Question 1

The transition from the preapproach to the approach is sometimes blocked by sales call reluctance.

Accepted Answer

A) True 
 B)False

Question 2

The objectives for the sales presentation are developed after completion of the presentation plan.

Accepted Answer

A) True 
 B)False

Question 3

Preparing presale objectives,developing a presale presentation plan,and providing outstanding customer service are the three parts of:

Accepted Answer

A) the customer alliance 
B) the presale approach 
C) the presentation plan 
D) the presentation strategy 
E) the follow up 
A) the customer alliance 
B) the presale approach 
C) the presentation plan 
D) the presentation strategy 
E) the follow up

Question 4

An approach that involves giving the customer free samples of the product 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

Question 5

Preparation for the actual sales presentation is a two-part process. Part one is referred to as the ________,and part two is called the ________.

Accepted Answer

preapproac

Question 6

Multi-call sales presentations are common in many areas,but not in the retail field.

Accepted Answer

A) True 
 B)False

Question 7

An approach that gets the prospect thinking about a problem the salesperson can solve 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

Question 8

The relationship strategy can make up for a bad first impression between salesperson and customer.

Accepted Answer

A) True 
 B)False

Question 9

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 enjoys the process of helping buyers discover reasons to purchase that they initially think are obstacles to purchasing her association's textiles. Another name for this process is:

Accepted Answer

A) discovery 
B) marketing 
C) negotiation 
D) closing 
E) persuasion 
A) discovery 
B) marketing 
C) negotiation 
D) closing 
E) persuasion

Question 10

The step in the presentation plan involving anticipating buyer concerns and using the win-win method is the:

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

In most situations,the involvement of technical experts on a sales team lengthens the selling cycle.

Accepted Answer

A) True 
 B)False

Question 12

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.
-Sarah has already made a brief call on the prospect. Which of the following objectives has she most likely achieved?

Accepted Answer

A) developed trust and presented solutions 
B) established rapport and asked basic needs discovery questions 
C) asked basic needs discovery questions and negotiated pricing 
D) negotiated pricing and closed the sale 
E) closed the sale and agreed on shipping terms 
A) developed trust and presented solutions 
B) established rapport and asked basic needs discovery questions 
C) asked basic needs discovery questions and negotiated pricing 
D) negotiated pricing and closed the sale 
E) closed the sale and agreed on shipping terms

Question 13

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 has made an initial approach to the largest home goods retailer in Australia and has gained some basic information about the retailer's buying process. She has also made contact and established rapport with key buyers for the retailer. What is Emmanuelle's next step in the presentation plan to the retailer?

Accepted Answer

A) making an initial introduction so the buyers know who she is 
B) talking to the buyers to determine their needs 
C) asking for the sale 
D) making a formal sales presentation,including presenting benefits 
E) negotiating the price the retailer will pay 
A) making an initial introduction so the buyers know who she is 
B) talking to the buyers to determine their needs 
C) asking for the sale 
D) making a formal sales presentation,including presenting benefits 
E) negotiating the price the retailer will pay

Question 14

List and explain the steps in the six-step presentation plan.

Accepted Answer

1.Prepare an effective approach in order

Question 15

List and describe the strategies that form the basis of successful adaptive selling.

Accepted Answer

1.Customer strategy.Understanding who th

Question 16

Which of the following prescriptions is part of the presentation strategy?

Accepted Answer

A) Build a strong prospect base by analyzing qualified customers. 
B) Prepare a presale presentation plan needed to meet objectives. 
C) Assume a role of mentor and associate. 
D) Project a positive sales image. 
E) Focus on relationships. 
A) Build a strong prospect base by analyzing qualified customers. 
B) Prepare a presale presentation plan needed to meet objectives. 
C) Assume a role of mentor and associate. 
D) Project a positive sales image. 
E) Focus on relationships.

Question 17

Adaptive selling builds on the customer strategy,the relationship strategy,and the product strategy.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is recommended when making telephone contact with a prospect?

Accepted Answer

A) Avoid giving the receptionist or secretary too much information. 
B) Confirm the telephone appointment with a pre-appointment call. 
C) Avoid telling the person how much time the appointment may take. 
D) State the purpose of your call and explain how the prospect can benefit from a meeting. 
E) Avoid developing a written presentation,which may sound too structured for a telephone call. 
A) Avoid giving the receptionist or secretary too much information. 
B) Confirm the telephone appointment with a pre-appointment call. 
C) Avoid telling the person how much time the appointment may take. 
D) State the purpose of your call and explain how the prospect can benefit from a meeting. 
E) Avoid developing a written presentation,which may sound too structured for a telephone call.

Question 19

Approach,needs identification,presentation,negotiation,close,and servicing the sale are steps in the six-step ________.

Accepted Answer

The answer of Approach,needs identification,presentation,negotiation,close,and servicing the sale are steps...

Question 20

Which is the first step in creating a presentation objective?

Accepted Answer

A) Obtain personal and business information to establish the customer's file. 
B) Exchange personal information with the customer to break the ice. 
C) Learn about the competition's most popular products. 
D) Focus on networking in social situations. 
E) Acquire information needed for a routing plan. 
A) Obtain personal and business information to establish the customer's file. 
B) Exchange personal information with the customer to break the ice. 
C) Learn about the competition's most popular products. 
D) Focus on networking in social situations. 
E) Acquire information needed for a routing plan.

The transition from the preapproach to the approach is sometimes blocked by sales call reluctance.

The objectives for the sales presentation are developed after completion of the presentation plan.

Preparing presale objectives,developing a presale presentation plan,and providing outstanding customer service are the three parts of:

An approach that involves giving the customer free samples of the product is the:

Preparation for the actual sales presentation is a two-part process. Part one is referred to as the ,and part two is called the .

Multi-call sales presentations are common in many areas,but not in the retail field.

An approach that gets the prospect thinking about a problem the salesperson can solve is the:

The relationship strategy can make up for a bad first impression between salesperson and customer.

The step in the presentation plan involving anticipating buyer concerns and using the win-win method is the:

In most situations,the involvement of technical experts on a sales team lengthens the selling cycle.

List and explain the steps in the six-step presentation plan.

List and describe the strategies that form the basis of successful adaptive selling.

Which of the following prescriptions is part of the presentation strategy?

Adaptive selling builds on the customer strategy,the relationship strategy,and the product strategy.

Which of the following is recommended when making telephone contact with a prospect?

Approach,needs identification,presentation,negotiation,close,and servicing the sale are steps in the six-step ________.

Which is the first step in creating a presentation objective?

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

The transition from the preapproach to the approach is sometimes blocked by sales call reluctance.

The objectives for the sales presentation are developed after completion of the presentation plan.

Preparing presale objectives,developing a presale presentation plan,and providing outstanding customer service are the three parts of:

An approach that involves giving the customer free samples of the product is the:

Preparation for the actual sales presentation is a two-part process. Part one is referred to as the ________,and part two is called the ________.

Multi-call sales presentations are common in many areas,but not in the retail field.

An approach that gets the prospect thinking about a problem the salesperson can solve is the:

The relationship strategy can make up for a bad first impression between salesperson and customer.

The step in the presentation plan involving anticipating buyer concerns and using the win-win method is the:

In most situations,the involvement of technical experts on a sales team lengthens the selling cycle.

List and explain the steps in the six-step presentation plan.

List and describe the strategies that form the basis of successful adaptive selling.

Which of the following prescriptions is part of the presentation strategy?

Adaptive selling builds on the customer strategy,the relationship strategy,and the product strategy.

Which of the following is recommended when making telephone contact with a prospect?

Approach,needs identification,presentation,negotiation,close,and servicing the sale are steps in the six-step ________.

Which is the first step in creating a presentation objective?

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

Preparation for the actual sales presentation is a two-part process. Part one is referred to as the ,and part two is called the .