Question 1

Confirmation questions are most likely intended to reveal:

Accepted Answer

A) mutual understanding 
B) pain and implications 
C) problems and situations 
D) negotiation capabilities 
E) pleasure satisfaction 
A) mutual understanding 
B) pain and implications 
C) problems and situations 
D) negotiation capabilities 
E) pleasure satisfaction

Question 2

Which of the following is the last part of the Consultative Sales Presentation Guide?

Accepted Answer

A) selection of the solution 
B) servicing the sale 
C) need satisfaction 
D) need discovery 
E) strategic planning 
A) selection of the solution 
B) servicing the sale 
C) need satisfaction 
D) need discovery 
E) strategic planning

Question 3

Nordic Fox Heavy Equipment imports heavy machinery used in regions of Europe and North America where heavy snowfall is an issue.This machinery is used by municipalities to clear roads during snowstorms.John Alexander is the senior regional sales manager for New England.
John goes into a meeting with the sanitation director of a large city that got slammed by a snowstorm a month previously.During the cleanup,operators of the city's plows destroyed a significant amount of city and personal property,which triggered public inquiry into the competence of the sanitation staff and director.
-Of the following,what is the first thing John should do after hearing about the recent situation?

Accepted Answer

A) Choose equipment for the city that will solve the sanitation director's problem. 
B) Ask questions to find out what the sanitation director's needs are. 
C) Persuade the sanitation director to purchase the equipment. 
D) Confirm the sale with the sanitation director. 
E) Create value for the sanitation director by servicing the sale. 
A) Choose equipment for the city that will solve the sanitation director's problem. 
B) Ask questions to find out what the sanitation director's needs are. 
C) Persuade the sanitation director to purchase the equipment. 
D) Confirm the sale with the sanitation director. 
E) Create value for the sanitation director by servicing the sale.

Question 4

According to the Action Selling training course,the key to sales success is:

Accepted Answer

A) telling customers about product benefits 
B) asking customers effective questions 
C) closing deals with customers 
D) providing adequate reasoning 
E) making many sales calls 
A) telling customers about product benefits 
B) asking customers effective questions 
C) closing deals with customers 
D) providing adequate reasoning 
E) making many sales calls

Question 5

In a single sales call or a multi-call situation,the salesperson should always plan to go through all four parts of the Consultative Sales Presentation Guide during the initial contact.

Accepted Answer

A) True 
 B)False

Question 6

Nordic Fox Heavy Equipment imports heavy machinery used in regions of Europe and North America where heavy snowfall is an issue.This machinery is used by municipalities to clear roads during snowstorms.John Alexander is the senior regional sales manager for New England.
John goes into a meeting with the sanitation director of a large city that got slammed by a snowstorm a month previously.During the cleanup,operators of the city's plows destroyed a significant amount of city and personal property,which triggered public inquiry into the competence of the sanitation staff and director.
-Based on what John learns during the discussion,John realizes that the director has some unique equipment needs that may involve developing a custom machine.John will most likely need to:

Accepted Answer

A) ask more closed questions 
B) recommend a competing product 
C) develop a complex sales package 
D) use persuasive communication skills 
E) engage in product configuration 
A) ask more closed questions 
B) recommend a competing product 
C) develop a complex sales package 
D) use persuasive communication skills 
E) engage in product configuration

Question 7

A well-prepared salesperson will not find it necessary to recommend that a prospect purchase a product from another source.

Accepted Answer

A) True 
 B)False

Confirmation questions are most likely intended to reveal:

Which of the following is the last part of the Consultative Sales Presentation Guide?

According to the Action Selling training course,the key to sales success is:

In a single sales call or a multi-call situation,the salesperson should always plan to go through all four parts of the Consultative Sales Presentation Guide during the initial contact.

A well-prepared salesperson will not find it necessary to recommend that a prospect purchase a product from another source.

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

Approaching the Customer With Adaptive Selling

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 11: Determining Customer Needs With a Consultative Questioning Strategy

Confirmation questions are most likely intended to reveal:

Which of the following is the last part of the Consultative Sales Presentation Guide?

According to the Action Selling training course,the key to sales success is:

In a single sales call or a multi-call situation,the salesperson should always plan to go through all four parts of the Consultative Sales Presentation Guide during the initial contact.

A well-prepared salesperson will not find it necessary to recommend that a prospect purchase a product from another source.

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

Approaching the Customer With Adaptive Selling

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