Question 1

An approach that involves giving the customer free samples of the product 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 2

In most situations,the involvement of technical experts on a sales team lengthens the selling cycle.

Accepted Answer

A) True 
 B)False

Question 3

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 4

The step in the Presentation Plan involving recognizing closing cues and initiating closing methods is the:

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 5

It is vital to treat secretaries,assistants,and receptionists with respect because:

Accepted Answer

A)  they are a key part of the buying center 
B)  they usually have decision-making powers 
C)  they control your access to the decision makers 
D)  they have final sign-off on all purchases 
E)  they will be the end-users of your product 
A)  they are a key part of the buying center 
B)  they usually have decision-making powers 
C)  they control your access to the decision makers 
D)  they have final sign-off on all purchases 
E)  they will be the end-users of your product

Question 6

The step in the Presentation Plan involving anticipating buyer concerns and using the win-win method is the:

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 7

A well-rehearsed approach should be avoided because it will sound too impersonal.

Accepted Answer

A) True 
 B)False

Question 8

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 9

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 10

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 has made an initial approach to the largest home goods retailer in Australia and has gained some basic information about the retailer's buying process.She has also made contact and established rapport with key buyers for the retailer.What is Emmanuelle's next step in the presentation plan to the retailer?

Accepted Answer

A)  making an initial introduction so the buyers know who she is 
B)  talking to the buyers to determine their needs 
C)  asking for the sale 
D)  making a formal sales presentation, including presenting benefits 
E)  negotiating the price the retailer will pay 
A)  making an initial introduction so the buyers know who she is 
B)  talking to the buyers to determine their needs 
C)  asking for the sale 
D)  making a formal sales presentation, including presenting benefits 
E)  negotiating the price the retailer will pay

Question 11

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 enjoys the process of helping buyers discover reasons to purchase that they initially think are obstacles to purchasing her association's textiles.Another name for this process is:

Accepted Answer

A)  discovery 
B)  marketing 
C)  negotiation 
D)  closing 
E)  persuasion 
A)  discovery 
B)  marketing 
C)  negotiation 
D)  closing 
E)  persuasion

Question 12

Which is the first step in creating a presentation objective?

Accepted Answer

A)  Obtain personal and business information to establish the customer's file. 
B)  Exchange personal information with the customer to break the ice. 
C)  Learn about the competition's most popular products. 
D)  Focus on networking in social situations. 
E)  Acquire information needed for a routing plan. 
A)  Obtain personal and business information to establish the customer's file. 
B)  Exchange personal information with the customer to break the ice. 
C)  Learn about the competition's most popular products. 
D)  Focus on networking in social situations. 
E)  Acquire information needed for a routing plan.

Question 13

The referral approach is most likely effective because customers:

Accepted Answer

A)  appreciate prepared salespeople 
B)  expect to ask and answer many questions 
C)  tend to focus on benefits instead of features 
D)  usually trust a salesperson who presents statistical data 
E)  are impressed by product benefits presented by satisfied customers 
A)  appreciate prepared salespeople 
B)  expect to ask and answer many questions 
C)  tend to focus on benefits instead of features 
D)  usually trust a salesperson who presents statistical data 
E)  are impressed by product benefits presented by satisfied customers

Question 14

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 15

What are the steps in order of the six-step presentation plan?

Accepted Answer

A)  rehearsing, initial contact, presenting, demonstrating, closing, and servicing 
B)  approach, needs discovery, presentation, negotiation, close, and servicing the sale 
C)  custom fitting, presentation, demonstration, negotiating, communicating, and closing 
D)  initial contact, presentation, demonstration, communication, closing, and servicing 
E)  preapproach, approach, rehearsing, presentation, negotiation, and closing 
A)  rehearsing, initial contact, presenting, demonstrating, closing, and servicing 
B)  approach, needs discovery, presentation, negotiation, close, and servicing the sale 
C)  custom fitting, presentation, demonstration, negotiating, communicating, and closing 
D)  initial contact, presentation, demonstration, communication, closing, and servicing 
E)  preapproach, approach, rehearsing, presentation, negotiation, and closing

Question 16

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.
-During the sales presentation to the Australian firm,Emmanuelle should most likely:

Accepted Answer

A)  make adaptations based on the needs of the prospect 
B)  highlight features that show her firm's superiority 
C)  set a price high enough to leave room for negotiation 
D)  raise strong reasons for not purchasing from competitors 
E)  create a marketing campaign that will appeal to mass audiences 
A)  make adaptations based on the needs of the prospect 
B)  highlight features that show her firm's superiority 
C)  set a price high enough to leave room for negotiation 
D)  raise strong reasons for not purchasing from competitors 
E)  create a marketing campaign that will appeal to mass audiences

Question 17

A good way to get the prospect's attention would be to use the customer benefit approach.

Accepted Answer

A) True 
 B)False

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.
-Which question is most relevant to a Web-Star salesperson who is trying to tailor a presentation to a prospect's specific needs for Web conferencing software?

Accepted Answer

A)  What is the prospect's budget for the purchase? 
B)  How familiar is the prospect with Web conferencing software in general? 
C)  What level of technical expertise does the prospect have with computer software? 
D)  Has the prospect been using paid or free Web conferencing software for meetings? 
E)  How will the prospect be using Web conferencing software with its clients and employees? 
A)  What is the prospect's budget for the purchase? 
B)  How familiar is the prospect with Web conferencing software in general? 
C)  What level of technical expertise does the prospect have with computer software? 
D)  Has the prospect been using paid or free Web conferencing software for meetings? 
E)  How will the prospect be using Web conferencing software with its clients and employees?

Question 19

Before the salesperson makes an approach,he or she needs to plan the:

Accepted Answer

A)  implementation 
B)  solution 
C)  presentation 
D)  close 
E)  preapproach 
A)  implementation 
B)  solution 
C)  presentation 
D)  close 
E)  preapproach

Question 20

CRM software can help salespeople plan better sales calls.

Accepted Answer

A) True 
 B)False

An approach that involves giving the customer free samples of the product is the:

In most situations,the involvement of technical experts on a sales team lengthens the selling cycle.

The step in the Presentation Plan involving recognizing closing cues and initiating closing methods is the:

It is vital to treat secretaries,assistants,and receptionists with respect because:

The step in the Presentation Plan involving anticipating buyer concerns and using the win-win method is the:

A well-rehearsed approach should be avoided because it will sound too impersonal.

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

Which is the first step in creating a presentation objective?

The referral approach is most likely effective because customers:

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

What are the steps in order of the six-step presentation plan?

A good way to get the prospect's attention would be to use the customer benefit approach.

Before the salesperson makes an approach,he or she needs to plan the:

CRM software can help salespeople plan better sales calls.

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

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Exam 10: Approaching the Customer With Adaptive Selling

An approach that involves giving the customer free samples of the product is the:

In most situations,the involvement of technical experts on a sales team lengthens the selling cycle.

The step in the Presentation Plan involving recognizing closing cues and initiating closing methods is the:

It is vital to treat secretaries,assistants,and receptionists with respect because:

The step in the Presentation Plan involving anticipating buyer concerns and using the win-win method is the:

A well-rehearsed approach should be avoided because it will sound too impersonal.

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

Which is the first step in creating a presentation objective?

The referral approach is most likely effective because customers:

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

What are the steps in order of the six-step presentation plan?

A good way to get the prospect's attention would be to use the customer benefit approach.

Before the salesperson makes an approach,he or she needs to plan the:

CRM software can help salespeople plan better sales calls.

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