Management of a Sales Force 12th Edition Rosan Spiro – Test Bank

Management of a Sales Force 12th Edition Rosan Spiro – Test Bank

Chapter 3

Student: ___________________________________________________________________________

1. Analysis of sales leads is the sole responsibility of the Marketing Department.
True    False

2. Telemarketing is an effective tool to help salespeople identify and qualify customers.
True    False

3. Networking by the salesperson accounts for nearly two-thirds of sales leads.
True    False

4. Pre-call planning includes all the information gathering activities which salespeople perform to learn relevant facts about the prospects and their needs and situation.
True    False

5. Company files are a good source of information on current customers, but are not reliable for past customers.
True    False

6. The most important part of planning the sales presentation is structuring it to ensure a sales result.
True    False

7. The sales approach is the step in the sales process immediately before qualifying leads.
True    False

8. Once set in motion, a sales plan should not be changed.
True    False

9. To increase the chance that the salesperson will have the full attention of the buyer during the meeting, an appointment is recommended.
True    False

10. The approach is the make-or-break part of the presentation – if it goes poorly, the salesperson does not get a chance to give a presentation.
True    False