Why is it important to close a sale?
It ensures that the client makes a purchaseIt improves the image of the propertyIt increases word-of-mouth advertisingIt provides opportunities for networking
What is the process of overcoming client objections by quoting satisfied customers?
What practice ensures that a sales manager’s day is planned effectively?
Honouring client confidentialityMaintaining a positive attitudeSetting personal sales goalsPlanning calls and activities geographically
‘Set-up time’ is defined as the amount of time needed to do what?
Deliver equipment to a sitePrepare a facility for an eventArrange for a teleconferenceSchedule appropriate staff
What is one important follow-up activity common to both conducting a familiarization trip and a site visit?
Attempt to close the sale.Complete function sheet.Draft a contract.Thank participants.
During a presentation, a client appears unhappy with the sales manager’s proposal. The client is sitting behind her desk with her arms crossed and is avoiding eye contact. What type of communication is taking place?
What is a method for overcoming objections?
Asking a series of questions to lead the client to answer his/her own objectionRequesting that previous clients to provide input on purchasesSupply client with promotional materialReferring the client to a manager or supervisor
What is a common client objection for not meeting with a sales manager?
“We’re satisfied with the product we are currently using.”“I don’t have time to meet. Our company is moving to another building.”“I don’t need any new sales material or information.”“Your contract does not meet our company standards.”
A sales manager is promoting tourism to a client. Which of the following statements would be appropriate for her to say?
“The Ottawa museums offer a great cultural experience”“Ottawa is as exciting a city as Toronto”“In general, Ottawa is a lovely city”“Our hotel is the best in Ottawa”
At a formal meeting, what procedure takes place immediately after the meeting has been called to order?
Agenda is approvedMotion is made to present agenda itemsPrevious business is discussedMotion is made to proceed with new business
What is the purpose of qualifying clients?
To determine the kind of contract they want.To sell more effectively.To judge whether they are co-operative.To establish their credit rating.
A large conference is taking place at a local establishment. After the annual general meeting, they plan to split up into smaller groups for work sessions. What are the rooms called that will accommodate these small group sessions?
Plenary session roomsUnion roomsBreak-out roomsClassrooms
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