QCM : Mastering Sales Call Planning — 9 questions

Explication

The main purpose of planning a sales call is to understand the customer's needs and build trust, which leads to more effective and ethical selling. Proper planning helps tailor solutions and establish long-term relationships.

Explication

Planning sales calls helps improve their effectiveness and builds trust with customers, which are essential for long-term success and relationship building.

Explication

Ambiguous is not part of the SMART criteria. SMART stands for Specific, Measurable, Achievable, Realistic, and Time-bound, which help in setting clear and effective goals.

Explication

Market analysis is not listed as a step in the sales process; the process includes pre-approach, approach, presentation, closing, and follow-up.

Explication

The step immediately following the presentation is the trial close, where the salesperson gauges the customer's interest and readiness to proceed, before handling objections or closing.

Explication

FABs stand for Features, Advantages, Benefits, which are used to tailor value propositions to customer needs.

Explication

Expertise involves showcasing your knowledge and skills, building confidence through demonstrated competence.

Explication

After interest, the next step is to build desire, moving the customer closer to the decision.

Explication

Customer signals indicate engagement levels and help salespeople adapt their strategies in real-time to better meet customer needs or address resistance.