Chapter 07 Planning the Sales Call Is a Must!

Chapter 07 Planning the Sales Call Is a Must!

 

Complete Chapter Questions With Answers

 

Sample Questions Are Posted Below 

 

 

 

Chapter 07 Planning the Sales Call Is a Must!

True / False Questions

1. (p. 231)Purpose is a list of plans, goals, or objectives that differ from one sales call to another.
   Answer: False

Learning Objective: 07-01

Topic: The Golden Rule: Planning

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: Purpose is not a list of plans, goals, or objectives that differ from one sales call to another. Purpose is a constant truth that guides your business life and directs how you approach each sales call.

 

2. Successful people have a tendency to make, implement, and evaluate plans.
   Answer: True

Learning Objective: 07-01

Topic: The Golden Rule: Planning

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: The difference between successful people and less successful people is that successful people plan, implement their plans, and evaluate the day’s sales results in order to know what to do tomorrow. Less successful people think about planning but seldom do it.

 

3. A plan is defined as the act of setting a goal and accomplishing it.
   Answer: False

Learning Objective: 07-01

Topic: The Golden Rule: Planning

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: A plan is a method of achieving an end. A plan involves what you want to accomplish and how you will do it.

 

4. According to the text, a salesperson’s purpose, plan, and goal do not center on helping but on selling.
   Answer: False

Learning Objective: 07-01

Topic: The Golden Rule: Planning

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: The author asserts that a salesperson’s purpose, plan, and goal should center on helping customers rather than on selling products.

 

5. The lack of trust towards salespeople is caused by the self-centered nature of some salespeople.
   Answer: True

Learning Objective: 07-01

Topic: The Golden Rule: Planning

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: Many people do not trust salespeople. Often salespeople are self-centered, only wanting to make a sale for their own benefit.

 

6. Empathy and kindness are the primary bridges between buyer and seller.
   Answer: False

Learning Objective: 07-01

Topic: The Golden Rule: Planning

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: Truth and trust build a bridge between a buyer and a seller. Long-term buyer-seller relationships rely on truth and trust.

 

7. Careful planning of every aspect of the sales call helps the salesperson be organized and prepared to interact with the customer.
   Answer: True

Learning Objective: 07-01

Topic: The Golden Rule: Planning

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: Careful planning of the sales call improves the salesperson’s organization and ability to communicate with the customer. Planning is part of ethical service which leads to building relationships with the customer.