Exam 10: Approaching the Customer With Adaptive Selling

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 has already made a brief call on the prospect.Which of the following objectives has she most likely achieved?

(Multiple Choice)

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Question 21

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

(True/False)

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Question 22

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?

(Multiple Choice)

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Question 23

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

(Multiple Choice)

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Question 24

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

(Multiple Choice)

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Question 25

An approach that involves using the good will of a third party to make contact with the prospect is the:

(Multiple Choice)

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Question 26

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

(True/False)

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Question 27

________,not to be confused with telemarketing,includes many of the same elements as traditional sales.

(Short Answer)

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Question 28

Emmanuelle Djubo is a sales representative for a firm that makes textiles using a traditional dyeing process. The firm exports its products to companies in the fashion and home decorating industries internationally. Emmanuelle is at a trade show and runs into Suzanne, one of the buyers for the largest home decor retailer in Australia. -At the trade show,Emmanuelle gives Suzanne her elevator pitch,which:

(Multiple Choice)

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Question 29

Approach,needs identification,presentation,negotiation,close,and servicing the sale are steps in the Six-Step ________.

(Short Answer)

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Question 30

Using a combination of approaches tends to confuse prospects and rarely results in identifying customer needs.

(True/False)

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Question 31

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

(True/False)

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Question 32

Which of the following is recommended when making a telephone contact with a prospect?

(Multiple Choice)

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Question 33

The objectives for the sales presentation are developed after completion of the presentation plan.

(True/False)

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Question 34

Preparation for the actual sales presentation is a two-part process.Part one is referred to as the and part two is called the .

(Short Answer)

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Question 35

Which of the following prescriptions is part of the presentation strategy?

(Multiple Choice)

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Question 36

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

(Multiple Choice)

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Question 37

Which step in the presentation plan involves showing the product to the customer?

(Multiple Choice)

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Question 38

Emmanuelle Djubo is a sales representative for a firm that makes textiles using a traditional dyeing process. The firm exports its products to companies in the fashion and home decorating industries internationally. Emmanuelle is at a trade show and runs into Suzanne, one of the buyers for the largest home decor retailer in Australia. -Emmanuelle calls Suzanne and arranges a meeting to discuss both organizations.Before Emmanuelle goes to the meeting,what should she most likely do?

(Multiple Choice)

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Question 39

In British business settings,a hard sell is the best approach

(True/False)

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Question 40

Showing 21 - 40 of 67

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

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

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

An approach that involves using the good will of a third party to make contact with the prospect is the:

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

________,not to be confused with telemarketing,includes many of the same elements as traditional sales.

Approach,needs identification,presentation,negotiation,close,and servicing the sale are steps in the Six-Step ________.

Using a combination of approaches tends to confuse prospects and rarely results in identifying customer needs.

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

Which of the following is recommended when making a telephone contact with a prospect?

The objectives for the sales presentation are developed after completion of the presentation plan.

Preparation for the actual sales presentation is a two-part process.Part one is referred to as the and part two is called the .

Which of the following prescriptions is part of the presentation strategy?

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

Which step in the presentation plan involves showing the product to the customer?

In British business settings,a hard sell is the best 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

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

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

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

An approach that involves using the good will of a third party to make contact with the prospect is the:

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

________,not to be confused with telemarketing,includes many of the same elements as traditional sales.

Approach,needs identification,presentation,negotiation,close,and servicing the sale are steps in the Six-Step ________.

Using a combination of approaches tends to confuse prospects and rarely results in identifying customer needs.

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

Which of the following is recommended when making a telephone contact with a prospect?

The objectives for the sales presentation are developed after completion of the presentation plan.

Preparation for the actual sales presentation is a two-part process.Part one is referred to as the ________ and part two is called the ________.

Which of the following prescriptions is part of the presentation strategy?

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

Which step in the presentation plan involves showing the product to the customer?

In British business settings,a hard sell is the best 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

Preparation for the actual sales presentation is a two-part process.Part one is referred to as the and part two is called the .