Question 1

Matching
-Complex or customized products often require

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach K

Question 2

Matching
-Making sure the sales plan matches the buyer's buying process

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach M

Question 3

Matching
-A standard practice in some industries where products are complex and buying decisions are made by more than one person

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach G

Question 4

Matching
-Preparing presale objectives and presentation plan

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question 5

Matching
-Use of a carefully planned opening statement to convert the customers attention to the sales presentation

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question 6

Matching
-Making social and business contact

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question 7

Matching
-Failure to be viewed as a trusted person

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question 8

Matching
-Stage of the presentation when salesperson tries to move the prospect's attention from the social contact to the business contact

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question 9

Matching
-A ""sizing up"" by the customer based on your dress and behavior

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question 10

Matching
-A consultative or strategic alliance buyer will often need a

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question 11

Matching
-The purpose of searching for mutual acquaintances or interests in a conversation

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question 12

Matching
-Develop a deeper commitment to your goals

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question 13

Matching
-An objective which explicitly states what you want the customer to do during the sales presentation

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question 14

Matching
-Objective to establish rapport, develop credibility, and trust with the customer

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question 15

Matching
-Approach method in which you thank the customer for taking the time to meet with you then review your goals for the meeting

Accepted Answer

A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach 
A)  may occur during the social contact 
B)  appropriate business contact 
C)  inappropriate social contact 
D)  The approach 
E)  Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Matching -Complex or customized products often require

Matching -Making sure the sales plan matches the buyer's buying process

Matching -A standard practice in some industries where products are complex and buying decisions are made by more than one person

Matching -Preparing presale objectives and presentation plan

Matching -Use of a carefully planned opening statement to convert the customers attention to the sales presentation

Matching -Making social and business contact

Matching -Failure to be viewed as a trusted person

Matching -Stage of the presentation when salesperson tries to move the prospect's attention from the social contact to the business contact

Matching -A ""sizing up"" by the customer based on your dress and behavior

Matching -A consultative or strategic alliance buyer will often need a

Matching -The purpose of searching for mutual acquaintances or interests in a conversation

Matching -Develop a deeper commitment to your goals

Matching -An objective which explicitly states what you want the customer to do during the sales presentation

Matching -Objective to establish rapport, develop credibility, and trust with the customer

Matching -Approach method in which you thank the customer for taking the time to meet with you then review your goals for the meeting

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

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

Filters

Exam 10: Approaching the Customer With Adaptive Selling