Question 1

A strategic/consultative sales presentation should be:

Accepted Answer

A) canned. 
B) highly structured. 
C) systematic. 
D) customized. 
E) off the cuff. 
A) canned. 
B) highly structured. 
C) systematic. 
D) customized. 
E) off the cuff.

Question 2

The statement,"This track lighting system will improve the looks of your room as well as add value to your home," is an example of a ________ approach.

Accepted Answer

A) product 
B) benefit 
C) combination 
D) survey 
E) product attribute 
A) product 
B) benefit 
C) combination 
D) survey 
E) product attribute

Question 3

Sarina sets more than one sales call objective because:

Accepted Answer

A) she is indecisive. 
B) all facets of the relationship can be accounted for. 
C) she is guaranteed to accomplish something. 
D) she wishes to reduce her fear of failure. 
E) with so many factors needing attention,one objective is not enough. 
A) she is indecisive. 
B) all facets of the relationship can be accounted for. 
C) she is guaranteed to accomplish something. 
D) she wishes to reduce her fear of failure. 
E) with so many factors needing attention,one objective is not enough.

Question 4

Multi-call presentations have become more common in retail selling.

Accepted Answer

A) True 
 B)False

Question 5

It is difficult to approach customers directly without having a third-party to bridge the relationship gap in relation-oriented countries such as the USA and UK.

Accepted Answer

A) True 
 B)False

Question 6

Lesley understands that an effective sales demonstration:

Accepted Answer

A) is actually not often necessary. 
B) provides the customer with a better understanding of product benefits. 
C) helps speed up the sales cycle. 
D) helps build customer relationships. 
E) will close more business. 
A) is actually not often necessary. 
B) provides the customer with a better understanding of product benefits. 
C) helps speed up the sales cycle. 
D) helps build customer relationships. 
E) will close more business.

Question 7

The three key objectives of the approach stage of the sales presentation are:

Accepted Answer

A) to understand customer's communication style,build rapport and discuss business. 
B) capture attention,develop interest,and build desire for products. 
C) establish referent power,reward power,and expert power. 
D) establish credibility,trust,and expert power with the customer. 
E) build rapport,capture customer's attention,and transition to need discovery. 
A) to understand customer's communication style,build rapport and discuss business. 
B) capture attention,develop interest,and build desire for products. 
C) establish referent power,reward power,and expert power. 
D) establish credibility,trust,and expert power with the customer. 
E) build rapport,capture customer's attention,and transition to need discovery.

Question 8

An effective strategy to convert buyer's attention to interest would be by:

Accepted Answer

A) complimenting the buyer. 
B) searching for mutual acquaintances and interests. 
C) engaging in small-talk with the buyer. 
D) making "here and now" observations. 
E) focusing on the buyer's dominant buying motives. 
A) complimenting the buyer. 
B) searching for mutual acquaintances and interests. 
C) engaging in small-talk with the buyer. 
D) making "here and now" observations. 
E) focusing on the buyer's dominant buying motives.

Question 9

"Dr.Tahoma,here are some samples for you to offer to your patients",is an example of the __________.

Accepted Answer

A) customer benefit approach 
B) premium approach 
C) agenda approach 
D) trial approach 
E) concession approach 
A) customer benefit approach 
B) premium approach 
C) agenda approach 
D) trial approach 
E) concession approach

Question 10

A _______ is one who will influence the buying decision,but does not attend the presentation.

Accepted Answer

The answer of A _______ is one who will influence...

Question 11

Which of the following statements indicates the salesperson is using the "survey" approach?

Accepted Answer

A) "I would like to learn about your traffic patterns to be sure our product meets your needs." 
B) "We have the lowest price in town." 
C) "Would you be interested in a security system that is currently used by most major financial institutions in Canada?" 
D) "Tammy Williams,buyer for the Mayfield Company,has been very pleased with our line of drapes and suggested I arrange to show you our products." 
E) "I am anxious to show you our newest copy machine." 
A) "I would like to learn about your traffic patterns to be sure our product meets your needs." 
B) "We have the lowest price in town." 
C) "Would you be interested in a security system that is currently used by most major financial institutions in Canada?" 
D) "Tammy Williams,buyer for the Mayfield Company,has been very pleased with our line of drapes and suggested I arrange to show you our products." 
E) "I am anxious to show you our newest copy machine."

Question 12

The amount of time devoted to the social contact:

Accepted Answer

A) should never exceed five minutes. 
B) is often overlooked. 
C) is seldom an issue in personal selling. 
D) will depend on the time of day. 
E) will depend on how busy the prospect appears to be. 
A) should never exceed five minutes. 
B) is often overlooked. 
C) is seldom an issue in personal selling. 
D) will depend on the time of day. 
E) will depend on how busy the prospect appears to be.

Question 13

The purpose of developing social contact is to:

Accepted Answer

A) get customer's involvement in the presentation. 
B) develop customer's interest. 
C) get customer's attention. 
D) put the customer at ease. 
E) create desire for the product. 
A) get customer's involvement in the presentation. 
B) develop customer's interest. 
C) get customer's attention. 
D) put the customer at ease. 
E) create desire for the product.

