Exam 10: Approaching the Customer With Adaptive Selling

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?

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

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

CRM software can help salespeople plan better sales calls.

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?

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:

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

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

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?

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?

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

Which of the following statements is most likely true?

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

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:

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

The referral approach is most likely effective because customers:

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

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

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

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