Question 1

________,not to be confused with telemarketing,includes many of the same elements as traditional sales.

Accepted Answer

Telesales

Question 2

An approach that involves using the goodwill of a third party to make contact with the prospect is the:

Accepted Answer

A) referral approach 
B) question approach 
C) product demonstration approach 
D) survey approach 
E) premium approach 
A) referral approach 
B) question approach 
C) product demonstration approach 
D) survey approach 
E) premium approach A

Question 3

Emmanuelle Djubo is a sales representative for a firm that makes textiles using a traditional dyeing process. The firm exports its products to companies in the fashion and home decorating industries internationally. Emmanuelle is at a trade show and runs into Suzanne, one of the buyers for the largest home decor retailer in Australia.
-At the trade show,Emmanuelle gives Suzanne her elevator pitch,which:

Accepted Answer

A) establishes a deep rapport between Emmanuelle and Suzanne 
B) explains the product's features,benefits,and quality guarantees 
C) provides Suzanne with enough information to pique Suzanne's interest 
D) presents the benefits to Suzanne of purchasing the product for home décor retailers 
E) suggests that Suzanne will receive a discount if she purchases textiles from Emmanuelle 
A) establishes a deep rapport between Emmanuelle and Suzanne 
B) explains the product's features,benefits,and quality guarantees 
C) provides Suzanne with enough information to pique Suzanne's interest 
D) presents the benefits to Suzanne of purchasing the product for home décor retailers 
E) suggests that Suzanne will receive a discount if she purchases textiles from Emmanuelle C

Question 4

Adaptive selling is based on the relationship,product,and ________ strategies.

Accepted Answer

The answer of Adaptive selling is based on the relationship,product,and...

Question 5

Before the salesperson plans the presentation,he or she needs to plan the:

Accepted Answer

A) implementation 
B) solution 
C) delivery 
D) close 
E) preapproach 
A) implementation 
B) solution 
C) delivery 
D) close 
E) preapproach

Question 6

Web-Star makes Web conferencing software with features that integrate directly into users' back-end systems such as inventory, order processing, shipping, tracking, CRM, and tech support. Using this software, companies can hold internal meetings as well as give sales presentations that allow them to check inventory in real-time and place customer orders during the presentation. Quite often, Web-Star salespeople make sales presentations to prospects using the Web-Star product to show off its capabilities.
-In the morning,the Web-Star salesperson will give a sales presentation to a current client,and in the afternoon,the salesperson will give a sales presentation to a new prospect. How is pre-call planning different for the two presentations?

Accepted Answer

A) It is more important for new clients,as current clients have the same needs they did when they originally purchased the product,but new clients' needs are unknown. 
B) It is more important for new clients,as the salesperson must have a more polished,smoother manner with new clients to earn their trust. 
C) It is useful to do pre-call planning with both old and new clients if you have the time,but a good salesperson can conduct an effective sales call without prior preparation. 
D) It is equally important for both types of clients,as current clients' needs may have changed since the original purchase. 
E) It is more important for current clients,as the stakes are higher that they will reject a proposal once they have used the product. 
A) It is more important for new clients,as current clients have the same needs they did when they originally purchased the product,but new clients' needs are unknown. 
B) It is more important for new clients,as the salesperson must have a more polished,smoother manner with new clients to earn their trust. 
C) It is useful to do pre-call planning with both old and new clients if you have the time,but a good salesperson can conduct an effective sales call without prior preparation. 
D) It is equally important for both types of clients,as current clients' needs may have changed since the original purchase. 
E) It is more important for current clients,as the stakes are higher that they will reject a proposal once they have used the product.

Question 7

Which of the following is the LEAST likely cause of sales call reluctance?

Accepted Answer

A) fear of rejection 
B) fear of group presentations 
C) fear of taking risks 
D) lack of self-confidence 
E) fear of networking 
A) fear of rejection 
B) fear of group presentations 
C) fear of taking risks 
D) lack of self-confidence 
E) fear of networking

Question 8

CRM software can help salespeople plan better sales calls.

