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. -A Web-Star salesperson is preparing a sales presentation for a British firm that is interested in purchasing Web conferencing software.What is the best advice for the salesperson?

List and explain the three prescriptions to developing a good presentation strategy.

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

"The certificate of deposit represents a safe investment,but you may want to examine some options that will give you a better return on your investment.Completion of our Financial Planning Profile questionnaire can help us identify investment options." These statements are most likely an example of a(n)________ approach.

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

An approach that gets the prospect thinking about a problem the salesperson can solve is the:

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:

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

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

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

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

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

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. -A Web-Star salesperson is giving a sales presentation to a buying committee.What should the Web-Star salesperson most likely do in this situation?

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

Team selling is ideally suited to organizations that sell complex and/or customized products and services.

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

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?

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

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

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