Question 1

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

Accepted Answer

A) True 
 B)False  True

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 E

Question 3

A non-threatening 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 D

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

Which of the following is the LEAST likely cause of sales call reluctance?

Accepted Answer

A)  fear of rejection 
B)  fear of group presentations 
C)  fear of taking risks 
D)  lack of self-confidence 
E)  fear of networking 
A)  fear of rejection 
B)  fear of group presentations 
C)  fear of taking risks 
D)  lack of self-confidence 
E)  fear of networking

Question 6

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 7

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 8

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 9

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 10

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.
-In the morning,the Web-Star salesperson will give a sales presentation to a current client,and in the afternoon,the salesperson will give a sales presentation to a new prospect.How is pre-call planning different for the two presentations?

Accepted Answer

A)  It is more important for new clients, as current clients have the same needs they did when they originally purchased the product, but new clients' needs are unknown. 
B)  It is more important for new clients, as the salesperson must have a more polished, smoother manner with new clients to earn their trust. 
C)  It is useful to do pre-call planning with both old and new clients if you have the time, but a good salesperson can conduct an effective sales call without prior preparation. 
D)  It is equally important for both types of clients, as current clients' needs may have changed since the original purchase. 
E)  It is more important for current clients, as the stakes are higher that they will reject a proposal once they have used the product. 
A)  It is more important for new clients, as current clients have the same needs they did when they originally purchased the product, but new clients' needs are unknown. 
B)  It is more important for new clients, as the salesperson must have a more polished, smoother manner with new clients to earn their trust. 
C)  It is useful to do pre-call planning with both old and new clients if you have the time, but a good salesperson can conduct an effective sales call without prior preparation. 
D)  It is equally important for both types of clients, as current clients' needs may have changed since the original purchase. 
E)  It is more important for current clients, as the stakes are higher that they will reject a proposal once they have used the product.

Question 11

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 12

The survey approach is generally a non-threatening way to open a sales call.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

1.Establish objectives for the presentat

Question 14

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 15

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 16

Which step in the presentation plan involves reviewing goals and making initial contact?

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 17

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 18

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 preparing a sales presentation for a British firm that is interested in purchasing Web conferencing software.What is the best advice for the salesperson?

Accepted Answer

A)  Use aggressive sales techniques because British business people appreciate aggressiveness. 
B)  Remind the prospect of the disadvantages of competing Web conferencing products. 
C)  Immediately use first names with the prospect because British business people are informal. 
D)  Focus on objective facts about the Web conferencing product during the sales presentation. 
E)  Call the prospect frequently after the sales presentation to determine if a decision has been made. 
A)  Use aggressive sales techniques because British business people appreciate aggressiveness. 
B)  Remind the prospect of the disadvantages of competing Web conferencing products. 
C)  Immediately use first names with the prospect because British business people are informal. 
D)  Focus on objective facts about the Web conferencing product during the sales presentation. 
E)  Call the prospect frequently after the sales presentation to determine if a decision has been made.

Question 19

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 20

List and explain the steps in the Six-Step Presentation Plan.

Accepted Answer

1.Prepare an effective approach in order

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

A non-threatening approach that allows the salesperson to gather information about the prospect before the call is the:

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

Which of the following is the LEAST likely cause of sales call reluctance?

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

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?

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

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

The survey approach is generally a non-threatening way to open a sales call.

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

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

Which step in the presentation plan involves reviewing goals and making initial contact?

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

List and explain the steps in the Six-Step Presentation Plan.

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

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

A non-threatening approach that allows the salesperson to gather information about the prospect before the call is the:

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

Which of the following is the LEAST likely cause of sales call reluctance?

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

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?

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

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

The survey approach is generally a non-threatening way to open a sales call.

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

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

Which step in the presentation plan involves reviewing goals and making initial contact?

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

List and explain the steps in the Six-Step Presentation Plan.

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