurtunity cost - CORRECT ANSWER-✔✔✅the return a buyer might earn from a different use of the
same investment capital
sometimes prospects are reluctant to state or may hide their real objections, what should the sales
person do when faced with such a situation? - CORRECT ANSWER-✔✔✅Ask probing questions and
attempt to "smoke out" real objections
A lead must have what to qualify as a prospect - CORRECT ANSWER-✔✔✅needs for the product or
service, authority to buy, authority to pay, eligibility to buy
, Minimum Call objective - CORRECT ANSWER-✔✔✅Laura's goal for an upcoming sales call is to sell
Murphy's Hardware five 22 inch cut self propelled lawn mower, she's willing to accept an order for
three. if possible shed like to get the owner to order 15 mowers, display them in the store window, and
use a discounted promotional price. the sale of three mowers in lauras
Dissatisfaction - CORRECT ANSWER-✔✔✅The safety engineer for Michelin knows her company faces
substantial fines because of violating government regulations that require fire suppression equipment in
the company's South Carolina manufacturing plant. the engineer has been under a great deal of mental
and emotional stress for several months because she knows the current fire suppression system is
inoperable. her requests to order new equipment haven't been approved for some reason. she's afraid
that she might be among the staff members held legally responsible and financially liable if people are
injured in a fire at the plant. given the scenario that was described, we can be fairly certain that
theSafety Engineer is a focus of BLANK for bill smith. bill sells fire suppression equipment
Going over the screen - CORRECT ANSWER-✔✔✅When secretaries answer the phone, Barrett often
mentions the names of top level executives within a prospect's firm to arrange appointments with the
junior level purchasing agents. He knows that dropping names of important people in such a way will
help him get appointments. This method of dealing with gatekeepers is called:
Closing cues or buying signals are best described as - CORRECT ANSWER-✔✔✅positive verbal or
nonverbal feedback from the customer or prospect
The salesperson was trying to convince a retailer to outsource its telemarketing department. He said,
"My firm is providing outsourced call centers on behalf of Fortune 500 companies in 25 countries in
North America, Europe, and Asia. Operators in out call center speak 30 languages." The sales person is
emphasizing his company's - CORRECT ANSWER-✔✔✅features
SPIN - CORRECT ANSWER-✔✔✅Situation, Problem, Implication, Need Payoff
SPIN is an acronym representing a multiple question technique. Which of the following questions is a "P"
question? - CORRECT ANSWER-✔✔✅What do employees that aren't enrolled think of the cost they
would have to pay to participate in the optional health insurance plans provided by your current
supplier?
answers
four dimensions of sales call anxiety - CORRECT ANSWER-✔✔✅1. recognition of the economic value of
prospecting activities
2.
3.
4.
use of humor - CORRECT ANSWER-✔✔✅never say sorry for telling a joke
lead qualification and management - CORRECT ANSWER-✔✔✅firms often engage in pre qualification of
leads for their field sales forces, a lead management system can be used to grade leads and establish a
priority call list, the use of information technology (CRM software) makes lead qualification and
management more efficient and effective, telemarketers are used by some companies to prequalify
leads
Return on Investmen - CORRECT ANSWER-✔✔✅When the sales rep divides the net profits (or savings)
produced for a client by the amount of money the client is investing
Center of influence - CORRECT ANSWER-✔✔✅
Oppurtunity cost - CORRECT ANSWER-✔✔✅the return a buyer might earn from a different use of the
same investment capital
sometimes prospects are reluctant to state or may hide their real objections, what should the sales
person do when faced with such a situation? - CORRECT ANSWER-✔✔✅Ask probing questions and
attempt to "smoke out" real objections
A lead must have what to qualify as a prospect - CORRECT ANSWER-✔✔✅needs for the product or
service, authority to buy, authority to pay, eligibility to buy
, Minimum Call objective - CORRECT ANSWER-✔✔✅Laura's goal for an upcoming sales call is to sell
Murphy's Hardware five 22 inch cut self propelled lawn mower, she's willing to accept an order for
three. if possible shed like to get the owner to order 15 mowers, display them in the store window, and
use a discounted promotional price. the sale of three mowers in lauras
Dissatisfaction - CORRECT ANSWER-✔✔✅The safety engineer for Michelin knows her company faces
substantial fines because of violating government regulations that require fire suppression equipment in
the company's South Carolina manufacturing plant. the engineer has been under a great deal of mental
and emotional stress for several months because she knows the current fire suppression system is
inoperable. her requests to order new equipment haven't been approved for some reason. she's afraid
that she might be among the staff members held legally responsible and financially liable if people are
injured in a fire at the plant. given the scenario that was described, we can be fairly certain that
theSafety Engineer is a focus of BLANK for bill smith. bill sells fire suppression equipment
Going over the screen - CORRECT ANSWER-✔✔✅When secretaries answer the phone, Barrett often
mentions the names of top level executives within a prospect's firm to arrange appointments with the
junior level purchasing agents. He knows that dropping names of important people in such a way will
help him get appointments. This method of dealing with gatekeepers is called:
Closing cues or buying signals are best described as - CORRECT ANSWER-✔✔✅positive verbal or
nonverbal feedback from the customer or prospect
The salesperson was trying to convince a retailer to outsource its telemarketing department. He said,
"My firm is providing outsourced call centers on behalf of Fortune 500 companies in 25 countries in
North America, Europe, and Asia. Operators in out call center speak 30 languages." The sales person is
emphasizing his company's - CORRECT ANSWER-✔✔✅features
SPIN - CORRECT ANSWER-✔✔✅Situation, Problem, Implication, Need Payoff
SPIN is an acronym representing a multiple question technique. Which of the following questions is a "P"
question? - CORRECT ANSWER-✔✔✅What do employees that aren't enrolled think of the cost they
would have to pay to participate in the optional health insurance plans provided by your current
supplier?
