Question 1

The major purpose of the approach is to:

Accepted Answer

A)  quantify the prospect's interest in the product 
B)  encourage the prospect to buy your product 
C)  capture the prospect's full attention and build interest in the product 
D)  gather facts about the prospect's authority to buy your product 
E)  ensure that the prospect is a qualified lead 
A)  quantify the prospect's interest in the product 
B)  encourage the prospect to buy your product 
C)  capture the prospect's full attention and build interest in the product 
D)  gather facts about the prospect's authority to buy your product 
E)  ensure that the prospect is a qualified lead

Question 2

Which of the following statements is most likely true?

Accepted Answer

A)  Following a tight script will help facilitate a sale in consultative selling. 
B)  Team selling is effective when firms sell complex or customized products. 
C)  Salespeople should concentrate on a single objective for each sales call. 
D)  The salesperson should only meet with the decision maker. 
E)  A receptionist is most likely to be the true decision maker. 
A)  Following a tight script will help facilitate a sale in consultative selling. 
B)  Team selling is effective when firms sell complex or customized products. 
C)  Salespeople should concentrate on a single objective for each sales call. 
D)  The salesperson should only meet with the decision maker. 
E)  A receptionist is most likely to be the true decision maker.

Question 3

The transition from the preapproach to the approach is sometimes blocked by sales call reluctance.

Accepted Answer

A) True 
 B)False

Question 4

Preparing presale objectives,developing a presale presentation plan,and providing outstanding customer service are the three parts of:

Accepted Answer

A)  the customer alliance 
B)  the presale approach 
C)  the presentation plan 
D)  the presentation strategy 
E)  the follow up 
A)  the customer alliance 
B)  the presale approach 
C)  the presentation plan 
D)  the presentation strategy 
E)  the follow up

Question 5

Multi-call sales presentations are common in many areas,but not in the retail field.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is an effective suggestion for dealing with sales call reluctance?

Accepted Answer

A)  Try to avoid feeling anxious about the initial contact because anxiety is abnormal. 
B)  Do not anticipate success because you may become overconfident. 
C)  Avoid the loss of spontaneity that comes with a well-rehearsed approach. 
D)  Develop a deeper commitment to your goals. 
E)  Employ the premium approach method. 
A)  Try to avoid feeling anxious about the initial contact because anxiety is abnormal. 
B)  Do not anticipate success because you may become overconfident. 
C)  Avoid the loss of spontaneity that comes with a well-rehearsed approach. 
D)  Develop a deeper commitment to your goals. 
E)  Employ the premium approach method.

Question 7

The six parts of the presale presentation plan checklist represent new additions to the sales training literature.

Accepted Answer

A) True 
 B)False

The major purpose of the approach is to:

Which of the following statements is most likely true?

The transition from the preapproach to the approach is sometimes blocked by sales call reluctance.

Preparing presale objectives,developing a presale presentation plan,and providing outstanding customer service are the three parts of:

Multi-call sales presentations are common in many areas,but not in the retail field.

Which of the following is an effective suggestion for dealing with sales call reluctance?

The six parts of the presale presentation plan checklist represent new additions to the sales training literature.

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 major purpose of the approach is to:

Which of the following statements is most likely true?

The transition from the preapproach to the approach is sometimes blocked by sales call reluctance.

Preparing presale objectives,developing a presale presentation plan,and providing outstanding customer service are the three parts of:

Multi-call sales presentations are common in many areas,but not in the retail field.

Which of the following is an effective suggestion for dealing with sales call reluctance?

The six parts of the presale presentation plan checklist represent new additions to the sales training literature.

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