The Sales Planning Process Chapter Exam

Exam Instructions:

Choose your answers to the questions and click 'Next' to see the next set of questions. You can skip questions if you would like and come back to them later with the yellow "Go To First Skipped Question" button. When you have completed the practice exam, a green submit button will appear. Click it to see your results. Good luck!

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Question 1 1. What is the analytical personality type motivated by?

Question 2 2. Sales professionals often have a _____ personality.

Question 3 3. Whose product should always be highlighted as the best solution to the problem presented in a sales pitch?

Question 4 4. What is the one crucial component that's required for a sales pitch to yield good results?

Question 5 5. A.........describes customers that a business should focus on.

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Question 6 6. Behaviors refer here to the

Question 7 7. How does a salesperson usually determine whether a lead is a qualified prospect?

Question 8 8. Which of the following is NOT a lead qualification criteria?

Question 9 9. Which is NOT a benefit for loyal customers?

Question 10 10. If you are prioritizing customers by job title, which job title would you handle first?

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Question 11 11. Reverse scheduling involves doing assignments _____.

Question 12 12. Notebooks and to-do lists can be used in scheduling for _____.

Question 13 13. What does prospecting mean when it comes to sales strategy?

Question 14 14. What is a sales strategy?

Question 15 15. Mickey is going on his first sales call. He is so excited, he goes empty handed to the the sales call. He knows everything by heart, so he feels that his enthusiasm is enough to close the deal. He arrives at his sales call and immediately proceeds with his presentation. He loses track of time while he is talking about the value-added points of his product. At the end of his presentation, his clients are so eager to see him go that they quickly tell him thank you for coming and they'll call him later. Mickey didn't get the deal. It looks like he messed up during the sales call. What did he do right, though?

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Question 16 16. Jenny is in the middle of a sales call. She is going through her presentation and she notices that one of the key decision makers there flinches a bit when she mentions the current sales of the company. What should she do?

Question 17 17. If you are trying to determine what type of customers may be interested in purchasing products from you, which type of sales strategy would you need to use?

Question 18 18. According to the lesson, why do organizations need answers to so many questions on a job application?

Question 19 19. If you use a PowerPoint presentation, don't just _____ the slides.

Question 20 20. What type of questions help you determine a client's needs?

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Question 21 21. What is a sales strategy?

Question 22 22. What happens when you create strategies to meet the goal?

Question 23 23. Which is NOT true about time management skills for salespeople?

Question 24 24. When there are upcoming deadlines, how should a salesperson remember when they are?

Question 25 25. _____ is defined as having a friendly or pleasant manner.

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Question 26 26. Which of these characteristics of a great sales pitch should be offered first?

Question 27 27. The sales plan helps sales professionals

Question 28 28. Which of the following is NOT a step in the qualification process?

Question 29 29. When prioritizing current clients, _____ should be given priority.

Question 30 30. A to-do list is important in scheduling because _____.

The Sales Planning Process Chapter Exam Instructions

Choose your answers to the questions and click 'Next' to see the next set of questions. You can skip questions if you would like and come back to them later with the yellow "Go To First Skipped Question" button. When you have completed the practice exam, a green submit button will appear. Click it to see your results. Good luck!

Marketing 306: Principles of Selling  /  Business Courses
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