Question 1

Which of the following statements indicates the salesperson is using the survey approach?

Accepted Answer

A) "Would you be interested in a security system that is currently used by most major banks in America?" 
B) "Tammy Williams,buyer for the Mayfield Company,has been very pleased with our line of drapes and suggested I arrange to show you our products." 
C) "I am anxious to show you our newest copy machine." 
D) "I want to study your traffic patterns to be sure that our product meets your needs." 
E) "Please accept this sample of our floor cleanser." 
A) "Would you be interested in a security system that is currently used by most major banks in America?" 
B) "Tammy Williams,buyer for the Mayfield Company,has been very pleased with our line of drapes and suggested I arrange to show you our products." 
C) "I am anxious to show you our newest copy machine." 
D) "I want to study your traffic patterns to be sure that our product meets your needs." 
E) "Please accept this sample of our floor cleanser."

Question 2

"The certificate of deposit represents a safe investment,but you may want to examine some options that will give you a better return on your investment. Completion of our Financial Planning Profile questionnaire can help us identify investment options."These statements are most likely an example of a(n)________ approach.

Accepted Answer

A) observation 
B) question 
C) survey 
D) method 
E) combination 
A) observation 
B) question 
C) survey 
D) method 
E) combination

Question 3

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.
-Juan and Sarah make a second call on the client to present the proposal. After thanking the prospect for agreeing to a meeting,Sarah says,"I would like to accomplish three goals during the time you've given us today."Which approach is Sarah most likely using?

Accepted Answer

A) customer benefit 
B) referral 
C) premium 
D) agenda 
E) survey 
A) customer benefit 
B) referral 
C) premium 
D) agenda 
E) survey

Question 4

Sales personnel who have adopted the consultative style use the survey and ________ approaches most frequently.

Accepted Answer

The answer of Sales personnel who have adopted the consultative...

Question 5

One way to move from the social contact to the business contact is to thank the customer for taking time to meet with you and then review your goals for the meeting. Which of the following approaches is this?

Accepted Answer

A) product demonstration 
B) agenda 
C) social 
D) referral 
E) customer benefit 
A) product demonstration 
B) agenda 
C) social 
D) referral 
E) customer benefit

Question 6

The statement,"This product is convenient,priced right,and ready to use,"is an example of which of the following approaches?

Accepted Answer

A) premium 
B) survey 
C) product 
D) benefit 
E) systems 
A) premium 
B) survey 
C) product 
D) benefit 
E) systems

Question 7

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.
-Given that Juan and Sarah will be working as a team,which of the following is most important for Juan to do?

Accepted Answer

A) Develop a price quote for the prospect before Sarah has the opportunity. 
B) Confirm his percentage of the commission with his sales manager. 
C) Develop the visual aids that will be used in the sales presentation. 
D) Conduct Internet research on the prospect. 
E) Clarify his role in the sales call. 
A) Develop a price quote for the prospect before Sarah has the opportunity. 
B) Confirm his percentage of the commission with his sales manager. 
C) Develop the visual aids that will be used in the sales presentation. 
D) Conduct Internet research on the prospect. 
E) Clarify his role in the sales call.

Question 8

When you use the ________ approach,your opening statement should include a direct reference to the third party.

Accepted Answer

The answer of When you use the ________ approach,your opening...

Question 9

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.
-Why is understanding the Web-Star product absolutely essential for a salesperson who uses adaptive selling to sell the teleconferencing software?

Accepted Answer

A) The salesperson must know the product completely to be able to persuade prospects to purchase it. 
B) The salesperson must know the pricing schedule for all products and volumes of sales to give a quote instantly to an interested prospect on the phone. 
C) The salesperson must understand the ins and outs of the product to be able to quickly reevaluate the best configuration for a prospect based on new information from the prospect. 
D) The salesperson must know the product to be able to point out the flaws in competitor's teleconferencing software to prospects. 
E) The salesperson must know all about the product to be able to explain all the features during a presentation. 
A) The salesperson must know the product completely to be able to persuade prospects to purchase it. 
B) The salesperson must know the pricing schedule for all products and volumes of sales to give a quote instantly to an interested prospect on the phone. 
C) The salesperson must understand the ins and outs of the product to be able to quickly reevaluate the best configuration for a prospect based on new information from the prospect. 
D) The salesperson must know the product to be able to point out the flaws in competitor's teleconferencing software to prospects. 
E) The salesperson must know all about the product to be able to explain all the features during a presentation.