Question 14

The six-step presentation plan includes which of the following steps:

Accepted Answer

A) approaching,need discover,presentation,negotiating,closing,and servicing 
B) initial contact,customer fitting,presentation,negotiating,closing,and servicing 
C) custom fitting,presentation,demonstration,negotiating,communicating,and closing 
D) initial contact,presenting,demonstrating,negotiating,closing,and servicing 
E) initial contact,presentation,demonstration,communication,closing,and servicing 
A) approaching,need discover,presentation,negotiating,closing,and servicing 
B) initial contact,customer fitting,presentation,negotiating,closing,and servicing 
C) custom fitting,presentation,demonstration,negotiating,communicating,and closing 
D) initial contact,presenting,demonstrating,negotiating,closing,and servicing 
E) initial contact,presentation,demonstration,communication,closing,and servicing

Question 15

Salespeople should not comment on personal items in a prospect's office.

Accepted Answer

A) True 
 B)False

Question 16

Industries where products are complex and the buying decisions are made by several people will require:

Accepted Answer

A) strategic selling. 
B) multi-call sales presentations. 
C) a presentation strategy. 
D) consultative selling 
E) relationship selling. 
A) strategic selling. 
B) multi-call sales presentations. 
C) a presentation strategy. 
D) consultative selling 
E) relationship selling.

Question 17

Telesales is the same as Telemarketing.

Accepted Answer

A) True 
 B)False

Question 18

When Paul is selling into a situation with complex product solutions that involve technical experts,he often employs:

Accepted Answer

A) relationship selling method. 
B) an outside source of technical expertise. 
C) a bait and switch selling method. 
D) the services of a presentation planner. 
E) a team selling solution. 
A) relationship selling method. 
B) an outside source of technical expertise. 
C) a bait and switch selling method. 
D) the services of a presentation planner. 
E) a team selling solution.

Question 19

Which method would be an inappropriate way to capture a prospect's attention?

Accepted Answer

A) Product demonstration approach 
B) Question approach 
C) Customer benefit approach 
D) Referral approach 
E) Putting down competition approach 
A) Product demonstration approach 
B) Question approach 
C) Customer benefit approach 
D) Referral approach 
E) Putting down competition approach

Question 20

"Mr.Fabio,are you aware of our company's extended warranty program?",is an example of:

Accepted Answer

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

A strategic/consultative sales presentation should be:

The statement,"This track lighting system will improve the looks of your room as well as add value to your home," is an example of a ________ approach.

Sarina sets more than one sales call objective because:

Multi-call presentations have become more common in retail selling.

It is difficult to approach customers directly without having a third-party to bridge the relationship gap in relation-oriented countries such as the USA and UK.

Lesley understands that an effective sales demonstration:

The three key objectives of the approach stage of the sales presentation are:

An effective strategy to convert buyer's attention to interest would be by:

"Dr.Tahoma,here are some samples for you to offer to your patients",is an example of the __________.

A _______ is one who will influence the buying decision,but does not attend the presentation.

Which of the following statements indicates the salesperson is using the "survey" approach?

The amount of time devoted to the social contact:

The purpose of developing social contact is to:

The six-step presentation plan includes which of the following steps:

Salespeople should not comment on personal items in a prospect's office.

Industries where products are complex and the buying decisions are made by several people will require:

Telesales is the same as Telemarketing.

When Paul is selling into a situation with complex product solutions that involve technical experts,he often employs:

Which method would be an inappropriate way to capture a prospect's attention?

"Mr.Fabio,are you aware of our company's extended warranty program?",is an example 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

A strategic/consultative sales presentation should be:

The statement,"This track lighting system will improve the looks of your room as well as add value to your home," is an example of a ________ approach.

Sarina sets more than one sales call objective because:

Multi-call presentations have become more common in retail selling.

It is difficult to approach customers directly without having a third-party to bridge the relationship gap in relation-oriented countries such as the USA and UK.

Lesley understands that an effective sales demonstration:

The three key objectives of the approach stage of the sales presentation are:

An effective strategy to convert buyer's attention to interest would be by:

"Dr.Tahoma,here are some samples for you to offer to your patients",is an example of the __________.

A _______ is one who will influence the buying decision,but does not attend the presentation.

Which of the following statements indicates the salesperson is using the "survey" approach?

The amount of time devoted to the social contact:

The purpose of developing social contact is to:

The six-step presentation plan includes which of the following steps:

Salespeople should not comment on personal items in a prospect's office.

Industries where products are complex and the buying decisions are made by several people will require:

Telesales is the same as Telemarketing.

When Paul is selling into a situation with complex product solutions that involve technical experts,he often employs:

Which method would be an inappropriate way to capture a prospect's attention?

"Mr.Fabio,are you aware of our company's extended warranty program?",is an example 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