Question 1

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

Accepted Answer

preapproac

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

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 4

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?

Accepted Answer

A) Clarify the objectives for the presentation using their company's standard form. 
B) Anticipate the prospect's needs based on the financial data gathered through public records. 
C) Search the CRM system for information on purchase records of similarly-sized clients. 
D) Find the correct format and graphics for the physical PowerPoint presentation. 
E) List all the features of the equipment they offer in a way that's easy for the prospect to read. 
A) Clarify the objectives for the presentation using their company's standard form. 
B) Anticipate the prospect's needs based on the financial data gathered through public records. 
C) Search the CRM system for information on purchase records of similarly-sized clients. 
D) Find the correct format and graphics for the physical PowerPoint presentation. 
E) List all the features of the equipment they offer in a way that's easy for the prospect to read.

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

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 7

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 8

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

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

The answer of ________,not to be confused with telemarketing,includes many...

Question 12

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

Accepted Answer

A) "Would you be interested in a security system that is currently used by most major banks in America?" 
B) "Tammy Williams,buyer for the Mayfield Company,has been very pleased with our line of drapes and suggested I arrange to show you our products." 
C) "I am anxious to show you our newest copy machine." 
D) "I want to study your traffic patterns to be sure that our product meets your needs." 
E) "Please accept this sample of our floor cleanser." 
A) "Would you be interested in a security system that is currently used by most major banks in America?" 
B) "Tammy Williams,buyer for the Mayfield Company,has been very pleased with our line of drapes and suggested I arrange to show you our products." 
C) "I am anxious to show you our newest copy machine." 
D) "I want to study your traffic patterns to be sure that our product meets your needs." 
E) "Please accept this sample of our floor cleanser."

Question 13

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 14

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 15

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

Accepted Answer

The answer of Approach,needs identification,presentation,negotiation,close,and servicing the sale are steps...

Question 16

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 17

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?

Accepted Answer

A) developed trust and presented solutions 
B) established rapport and asked basic needs discovery questions 
C) asked basic needs discovery questions and negotiated pricing 
D) negotiated pricing and closed the sale 
E) closed the sale and agreed on shipping terms 
A) developed trust and presented solutions 
B) established rapport and asked basic needs discovery questions 
C) asked basic needs discovery questions and negotiated pricing 
D) negotiated pricing and closed the sale 
E) closed the sale and agreed on shipping terms

Question 18

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

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 19

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 20

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?

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

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

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

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?

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

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

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

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

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

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

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

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

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?

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

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

Which is the first step in creating a presentation objective?

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

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

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

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

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

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

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?

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

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

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

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

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

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

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

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

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?

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

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

Which is the first step in creating a presentation objective?

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

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

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 .