Accepted Answer

A) True 
 B)False

Question 9

It is vital to treat secretaries,assistants,and receptionists with respect because:

Accepted Answer

A) they are a key part of the buying center 
B) they usually have decision-making powers 
C) they often control your access to the decision makers 
D) they have final sign-off on all purchases 
E) they will be the end-users of your product 
A) they are a key part of the buying center 
B) they usually have decision-making powers 
C) they often control your access to the decision makers 
D) they have final sign-off on all purchases 
E) they will be the end-users of your product

Question 10

Which step in the presentation plan involves showing the product to the customer?

Accepted Answer

A) approach 
B) needs identification 
C) presentation 
D) negotiation 
E) close 
A) approach 
B) needs identification 
C) presentation 
D) negotiation 
E) close

Question 11

Using a combination of approaches tends to confuse prospects and rarely results in identifying customer needs.

Accepted Answer

A) True 
 B)False

Question 12

Emmanuelle Djubo is a sales representative for a firm that makes textiles using a traditional dyeing process. The firm exports its products to companies in the fashion and home decorating industries internationally. Emmanuelle is at a trade show and runs into Suzanne, one of the buyers for the largest home decor retailer in Australia.
-Emmanuelle is able to use an adaptive selling method with the Australian buyers because she has made an effort to understand their needs,she pays attention to the details of the contact she makes with the buyers,and:

Accepted Answer

A) she is an expert in the products she is selling 
B) she speaks to them with an Australian accent 
C) she establishes rapport by mentioning her visits to Sidney and Canberra 
D) she focuses on benefits,not just features of her products 
E) she makes sure to present to them in person only so she can control all aspects of her presentation 
A) she is an expert in the products she is selling 
B) she speaks to them with an Australian accent 
C) she establishes rapport by mentioning her visits to Sidney and Canberra 
D) she focuses on benefits,not just features of her products 
E) she makes sure to present to them in person only so she can control all aspects of her presentation

Question 13

Web-Star makes Web conferencing software with features that integrate directly into users' back-end systems such as inventory, order processing, shipping, tracking, CRM, and tech support. Using this software, companies can hold internal meetings as well as give sales presentations that allow them to check inventory in real-time and place customer orders during the presentation. Quite often, Web-Star salespeople make sales presentations to prospects using the Web-Star product to show off its capabilities.
-A Web-Star salesperson is preparing a sales presentation for a British firm that is interested in purchasing Web conferencing software. What is the best advice for the salesperson?

Accepted Answer

A) Use aggressive sales techniques because British business people appreciate aggressiveness. 
B) Remind the prospect of the disadvantages of competing Web conferencing products. 
C) Immediately use first names with the prospect because British business people are informal. 
D) Focus on objective facts about the Web conferencing product during the sales presentation. 
E) Call the prospect frequently after the sales presentation to determine if a decision has been made. 
A) Use aggressive sales techniques because British business people appreciate aggressiveness. 
B) Remind the prospect of the disadvantages of competing Web conferencing products. 
C) Immediately use first names with the prospect because British business people are informal. 
D) Focus on objective facts about the Web conferencing product during the sales presentation. 
E) Call the prospect frequently after the sales presentation to determine if a decision has been made.

Question 14

The survey approach is generally a nonthreatening way to open a sales call.

Accepted Answer

A) True 
 B)False

Question 15

Which step in the presentation plan involves reviewing goals and making initial contact?

Accepted Answer

A) approach 
B) needs identification 
C) presentation 
D) negotiation 
E) close 
A) approach 
B) needs identification 
C) presentation 
D) negotiation 
E) close

Question 16

Which of the following statements is most likely true?

Accepted Answer

A) Following a tight script will help facilitate a sale in consultative selling. 
B) Team selling is effective when firms sell complex or customized products. 
C) Salespeople should concentrate on a single objective for each sales call. 
D) The salesperson should only meet with the decision maker. 
E) A receptionist is most likely to be the true decision maker. 
A) Following a tight script will help facilitate a sale in consultative selling. 
B) Team selling is effective when firms sell complex or customized products. 
C) Salespeople should concentrate on a single objective for each sales call. 
D) The salesperson should only meet with the decision maker. 
E) A receptionist is most likely to be the true decision maker.

