Question 1

A well-rehearsed approach should be avoided because it will sound too impersonal.

Accepted Answer

A) True 
 B)False

Question 2

Practicing an approach before making initial contact is most likely beneficial because:

Accepted Answer

A) optimism is crucial to successful selling efforts 
B) rehearsal reduces the chances of making a mistake 
C) practicing ensures that transactional sales are profitable 
D) anxiety is normal for both new and experienced salespeople 
E) developing a deeper commitment to sales goals is important 
A) optimism is crucial to successful selling efforts 
B) rehearsal reduces the chances of making a mistake 
C) practicing ensures that transactional sales are profitable 
D) anxiety is normal for both new and experienced salespeople 
E) developing a deeper commitment to sales goals is important

Question 3

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 giving a sales presentation to a buying committee. What should the Web-Star salesperson most likely do in this situation?

Accepted Answer

A) Focus only on the technically knowledgeable members of the group. 
B) State the adaptive selling objective for each group member. 
C) Use technical specifics when speaking to silent members. 
D) Utilize an elevator speech to develop rapport quickly. 
E) Identify the primary decision makers in the group. 
A) Focus only on the technically knowledgeable members of the group. 
B) State the adaptive selling objective for each group member. 
C) Use technical specifics when speaking to silent members. 
D) Utilize an elevator speech to develop rapport quickly. 
E) Identify the primary decision makers in the group.

Question 4

An approach that goes directly to showing the product to 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

Question 5

Adaptive selling requires salespeople to adjust their sales strategy based on the:

Accepted Answer

A) potential margin of each sale in the pipeline 
B) relationship and product needs of each customer 
C) length of time it usually takes to close a sale with each type of customer 
D) sales intelligence on the customer's competitors 
E) hard data about the customer's previous purchasing patterns 
A) potential margin of each sale in the pipeline 
B) relationship and product needs of each customer 
C) length of time it usually takes to close a sale with each type of customer 
D) sales intelligence on the customer's competitors 
E) hard data about the customer's previous purchasing patterns

Question 6

Sales teams can often uncover problems,solutions,and sales opportunities that no individual salesperson could discover working alone.

Accepted Answer

A) True 
 B)False

Question 7

Which step in the presentation plan involves determining needs and selecting a product solution?

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 8

What are the steps in order of the six-step presentation plan?

Accepted Answer

A) rehearsing,initial contact,presenting,demonstrating,closing,and servicing the sale 
B) approach,needs discovery,presentation,negotiation,close,and servicing the sale 
C) custom fitting,presentation,demonstration,negotiating,communicating,and closing 
D) initial contact,presentation,demonstration,communication,closing,and servicing 
E) preapproach,approach,rehearsing,presentation,negotiation,and closing 
A) rehearsing,initial contact,presenting,demonstrating,closing,and servicing the sale 
B) approach,needs discovery,presentation,negotiation,close,and servicing the sale 
C) custom fitting,presentation,demonstration,negotiating,communicating,and closing 
D) initial contact,presentation,demonstration,communication,closing,and servicing 
E) preapproach,approach,rehearsing,presentation,negotiation,and closing

Question 9

Emmanuelle calls Suzanne and arranges a meeting to discuss both organizations. Before Emmanuelle goes to the meeting,what should she most likely do?

Accepted Answer

A) Perform some visualization activities to help focus on winning the sale. 
B) Break the ice with Suzanne by mentioning a mutual acquaintance. 
C) Prepare a PowerPoint presentation about her firm's history and products. 
D) Send Suzanne an e-mail outlining the features of the textiles. 
E) Research Suzanne's firm on the Internet to get basic information. 
A) Perform some visualization activities to help focus on winning the sale. 
B) Break the ice with Suzanne by mentioning a mutual acquaintance. 
C) Prepare a PowerPoint presentation about her firm's history and products. 
D) Send Suzanne an e-mail outlining the features of the textiles. 
E) Research Suzanne's firm on the Internet to get basic information.

Question 10

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 and Juan work together to analyze the answers to the questions Sarah asked the prospect about their needs. Based on this analysis,Juan and Sarah put together:

Accepted Answer

A) a list of questions about the prospect's payment process 
B) a pricing discount schedule that involves a value chain 
C) a proposal of products that will solve the prospect's problems 
D) a plan for customer service to implement the products 
E) a relationship strategy based on the prospect's long-term needs 
A) a list of questions about the prospect's payment process 
B) a pricing discount schedule that involves a value chain 
C) a proposal of products that will solve the prospect's problems 
D) a plan for customer service to implement the products 
E) a relationship strategy based on the prospect's long-term needs

Question 11

The step in the presentation plan involving recognizing closing cues and initiating closing methods 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 12

List and explain the three prescriptions to developing a good presentation strategy.

Accepted Answer

1.Establish objectives for the presentat

Question 13

Which of the following statements concerning selling in England is true?

Accepted Answer

A) The British consider it rude to discuss business after the business day. 
B) You should expect a quick decision on the part of the client. 
C) The British appreciate very informal introductions. 
D) Critiquing the competition's offering is acceptable. 
E) The British tend to be very expressive and casual. 
A) The British consider it rude to discuss business after the business day. 
B) You should expect a quick decision on the part of the client. 
C) The British appreciate very informal introductions. 
D) Critiquing the competition's offering is acceptable. 
E) The British tend to be very expressive and casual.

