Question 1

The presentation strategy combines elements of the relationship,product and customer strategies.

Accepted Answer

A) True 
 B)False

Question 2

The goal of the social contact during the approach is to:

Accepted Answer

A) develop interest. 
B) understand buyer's needs. 
C) establish rapport and trust. 
D) understand buyer's communication style. 
E) get more comfortable for the presentation. 
A) develop interest. 
B) understand buyer's needs. 
C) establish rapport and trust. 
D) understand buyer's communication style. 
E) get more comfortable for the presentation.

Question 3

A tentative list of activities that will take place during the sales interview is called the Six-Step _______.

Accepted Answer

The answer of A tentative list of activities that will...

Question 4

The preapproach stage can be considered as the research stage before the actual presentation.

Accepted Answer

A) True 
 B)False

Question 5

"Hello Mr.Jones,I would like to achieve two objectives during this meeting with you",is an example of using the __________ approach of developing business contact.

Accepted Answer

A) goal-oriented 
B) action 
C) objective 
D) agenda 
E) question 
A) goal-oriented 
B) action 
C) objective 
D) agenda 
E) question

Question 6

The major purposes of the approach are to:

Accepted Answer

A) make social contact and build desire for your product. 
B) build rapport,capture the prospect's full attention and build interest in the product. 
C) encourage the prospect to buy your product and ask for referrals. 
D) gather facts about the prospect's authority to buy your product and configure a solution. 
E) gather information on the prospect's needs and find out if you need to bring in others on your selling team. 
A) make social contact and build desire for your product. 
B) build rapport,capture the prospect's full attention and build interest in the product. 
C) encourage the prospect to buy your product and ask for referrals. 
D) gather facts about the prospect's authority to buy your product and configure a solution. 
E) gather information on the prospect's needs and find out if you need to bring in others on your selling team.

Question 7

The length of time devoted to the social contact depends on:

Accepted Answer

A) whether you are feeling sales call reluctance. 
B) whether the buyer is serious about buying. 
C) whether or not you like the buyer. 
D) the type of product or service sold. 
E) whether conversion has happened. 
A) whether you are feeling sales call reluctance. 
B) whether the buyer is serious about buying. 
C) whether or not you like the buyer. 
D) the type of product or service sold. 
E) whether conversion has happened.

Question 8

"Mrs.Gupta,let me show you how our new paper shredder MX.420 works",is an example of:

Accepted Answer

A) the customer benefit approach. 
B) the question approach. 
C) the referral approach. 
D) the survey approach. 
E) the product demonstration approach. 
A) the customer benefit approach. 
B) the question approach. 
C) the referral approach. 
D) the survey approach. 
E) the product demonstration approach.

Question 9

"I will commit the buyer to disclose his dominant buying motives in this sales visit",is an example of developing a __________.

Accepted Answer

A) sales call objective 
B) customer action plan 
C) pre-approach plan 
D) presentation plan 
E) action objective 
A) sales call objective 
B) customer action plan 
C) pre-approach plan 
D) presentation plan 
E) action objective

Question 10

When Jason makes a transition from preapproach to approach,the sales call may be blocked by sales call reluctance.If this manifests itself as a fear it is a problem shared by:

Accepted Answer

A) order getters. 
B) rookies and veterans. 
C) organizational buyers. 
D) missionary salespeople. 
E) order takers. 
A) order getters. 
B) rookies and veterans. 
C) organizational buyers. 
D) missionary salespeople. 
E) order takers.

Question 11

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

Accepted Answer

a.Establish objectives for the presentat

Question 12

"Mrs.Smith,will your company be buying some computers this year?".This is an example of a customer benefit approach.

Accepted Answer

A) True 
 B)False

Question 13

Telesales includes many of the same elements as traditional sales.

