Question 1

A good way to get the prospect's attention would be to use the customer benefit approach.

Accepted Answer

A) True 
 B)False  True

Question 2

Research studies indicate that the referral approach is effective because:

Accepted Answer

A) customers don't want to take the time to really get to know sales reps. 
B) customers know that the viewpoint of a third party is always accurate. 
C) customers always respect the opinions of a third party. 
D) customers will be far more impressed with your good points if they are presented by a third party rather than by you. 
E) customers seldom trust a salesperson,but do trust a third party. 
A) customers don't want to take the time to really get to know sales reps. 
B) customers know that the viewpoint of a third party is always accurate. 
C) customers always respect the opinions of a third party. 
D) customers will be far more impressed with your good points if they are presented by a third party rather than by you. 
E) customers seldom trust a salesperson,but do trust a third party. D

Question 3

A good strategy for building relationship with prospects would be to:

Accepted Answer

A) understand what their buying motives are. 
B) give them an expensive gift. 
C) qualify them before approaching them. 
D) research who their competitors are. 
E) search for mutual acquaintances or interests. 
A) understand what their buying motives are. 
B) give them an expensive gift. 
C) qualify them before approaching them. 
D) research who their competitors are. 
E) search for mutual acquaintances or interests. E

Question 4

Raj is developing a presentation strategy.He includes developing the presale presentation plan,renewing his commitment to providing outstanding customer service,and:

Accepted Answer

A) inquiring about referrals. 
B) overhead design procedures. 
C) preplanning activities. 
D) managing sales call reluctance. 
E) establishing objectives for the sales presentation. 
A) inquiring about referrals. 
B) overhead design procedures. 
C) preplanning activities. 
D) managing sales call reluctance. 
E) establishing objectives for the sales presentation.

Question 5

Having an action objective makes the sales presentation more focused.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) make your sales calls early in the day when you have more energy and enthusiasm 
B) avoid the loss of spontaneity that often comes with a well-rehearsed approach 
C) get therapy to over come sales call reluctance 
D) do not anticipate success because you may become overconfident 
E) recognize that it is normal to feel anxious about the initial contact 
A) make your sales calls early in the day when you have more energy and enthusiasm 
B) avoid the loss of spontaneity that often comes with a well-rehearsed approach 
C) get therapy to over come sales call reluctance 
D) do not anticipate success because you may become overconfident 
E) recognize that it is normal to feel anxious about the initial contact

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

Marvin Hill represents a company that sells industrial solvents used in certain manufacturing processes.Tomorrow,he will visit an established manufacturing company for the first time.An appropriate objective of this sales call could be to:

Accepted Answer

A) ask them for a referral. 
B) learn as much as possible about the structure and culture of the organization. 
C) close the sale. 
D) over come objections that may arise during the meeting. 
E) provide after-sales service. 
A) ask them for a referral. 
B) learn as much as possible about the structure and culture of the organization. 
C) close the sale. 
D) over come objections that may arise during the meeting. 
E) provide after-sales service.

Question 9

Stephen's most preferred approach is the referral approach.He likes this method because:

Accepted Answer

A) it gets the prospect's attention. 
B) prospects are impressed with you if presented by a third party. 
C) customers almost always answer a referral. 
D) a salesperson should always refer to a substantial benefit. 
E) it is the easiest way to approach a customer. 
A) it gets the prospect's attention. 
B) prospects are impressed with you if presented by a third party. 
C) customers almost always answer a referral. 
D) a salesperson should always refer to a substantial benefit. 
E) it is the easiest way to approach a customer.

Question 10

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

Accepted Answer

A) prepare a presale presentation plan needed to meet objectives 
B) build a strong prospect base 
C) project a positive sales image 
D) assume a role of mentor and associate 
E) become a product expert 
A) prepare a presale presentation plan needed to meet objectives 
B) build a strong prospect base 
C) project a positive sales image 
D) assume a role of mentor and associate 
E) become a product expert

Question 11

In today's dynamic sales presentations,the correct order for strategies is:

Accepted Answer

A) customer,presentation,relationship strategy in this order 
B) presentation,customer,relationship strategy in this order 
C) relationship,presentation,customer strategy in this order 
D) relationship,presentation,customer strategy happening before the presentation strategy. 
E) presentation,relationship,customer strategy in this order 
A) customer,presentation,relationship strategy in this order 
B) presentation,customer,relationship strategy in this order 
C) relationship,presentation,customer strategy in this order 
D) relationship,presentation,customer strategy happening before the presentation strategy. 
E) presentation,relationship,customer strategy in this order

Question 12

Which of the following statements is false?

