Question 1

Matching
-Use highly persuasive techniques before need is established

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question C

Question 2

Matching
-Questions that are meant to focus on specific benefits and build desire for a product solution

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question J

Question 3

Matching
-In certain situations, recommend a product at the beginning of the sales presentation by using the solution presentation

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question D

Question 4

Matching
-Using questions such as ""You want the Dolby C noise reduction feature. Is that correct?""

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Question 5

Matching
-Reinforcement presentation is another name for

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Question 6

Matching
-Placing major emphasis on the presentation of features

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Question 7

A successful sales call lasts an average of _________.

Accepted Answer

20 to 30

Question 8

Matching
-Using the strongest selling appeal in the middle of the presentation

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Question 9

You are about to call on Kim Hong, a buyer for a company that manufactures auto parts. Mr. Hong is "all business" and hates to waste time. You would be wise to:

Accepted Answer

A)  obtain as much information as possible about his company before the first meeting so you can eliminate any unnecessary questions. 
B)  attempt to schedule a plant tour before the first sales call. 
C)  go to the meeting with an order form filled in except for the number of items. Place it in front of him to show him you mean business. 
D)  develop a two-call plan. Use the first call to develop a social and business relationship. 
E)  avoid the use of confirmation questions. 
A)  obtain as much information as possible about his company before the first meeting so you can eliminate any unnecessary questions. 
B)  attempt to schedule a plant tour before the first sales call. 
C)  go to the meeting with an order form filled in except for the number of items. Place it in front of him to show him you mean business. 
D)  develop a two-call plan. Use the first call to develop a social and business relationship. 
E)  avoid the use of confirmation questions.

Question 10

Matching
-Paying special attention to the practice of active listening

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Question 11

Matching
-Presentation based on facts is called

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Question 12

Matching
-Developing a good uniform solution for all customers, regardless of their buying motives

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Question 13

Matching
-""As I mentioned earlier, Ms. Helmsley, a contemporary interior design will help you position your hotel to the young and sophisticated traveller segment, do you see the competitive advantage in that?"" Is a type of:

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Question 14

Matching
-Recommending another source to the prospect

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Question 15

Matching
-Using the question, ""How much do you spend on long distance calls each month?""

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Question 16

Matching
-The process of sending back to a person what you, as a listener, think the person meant in terms of content and feeling

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Question 17

Matching
-Matching specific benefits with buying motives

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Question 18

Matching
-Using the metaphor, ""This is the Mercedes-Benz of garden tractors.""

Accepted Answer

A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question 
A)  appropriate need discovery 
B)  appropriate need-satisfaction presentation 
C)  inappropriate need discovery 
D)  appropriate selection of the product 
E)  inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question

Matching -Use highly persuasive techniques before need is established

Matching -Questions that are meant to focus on specific benefits and build desire for a product solution

Matching -In certain situations, recommend a product at the beginning of the sales presentation by using the solution presentation

Matching -Using questions such as ""You want the Dolby C noise reduction feature. Is that correct?""

Matching -Reinforcement presentation is another name for

Matching -Placing major emphasis on the presentation of features

A successful sales call lasts an average of _________.

Matching -Using the strongest selling appeal in the middle of the presentation

You are about to call on Kim Hong, a buyer for a company that manufactures auto parts. Mr. Hong is "all business" and hates to waste time. You would be wise to:

Matching -Paying special attention to the practice of active listening

Matching -Presentation based on facts is called

Matching -Developing a good uniform solution for all customers, regardless of their buying motives

Matching -""As I mentioned earlier, Ms. Helmsley, a contemporary interior design will help you position your hotel to the young and sophisticated traveller segment, do you see the competitive advantage in that?"" Is a type of:

Matching -Recommending another source to the prospect

Matching -Using the question, ""How much do you spend on long distance calls each month?""

Matching -The process of sending back to a person what you, as a listener, think the person meant in terms of content and feeling

Matching -Matching specific benefits with buying motives

Matching -Using the metaphor, ""This is the Mercedes-Benz of garden tractors.""

Relationship Selling Opportunities in the Information Economy

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

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

Filters

Exam 11: Determining Customer Needs With a Consultative Questioning Strategy

Matching -Use highly persuasive techniques before need is established

Matching -Questions that are meant to focus on specific benefits and build desire for a product solution

Matching -In certain situations, recommend a product at the beginning of the sales presentation by using the solution presentation

Matching -Using questions such as ""You want the Dolby C noise reduction feature. Is that correct?""

Matching -Reinforcement presentation is another name for

Matching -Placing major emphasis on the presentation of features

A successful sales call lasts an average of _________.

Matching -Using the strongest selling appeal in the middle of the presentation

You are about to call on Kim Hong, a buyer for a company that manufactures auto parts. Mr. Hong is "all business" and hates to waste time. You would be wise to:

Matching -Paying special attention to the practice of active listening

Matching -Presentation based on facts is called

Matching -Developing a good uniform solution for all customers, regardless of their buying motives

Matching -""As I mentioned earlier, Ms. Helmsley, a contemporary interior design will help you position your hotel to the young and sophisticated traveller segment, do you see the competitive advantage in that?"" Is a type of:

Matching -Recommending another source to the prospect

Matching -Using the question, ""How much do you spend on long distance calls each month?""

Matching -The process of sending back to a person what you, as a listener, think the person meant in terms of content and feeling

Matching -Matching specific benefits with buying motives

Matching -Using the metaphor, ""This is the Mercedes-Benz of garden tractors.""

Relationship Selling Opportunities in the Information Economy

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

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

Filters