Question 14

The major purpose of the approach step is to:

Accepted Answer

A) quantify the prospect's interest in the product 
B) encourage the prospect to buy your product 
C) capture the prospect's full attention and build interest in the product 
D) gather facts about the prospect's authority to buy your product 
E) ensure that the prospect is a qualified lead 
A) quantify the prospect's interest in the product 
B) encourage the prospect to buy your product 
C) capture the prospect's full attention and build interest in the product 
D) gather facts about the prospect's authority to buy your product 
E) ensure that the prospect is a qualified lead

Question 15

The presentation strategy should be developed before the relationship,product,and customer strategy in order to have an effective plan.

Accepted Answer

A) True 
 B)False

Question 16

Team selling is ideally suited to organizations that sell complex and/or customized products and services.

Accepted Answer

A) True 
 B)False

Question 17

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.
-As Sarah and Juan begin to put together the actual presentation,what should they do first?

Accepted Answer

A) Clarify the objectives for the presentation using their company's standard form. 
B) Anticipate the prospect's needs based on the financial data gathered through public records. 
C) Search the CRM system for information on purchase records of similarly-sized clients. 
D) Find the correct format and graphics for the physical PowerPoint presentation. 
E) List all the features of the equipment they offer in a way that's easy for the prospect to read. 
A) Clarify the objectives for the presentation using their company's standard form. 
B) Anticipate the prospect's needs based on the financial data gathered through public records. 
C) Search the CRM system for information on purchase records of similarly-sized clients. 
D) Find the correct format and graphics for the physical PowerPoint presentation. 
E) List all the features of the equipment they offer in a way that's easy for the prospect to read.

Question 18

Raymundo is trying to develop a presentation strategy. One of the prescriptions he should follow is:

Accepted Answer

A) prepare objectives 
B) become a product expert 
C) configure value-added solutions 
D) discover customer needs 
E) recognize closing cues 
A) prepare objectives 
B) become a product expert 
C) configure value-added solutions 
D) discover customer needs 
E) recognize closing cues

Question 19

Which of the following is an effective suggestion for dealing with sales call reluctance?

Accepted Answer

A) Try to avoid feeling anxious about the initial contact because anxiety is abnormal. 
B) Do not anticipate success because you may become overconfident. 
C) Avoid the loss of spontaneity that comes with a well-rehearsed approach. 
D) Develop a deeper commitment to your goals. 
E) Employ the premium approach method. 
A) Try to avoid feeling anxious about the initial contact because anxiety is abnormal. 
B) Do not anticipate success because you may become overconfident. 
C) Avoid the loss of spontaneity that comes with a well-rehearsed approach. 
D) Develop a deeper commitment to your goals. 
E) Employ the premium approach method.

Question 20

A good way to get the prospect's attention would be to use the customer benefit approach.

Accepted Answer

A) True 
 B)False

A well-rehearsed approach should be avoided because it will sound too impersonal.

Practicing an approach before making initial contact is most likely beneficial because:

An approach that goes directly to showing the product to the prospect is the:

Adaptive selling requires salespeople to adjust their sales strategy based on the:

Sales teams can often uncover problems,solutions,and sales opportunities that no individual salesperson could discover working alone.

Which step in the presentation plan involves determining needs and selecting a product solution?

What are the steps in order of the six-step presentation plan?

Emmanuelle calls Suzanne and arranges a meeting to discuss both organizations. Before Emmanuelle goes to the meeting,what should she most likely do?

The step in the presentation plan involving recognizing closing cues and initiating closing methods is the:

List and explain the three prescriptions to developing a good presentation strategy.

Which of the following statements concerning selling in England is true?

The major purpose of the approach step is to:

The presentation strategy should be developed before the relationship,product,and customer strategy in order to have an effective plan.

Team selling is ideally suited to organizations that sell complex and/or customized products and services.

Raymundo is trying to develop a presentation strategy. One of the prescriptions he should follow is:

Which of the following is an effective suggestion for dealing with sales call reluctance?

A good way to get the prospect's attention would be to use the customer benefit 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

A well-rehearsed approach should be avoided because it will sound too impersonal.

Practicing an approach before making initial contact is most likely beneficial because:

An approach that goes directly to showing the product to the prospect is the:

Adaptive selling requires salespeople to adjust their sales strategy based on the:

Sales teams can often uncover problems,solutions,and sales opportunities that no individual salesperson could discover working alone.

Which step in the presentation plan involves determining needs and selecting a product solution?

What are the steps in order of the six-step presentation plan?

Emmanuelle calls Suzanne and arranges a meeting to discuss both organizations. Before Emmanuelle goes to the meeting,what should she most likely do?

The step in the presentation plan involving recognizing closing cues and initiating closing methods is the:

List and explain the three prescriptions to developing a good presentation strategy.

Which of the following statements concerning selling in England is true?

The major purpose of the approach step is to:

The presentation strategy should be developed before the relationship,product,and customer strategy in order to have an effective plan.

Team selling is ideally suited to organizations that sell complex and/or customized products and services.

Raymundo is trying to develop a presentation strategy. One of the prescriptions he should follow is:

Which of the following is an effective suggestion for dealing with sales call reluctance?

A good way to get the prospect's attention would be to use the customer benefit 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