Question 1

List and discuss the four phases of Negotiation.

Accepted Answer

The four phases of the negotiation are:

Question 2

Which of the following is the correct order of the training usage that a salesperson goes through?

Accepted Answer

A) Stage 1: Conscious stage, Stage 2: Awkward stage, Stage 3: Natural Stage 
B) Stage 1: Natural stage, Stage 2: Awkward stage, Stage 3: Conscious Stage 
C) Stage 1: Natural stage, Stage 2: Conscious stage, Stage 3: Awkward Stage 
D) Stage 1: Awkward stage, Stage 2: Natural stage, Stage 3: Conscious Stage 
E) Stage 1: Awkward stage, Stage 2: Conscious stage, Stage 3: Natural Stage 
A) Stage 1: Conscious stage, Stage 2: Awkward stage, Stage 3: Natural Stage 
B) Stage 1: Natural stage, Stage 2: Awkward stage, Stage 3: Conscious Stage 
C) Stage 1: Natural stage, Stage 2: Conscious stage, Stage 3: Awkward Stage 
D) Stage 1: Awkward stage, Stage 2: Natural stage, Stage 3: Conscious Stage 
E) Stage 1: Awkward stage, Stage 2: Conscious stage, Stage 3: Natural Stage

Question 3

Sergi began his sales presentation by saying, "I'm new at selling safety equipment, so I was wondering if you could tell me what you believe are the attributes of our product that helps you be our number one re-seller." What kind of approach is Sergi using with his customer?

Accepted Answer

A) customer benefit 
B) curiosity 
C) shock 
D) premium 
E) opinion 
A) customer benefit 
B) curiosity 
C) shock 
D) premium 
E) opinion

Question 4

Approach techniques can be grouped into three general categories.What are those three categories?

Accepted Answer

A) participative, standard, and benefit 
B) compliment, referral, and participative 
C) probe, parry, and thrust 
D) statement, demonstration, and question 
E) question, compliment, and benefit 
A) participative, standard, and benefit 
B) compliment, referral, and participative 
C) probe, parry, and thrust 
D) statement, demonstration, and question 
E) question, compliment, and benefit

Question 5

A particular company insists that its salespeople use the same "canned" sales presentation.One of the possible reasons for the company's position could be the fact its sale force is inexperienced.

Accepted Answer

A) True 
 B)False

Question 6

"Hello Mr.Lucas, Mrs.Jones, one of your colleagues in the accounting department suggested I contact you about our new payroll system." Which of the following statements best captures the nature of this interaction between the salesperson and Mr.Lucas?

Accepted Answer

A) colleague approach 
B) introductory approach 
C) referral approach 
D) acquaintance approach 
E) a premium relationship approach 
A) colleague approach 
B) introductory approach 
C) referral approach 
D) acquaintance approach 
E) a premium relationship approach

Question 7

The interactive need-satisfaction presentation is the only method which successfully establishes long-term buyer-seller relationships with mutual win-win outcomes.

Accepted Answer

A) True 
 B)False

Question 8

Identify three different types of opening with statements and provide an example of each?

Accepted Answer

The introductory approach (Hello Ms Jone

List and discuss the four phases of Negotiation.

Which of the following is the correct order of the training usage that a salesperson goes through?

Sergi began his sales presentation by saying, "I'm new at selling safety equipment, so I was wondering if you could tell me what you believe are the attributes of our product that helps you be our number one re-seller." What kind of approach is Sergi using with his customer?

Approach techniques can be grouped into three general categories.What are those three categories?

A particular company insists that its salespeople use the same "canned" sales presentation.One of the possible reasons for the company's position could be the fact its sale force is inexperienced.

"Hello Mr.Lucas, Mrs.Jones, one of your colleagues in the accounting department suggested I contact you about our new payroll system." Which of the following statements best captures the nature of this interaction between the salesperson and Mr.Lucas?

The interactive need-satisfaction presentation is the only method which successfully establishes long-term buyer-seller relationships with mutual win-win outcomes.

Identify three different types of opening with statements and provide an example of each?

The Life, Times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Presentation Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time, Territory, and Self-Management

Retail, Business Services, and Nonprofit Selling

Filters

Exam 8: The Approach Begin Your Presentation Strategically

List and discuss the four phases of Negotiation.

Which of the following is the correct order of the training usage that a salesperson goes through?

Sergi began his sales presentation by saying, "I'm new at selling safety equipment, so I was wondering if you could tell me what you believe are the attributes of our product that helps you be our number one re-seller." What kind of approach is Sergi using with his customer?

Approach techniques can be grouped into three general categories.What are those three categories?

A particular company insists that its salespeople use the same "canned" sales presentation.One of the possible reasons for the company's position could be the fact its sale force is inexperienced.

"Hello Mr.Lucas, Mrs.Jones, one of your colleagues in the accounting department suggested I contact you about our new payroll system." Which of the following statements best captures the nature of this interaction between the salesperson and Mr.Lucas?

The interactive need-satisfaction presentation is the only method which successfully establishes long-term buyer-seller relationships with mutual win-win outcomes.

Identify three different types of opening with statements and provide an example of each?

The Life, Times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Presentation Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time, Territory, and Self-Management

Retail, Business Services, and Nonprofit Selling

Filters