Question 10

The customer strategy is one of the foundations of adaptive selling because:

Accepted Answer

A) the customer may not purchase until after the salesperson presents the customer strategy 
B) the customer needs to have faith that the salesperson understands the product completely 
C) a salesperson has to understand the customer's needs to be able to sell to them effectively 
D) a salesperson needs to be prepared to answer any questions the customer has about the product 
E) a salesperson needs to be able to shorten the sales cycle by forming a relationship with the customer 
A) the customer may not purchase until after the salesperson presents the customer strategy 
B) the customer needs to have faith that the salesperson understands the product completely 
C) a salesperson has to understand the customer's needs to be able to sell to them effectively 
D) a salesperson needs to be prepared to answer any questions the customer has about the product 
E) a salesperson needs to be able to shorten the sales cycle by forming a relationship with the customer

Question 11

The six parts of the presale presentation plan checklist represent new additions to the sales training literature.

Accepted Answer

A) True 
 B)False

Question 12

All of the following are recommended guidelines for effectively making social contacts EXCEPT:

Accepted Answer

A) responding to the customer's comments 
B) making nonverbal gestures of listening 
C) discussing your personal experiences 
D) maintaining appropriate eye contact 
E) initiating the social contact 
A) responding to the customer's comments 
B) making nonverbal gestures of listening 
C) discussing your personal experiences 
D) maintaining appropriate eye contact 
E) initiating the social contact

Question 13

The premium approach involves giving the customer a free sample or an inexpensive gift.

Accepted Answer

A) True 
 B)False

Question 14

Using the relationship strategy effectively as part of adaptive selling requires that you:

Accepted Answer

A) study all available information on the product so you are a product expert 
B) understand the needs of a specific customer for their business 
C) create a standardized presentation that does not leave out any of the benefits to the customer 
D) make sure that the customer understands that you will do whatever it takes to make the sale 
E) pay attention to details of contact and personal presentation and use style flexing 
A) study all available information on the product so you are a product expert 
B) understand the needs of a specific customer for their business 
C) create a standardized presentation that does not leave out any of the benefits to the customer 
D) make sure that the customer understands that you will do whatever it takes to make the sale 
E) pay attention to details of contact and personal presentation and use style flexing

Question 15

A nonthreatening approach that allows the salesperson to gather information about the prospect before the call 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

Which of the following statements indicates the salesperson is using the survey approach?

Sales personnel who have adopted the consultative style use the survey and ________ approaches most frequently.

One way to move from the social contact to the business contact is to thank the customer for taking time to meet with you and then review your goals for the meeting. Which of the following approaches is this?

The statement,"This product is convenient,priced right,and ready to use,"is an example of which of the following approaches?

When you use the ________ approach,your opening statement should include a direct reference to the third party.

The customer strategy is one of the foundations of adaptive selling because:

The six parts of the presale presentation plan checklist represent new additions to the sales training literature.

All of the following are recommended guidelines for effectively making social contacts EXCEPT:

The premium approach involves giving the customer a free sample or an inexpensive gift.

Using the relationship strategy effectively as part of adaptive selling requires that you:

A nonthreatening approach that allows the salesperson to gather information about the prospect before the call is the:

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

Which of the following statements indicates the salesperson is using the survey approach?

Sales personnel who have adopted the consultative style use the survey and ________ approaches most frequently.

One way to move from the social contact to the business contact is to thank the customer for taking time to meet with you and then review your goals for the meeting. Which of the following approaches is this?

The statement,"This product is convenient,priced right,and ready to use,"is an example of which of the following approaches?

When you use the ________ approach,your opening statement should include a direct reference to the third party.

The customer strategy is one of the foundations of adaptive selling because:

The six parts of the presale presentation plan checklist represent new additions to the sales training literature.

All of the following are recommended guidelines for effectively making social contacts EXCEPT:

The premium approach involves giving the customer a free sample or an inexpensive gift.

Using the relationship strategy effectively as part of adaptive selling requires that you:

A nonthreatening approach that allows the salesperson to gather information about the prospect before the call is the:

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