Question 17

The referral approach is most likely to be effective because customers:

Accepted Answer

A) appreciate prepared salespeople 
B) expect to ask and answer many questions 
C) tend to focus on benefits instead of features 
D) usually trust a salesperson who presents statistical data 
E) are impressed by product benefits presented by satisfied customers 
A) appreciate prepared salespeople 
B) expect to ask and answer many questions 
C) tend to focus on benefits instead of features 
D) usually trust a salesperson who presents statistical data 
E) are impressed by product benefits presented by satisfied customers

Question 18

Web-Star makes Web conferencing software with features that integrate directly into users' back-end systems such as inventory, order processing, shipping, tracking, CRM, and tech support. Using this software, companies can hold internal meetings as well as give sales presentations that allow them to check inventory in real-time and place customer orders during the presentation. Quite often, Web-Star salespeople make sales presentations to prospects using the Web-Star product to show off its capabilities.
-Which question is most relevant to a Web-Star salesperson who is trying to tailor a presentation to a prospect's specific needs for Web conferencing software?

Accepted Answer

A) What is the prospect's budget for the purchase? 
B) How familiar is the prospect with Web conferencing software in general? 
C) What level of technical expertise does the prospect have with computer software? 
D) Has the prospect been using paid or free Web conferencing software for meetings? 
E) How will the prospect be using Web conferencing software with its clients and employees? 
A) What is the prospect's budget for the purchase? 
B) How familiar is the prospect with Web conferencing software in general? 
C) What level of technical expertise does the prospect have with computer software? 
D) Has the prospect been using paid or free Web conferencing software for meetings? 
E) How will the prospect be using Web conferencing software with its clients and employees?

Question 19

In British business settings,a hard sell is the best approach.

Accepted Answer

A) True 
 B)False

Question 20

Emmanuelle Djubo is a sales representative for a firm that makes textiles using a traditional dyeing process. The firm exports its products to companies in the fashion and home decorating industries internationally. Emmanuelle is at a trade show and runs into Suzanne, one of the buyers for the largest home decor retailer in Australia.
-During the sales presentation to the Australian firm,Emmanuelle should most likely:

Accepted Answer

A) make adaptations based on the needs of the prospect 
B) highlight features that show her firm's superiority 
C) set a price high enough to leave room for negotiation 
D) raise strong reasons for not purchasing from competitors 
E) create a marketing campaign that will appeal to mass audiences 
A) make adaptations based on the needs of the prospect 
B) highlight features that show her firm's superiority 
C) set a price high enough to leave room for negotiation 
D) raise strong reasons for not purchasing from competitors 
E) create a marketing campaign that will appeal to mass audiences

________,not to be confused with telemarketing,includes many of the same elements as traditional sales.

An approach that involves using the goodwill of a third party to make contact with the prospect is the:

Adaptive selling is based on the relationship,product,and ________ strategies.

Before the salesperson plans the presentation,he or she needs to plan the:

Which of the following is the LEAST likely cause of sales call reluctance?

CRM software can help salespeople plan better sales calls.

It is vital to treat secretaries,assistants,and receptionists with respect because:

Which step in the presentation plan involves showing the product to the customer?

Using a combination of approaches tends to confuse prospects and rarely results in identifying customer needs.

The survey approach is generally a nonthreatening way to open a sales call.

Which step in the presentation plan involves reviewing goals and making initial contact?

Which of the following statements is most likely true?

The referral approach is most likely to be effective because customers:

In British business settings,a hard sell is the best approach.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 10: Approaching the Customer with Adaptive Selling

________,not to be confused with telemarketing,includes many of the same elements as traditional sales.

An approach that involves using the goodwill of a third party to make contact with the prospect is the:

Adaptive selling is based on the relationship,product,and ________ strategies.

Before the salesperson plans the presentation,he or she needs to plan the:

Which of the following is the LEAST likely cause of sales call reluctance?

CRM software can help salespeople plan better sales calls.

It is vital to treat secretaries,assistants,and receptionists with respect because:

Which step in the presentation plan involves showing the product to the customer?

Using a combination of approaches tends to confuse prospects and rarely results in identifying customer needs.

The survey approach is generally a nonthreatening way to open a sales call.

Which step in the presentation plan involves reviewing goals and making initial contact?

Which of the following statements is most likely true?

The referral approach is most likely to be effective because customers:

In British business settings,a hard sell is the best approach.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters