Question 1

The three objectives of the approach stage are to build rapport with the prospect,capture the prospect's attention,and _________.

Accepted Answer

A) generate interest in you,the salesperson. 
B) demonstrate the product 
C) generate interest in the company. 
D) close the sale. 
E) generate interest in your product. 
A) generate interest in you,the salesperson. 
B) demonstrate the product 
C) generate interest in the company. 
D) close the sale. 
E) generate interest in your product.

Question 2

Converting a prospect's attention from social contact to business proposal is an important part of the approach.

Accepted Answer

A) True 
 B)False

Question 3

The presentation strategy includes elements from the relationship,product and __________ strategies.

Accepted Answer

A) competitor 
B) customer 
C) sales 
D) positioning 
E) marketing 
A) competitor 
B) customer 
C) sales 
D) positioning 
E) marketing

Question 4

Helena finds the approach very important.She wants to satisfy three main objectives.First,is to build rapport with the customer; second,is to capture the prospect's full attention; and third,is to:

Accepted Answer

A) change the customer's behaviour. 
B) ask for a referral. 
C) involve the prospect in a sales demonstration. 
D) close more sales. 
E) make a transition to the need discovery stage of the sales presentation. 
A) change the customer's behaviour. 
B) ask for a referral. 
C) involve the prospect in a sales demonstration. 
D) close more sales. 
E) make a transition to the need discovery stage of the sales presentation.

Question 5

Mitch often considers what factor(s)when setting presentation objectives?

Accepted Answer

A) what is the buyer's communication style 
B) does he like the buyer or not 
C) is he experiencing sales call reluctance 
D) has the buyer been qualified 
E) how familiar the prospect is with the product 
A) what is the buyer's communication style 
B) does he like the buyer or not 
C) is he experiencing sales call reluctance 
D) has the buyer been qualified 
E) how familiar the prospect is with the product

Question 6

High performance salespeople find it is more important to connect with new prospects than to keep in touch with established customers.

Accepted Answer

A) True 
 B)False

Question 7

When a customer's decision-making process is guided by a team,the seller is likely to use a ________ approach.

Accepted Answer

A) communication-style flexing 
B) pre-call planning 
C) consultative-selling 
D) team-selling 
E) multi-call sales presentation 
A) communication-style flexing 
B) pre-call planning 
C) consultative-selling 
D) team-selling 
E) multi-call sales presentation

Question 8

An important reason for applying the team approach in selling is:

Accepted Answer

A) to assist order takers dealing with new prospects. 
B) to be able to deal with various buying centre members. 
C) to provide more pressure and persuasion to the prospect. 
D) to bolster new salespeople's confidence and provide moral support. 
E) to improve the need identification process and to better identify the solution to customer's buying problem. 
A) to assist order takers dealing with new prospects. 
B) to be able to deal with various buying centre members. 
C) to provide more pressure and persuasion to the prospect. 
D) to bolster new salespeople's confidence and provide moral support. 
E) to improve the need identification process and to better identify the solution to customer's buying problem.

Question 9

_______ can be one of the causes of sales call reluctance.

Accepted Answer

Fear of ta

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

Sales call reluctance can be a problem for both sales rookies and experienced salespeople.

Accepted Answer

A) True 
 B)False

Question 12

Organizations which sell complex products and the buying decision may be made by several people may require __________.

Accepted Answer

A) team selling 
B) consultative selling 
C) partnership selling 
D) strategic selling 
E) relationship selling 
A) team selling 
B) consultative selling 
C) partnership selling 
D) strategic selling 
E) relationship selling

Question 13

Tara is developing a presentation strategy.She includes establishing objectives for the sales presentation,providing outstanding customer service,and:

Accepted Answer

A) developing a prospect base. 
B) preplanning activities. 
C) overhead design procedures. 
D) enquiring about referrals. 
E) developing the presale presentation plan. 
A) developing a prospect base. 
B) preplanning activities. 
C) overhead design procedures. 
D) enquiring about referrals. 
E) developing the presale presentation plan.

Question 14

Changing selling strategies to suite the unique needs,wants and concerns of each customer is called:

Accepted Answer

A) adaptive selling. 
B) suggestion selling. 
C) personal selling. 
D) team selling. 
E) responsive selling. 
A) adaptive selling. 
B) suggestion selling. 
C) personal selling. 
D) team selling. 
E) responsive selling.

Question 15

The telephone contact is effective to set the stage for the business contact but not for the social contact.

Accepted Answer

A) True 
 B)False

Question 16

"Ms.French,my name is Melanie Cunningham,and I represent the Smiling Dog Studios.We specialize in pet photography.Your name was suggested to us by Mrs.Kalon who is a regular customer of ours" is an example of:

Accepted Answer

A) survey approach. 
B) question approach. 
C) referral approach. 
D) agenda approach. 
E) combination approach. 
A) survey approach. 
B) question approach. 
C) referral approach. 
D) agenda approach. 
E) combination approach.