Accepted Answer

A) True 
 B)False

Question 14

"Ms.Kim,the product I am offering you will be able to reduce your electricity bill by 5% a year",is an example of:

Accepted Answer

A) the agenda approach. 
B) the customer benefit approach. 
C) the problem-solving approach. 
D) the objective approach. 
E) the action plan approach. 
A) the agenda approach. 
B) the customer benefit approach. 
C) the problem-solving approach. 
D) the objective approach. 
E) the action plan approach.

Question 15

The first stage of a multi-call sales presentation is an "investigation" stage.

Accepted Answer

A) True 
 B)False

Question 16

Silent team members of a buying centre has the least influence on the buying decision.

Accepted Answer

A) True 
 B)False

Question 17

Ramona realizes the most important factor of dealing with a buying team is:

Accepted Answer

A) winning the business at all costs. 
B) determining the various buying influences. 
C) winning the business with a good profit margin. 
D) having a good presentation. 
E) being persuasive. 
A) winning the business at all costs. 
B) determining the various buying influences. 
C) winning the business with a good profit margin. 
D) having a good presentation. 
E) being persuasive.

Question 18

To avoid confusing the prospect,it is recommended that sales personnel not use combination approaches.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

How does precall planning add value to the sales process?

Accepted Answer

Precall planning ensures the presentatio

The presentation strategy combines elements of the relationship,product and customer strategies.

The goal of the social contact during the approach is to:

A tentative list of activities that will take place during the sales interview is called the Six-Step _______.

The preapproach stage can be considered as the research stage before the actual presentation.

"Hello Mr.Jones,I would like to achieve two objectives during this meeting with you",is an example of using the __________ approach of developing business contact.

The major purposes of the approach are to:

The length of time devoted to the social contact depends on:

"Mrs.Gupta,let me show you how our new paper shredder MX.420 works",is an example of:

"I will commit the buyer to disclose his dominant buying motives in this sales visit",is an example of developing a __________.

When Jason makes a transition from preapproach to approach,the sales call may be blocked by sales call reluctance.If this manifests itself as a fear it is a problem shared by:

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

"Mrs.Smith,will your company be buying some computers this year?".This is an example of a customer benefit approach.

Telesales includes many of the same elements as traditional sales.

"Ms.Kim,the product I am offering you will be able to reduce your electricity bill by 5% a year",is an example of:

The first stage of a multi-call sales presentation is an "investigation" stage.

Silent team members of a buying centre has the least influence on the buying decision.

Ramona realizes the most important factor of dealing with a buying team is:

To avoid confusing the prospect,it is recommended that sales personnel not use combination approaches.

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

How does precall planning add value to the sales process?

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

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Exam 10: Approaching the Customer With Adaptive Selling

The presentation strategy combines elements of the relationship,product and customer strategies.

The goal of the social contact during the approach is to:

A tentative list of activities that will take place during the sales interview is called the Six-Step _______.

The preapproach stage can be considered as the research stage before the actual presentation.

"Hello Mr.Jones,I would like to achieve two objectives during this meeting with you",is an example of using the __________ approach of developing business contact.

The major purposes of the approach are to:

The length of time devoted to the social contact depends on:

"Mrs.Gupta,let me show you how our new paper shredder MX.420 works",is an example of:

"I will commit the buyer to disclose his dominant buying motives in this sales visit",is an example of developing a __________.

When Jason makes a transition from preapproach to approach,the sales call may be blocked by sales call reluctance.If this manifests itself as a fear it is a problem shared by:

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

"Mrs.Smith,will your company be buying some computers this year?".This is an example of a customer benefit approach.

Telesales includes many of the same elements as traditional sales.

"Ms.Kim,the product I am offering you will be able to reduce your electricity bill by 5% a year",is an example of:

The first stage of a multi-call sales presentation is an "investigation" stage.

Silent team members of a buying centre has the least influence on the buying decision.

Ramona realizes the most important factor of dealing with a buying team is:

To avoid confusing the prospect,it is recommended that sales personnel not use combination approaches.

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

How does precall planning add value to the sales process?

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