Accepted Answer

A) Increasingly,there are more decision makers involved in selling situations. 
B) The inflexible canned sales presentation violates the major tenets of consultative selling. 
C) Salespeople should concentrate on a single objective for each sales call. 
D) Multi-call sales presentations are common in complex sales. 
E) Some sales presentations require a team approach. 
A) Increasingly,there are more decision makers involved in selling situations. 
B) The inflexible canned sales presentation violates the major tenets of consultative selling. 
C) Salespeople should concentrate on a single objective for each sales call. 
D) Multi-call sales presentations are common in complex sales. 
E) Some sales presentations require a team approach.

Question 13

The fear of making initial contact with the prospect is called:

Accepted Answer

A) sales anxiety disorder. 
B) communication anxiety disorder. 
C) communication bias syndrome. 
D) social anxiety disorder. 
E) sales call reluctance. 
A) sales anxiety disorder. 
B) communication anxiety disorder. 
C) communication bias syndrome. 
D) social anxiety disorder. 
E) sales call reluctance.

Question 14

Every sales call should have an action objective.

Accepted Answer

A) True 
 B)False

Question 15

List some of the techniques used to convert a prospect's attention from a social contact to a business presentation?

Accepted Answer

a.Product demonstration approa

Question 16

A complex selling situation often requires a:

Accepted Answer

A) one-person presentation. 
B) reminder presentation. 
C) high involved presentation. 
D) persuasive presentation. 
E) team presentation. 
A) one-person presentation. 
B) reminder presentation. 
C) high involved presentation. 
D) persuasive presentation. 
E) team presentation.

Question 17

Closing the sale over several calls is often referred to as:

Accepted Answer

A) Levitt method selling. 
B) Ferris wheel selling. 
C) Hopper selling. 
D) Learning International selling. 
E) Multicall sales presentations. 
A) Levitt method selling. 
B) Ferris wheel selling. 
C) Hopper selling. 
D) Learning International selling. 
E) Multicall sales presentations.

Question 18

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

Accepted Answer

a.Approach: Prepare an effective approac

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

The answer of When you use the _______ approach,your opening...

A good way to get the prospect's attention would be to use the customer benefit approach.

Research studies indicate that the referral approach is effective because:

A good strategy for building relationship with prospects would be to:

Raj is developing a presentation strategy.He includes developing the presale presentation plan,renewing his commitment to providing outstanding customer service,and:

Having an action objective makes the sales presentation more focused.

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

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

Marvin Hill represents a company that sells industrial solvents used in certain manufacturing processes.Tomorrow,he will visit an established manufacturing company for the first time.An appropriate objective of this sales call could be to:

Stephen's most preferred approach is the referral approach.He likes this method because:

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

In today's dynamic sales presentations,the correct order for strategies is:

Which of the following statements is false?

The fear of making initial contact with the prospect is called:

Every sales call should have an action objective.

List some of the techniques used to convert a prospect's attention from a social contact to a business presentation?

A complex selling situation often requires a:

Closing the sale over several calls is often referred to as:

List and explain the steps on 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.

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

A good way to get the prospect's attention would be to use the customer benefit approach.

Research studies indicate that the referral approach is effective because:

A good strategy for building relationship with prospects would be to:

Raj is developing a presentation strategy.He includes developing the presale presentation plan,renewing his commitment to providing outstanding customer service,and:

Having an action objective makes the sales presentation more focused.

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

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

Marvin Hill represents a company that sells industrial solvents used in certain manufacturing processes.Tomorrow,he will visit an established manufacturing company for the first time.An appropriate objective of this sales call could be to:

Stephen's most preferred approach is the referral approach.He likes this method because:

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

In today's dynamic sales presentations,the correct order for strategies is:

Which of the following statements is false?

The fear of making initial contact with the prospect is called:

Every sales call should have an action objective.

List some of the techniques used to convert a prospect's attention from a social contact to a business presentation?

A complex selling situation often requires a:

Closing the sale over several calls is often referred to as:

List and explain the steps on 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.

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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