Question 17

Denise understands that an effective sales demonstration:

Accepted Answer

A) will close more business. 
B) helps build customer relationships. 
C) helps speed up the sales cycle. 
D) is actually not often necessary. 
E) helps verify parts of the sales presentation. 
A) will close more business. 
B) helps build customer relationships. 
C) helps speed up the sales cycle. 
D) is actually not often necessary. 
E) helps verify parts of the sales presentation.

Question 18

It is unethical to give free samples to customers at the product demonstration approach stage because it may be interpreted as bribery.

Accepted Answer

A) True 
 B)False

Question 19

The objective of the Approach is to:

Accepted Answer

A) capture prospect's attention and generate interest in a prospect. 
B) close the sale. 
C) negotiate any concerns the prospect may have. 
D) demonstrate the product to the prospect. 
E) qualify the prospect. 
A) capture prospect's attention and generate interest in a prospect. 
B) close the sale. 
C) negotiate any concerns the prospect may have. 
D) demonstrate the product to the prospect. 
E) qualify the prospect.

Question 20

The statements,"Guaranteed insurance certificates represent 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." are examples of:

Accepted Answer

A) the product attribute approach. 
B) the survey approach. 
C) the question approach. 
D) a comment on here-and-now observation approach. 
E) the combination approach. 
A) the product attribute approach. 
B) the survey approach. 
C) the question approach. 
D) a comment on here-and-now observation approach. 
E) the combination approach.

The three objectives of the approach stage are to build rapport with the prospect,capture the prospect's attention,and _________.

Converting a prospect's attention from social contact to business proposal is an important part of the approach.

The presentation strategy includes elements from the relationship,product and __________ strategies.

Helena finds the approach very important.She wants to satisfy three main objectives.First,is to build rapport with the customer; second,is to capture the prospect's full attention; and third,is to:

Mitch often considers what factor(s)when setting presentation objectives?

High performance salespeople find it is more important to connect with new prospects than to keep in touch with established customers.

When a customer's decision-making process is guided by a team,the seller is likely to use a ________ approach.

An important reason for applying the team approach in selling is:

_______ can be one of the causes of sales call reluctance.

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

Sales call reluctance can be a problem for both sales rookies and experienced salespeople.

Organizations which sell complex products and the buying decision may be made by several people may require __________.

Tara is developing a presentation strategy.She includes establishing objectives for the sales presentation,providing outstanding customer service,and:

Changing selling strategies to suite the unique needs,wants and concerns of each customer is called:

The telephone contact is effective to set the stage for the business contact but not for the social contact.

"Ms.French,my name is Melanie Cunningham,and I represent the Smiling Dog Studios.We specialize in pet photography.Your name was suggested to us by Mrs.Kalon who is a regular customer of ours" is an example of:

Denise understands that an effective sales demonstration:

It is unethical to give free samples to customers at the product demonstration approach stage because it may be interpreted as bribery.

The objective of the Approach is to:

The statements,"Guaranteed insurance certificates represent 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." are examples of:

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

The three objectives of the approach stage are to build rapport with the prospect,capture the prospect's attention,and _________.

Converting a prospect's attention from social contact to business proposal is an important part of the approach.

The presentation strategy includes elements from the relationship,product and __________ strategies.

Helena finds the approach very important.She wants to satisfy three main objectives.First,is to build rapport with the customer; second,is to capture the prospect's full attention; and third,is to:

Mitch often considers what factor(s)when setting presentation objectives?

High performance salespeople find it is more important to connect with new prospects than to keep in touch with established customers.

When a customer's decision-making process is guided by a team,the seller is likely to use a ________ approach.

An important reason for applying the team approach in selling is:

_______ can be one of the causes of sales call reluctance.

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

Sales call reluctance can be a problem for both sales rookies and experienced salespeople.

Organizations which sell complex products and the buying decision may be made by several people may require __________.

Tara is developing a presentation strategy.She includes establishing objectives for the sales presentation,providing outstanding customer service,and:

Changing selling strategies to suite the unique needs,wants and concerns of each customer is called:

The telephone contact is effective to set the stage for the business contact but not for the social contact.

"Ms.French,my name is Melanie Cunningham,and I represent the Smiling Dog Studios.We specialize in pet photography.Your name was suggested to us by Mrs.Kalon who is a regular customer of ours" is an example of:

Denise understands that an effective sales demonstration:

It is unethical to give free samples to customers at the product demonstration approach stage because it may be interpreted as bribery.

The objective of the Approach is to:

The statements,"Guaranteed insurance certificates represent 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." are examples of:

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