Question 1

Rehearsal of a sales demonstration is not important if the demonstration is well planned.

Accepted Answer

A) True 
 B)False

Question 2

Most effective demonstrations balance telling,showing and:

Accepted Answer

A) active listening. 
B) trial closing. 
C) customer involvement. 
D) negotiating. 
E) asking questions. 
A) active listening. 
B) trial closing. 
C) customer involvement. 
D) negotiating. 
E) asking questions.

Question 3

The best selling tool is most often:

Accepted Answer

A) a brochure. 
B) videocassette recordings. 
C) a photograph or illustration. 
D) the product. 
E) testimonials of satisfied customers. 
A) a brochure. 
B) videocassette recordings. 
C) a photograph or illustration. 
D) the product. 
E) testimonials of satisfied customers.

Question 4

Reminder presentations are also called:

Accepted Answer

A) reinforcement presentations. 
B) order-taking presentations. 
C) missionary presentations. 
D) conversion presentations. 
E) relationship building presentations. 
A) reinforcement presentations. 
B) order-taking presentations. 
C) missionary presentations. 
D) conversion presentations. 
E) relationship building presentations.

Question 5

Presenting to an individual is more demanding than presenting to a group of individuals.

Accepted Answer

A) True 
 B)False

Rehearsal of a sales demonstration is not important if the demonstration is well planned.

Most effective demonstrations balance telling,showing and:

The best selling tool is most often:

Reminder presentations are also called:

Presenting to an individual is more demanding than presenting to a group of individuals.

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

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

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 12: Creating Value With the Consultative Presentation

Rehearsal of a sales demonstration is not important if the demonstration is well planned.

Most effective demonstrations balance telling,showing and:

The best selling tool is most often:

Reminder presentations are also called:

Presenting to an individual is more demanding than presenting to a group of individuals.

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

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

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