Question 1

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

Accepted Answer

1.Prepare an effective approach in order to get the prospect's attention and make a good impression.
2.Create the sales presentation in order to find out the prospect's needs and solutions.
3.Custom fit the demonstration in order to allow the prospect to understand the benefits of his/her company.
4.Negotiate sales resistance in order to overcome objections.
5.Close and confirm sales,including spotting closing cues.
6.Service the sale,which adds value and develops a long-term relationship with the client.

Question 2

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

Accepted Answer

A) "Would you be interested in a security system that is currently used by most major banks in America?" 
B) "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." 
C) "I am anxious to show you our newest copy machine." 
D) "I want to study your traffic patterns to be sure that our product meets your needs." 
E) "Please accept this sample of our floor cleanser." 
A) "Would you be interested in a security system that is currently used by most major banks in America?" 
B) "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." 
C) "I am anxious to show you our newest copy machine." 
D) "I want to study your traffic patterns to be sure that our product meets your needs." 
E) "Please accept this sample of our floor cleanser." D

Question 3

Fear of taking risks and fear of rejection are two thought patterns that may be responsible for sales call reluctance.Which of the following is another pattern that may be responsible for sales call reluctance?

Accepted Answer

A) fear of showing the product 
B) fear of not trying hard enough 
C) fear of talking about benefits 
D) lack of self-confidence 
E) lack of fear 
A) fear of showing the product 
B) fear of not trying hard enough 
C) fear of talking about benefits 
D) lack of self-confidence 
E) lack of fear D

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

Preparing presale objectives,developing a presale presentation plan,and providing outstanding customer service are the three parts of:

Accepted Answer

A) the customer alliance 
B) the presale approach 
C) the presentation plan 
D) the presentation strategy 
E) the followup 
A) the customer alliance 
B) the presale approach 
C) the presentation plan 
D) the presentation strategy 
E) the followup

Question 6

CRM software can help salespeople plan better sales calls.

Accepted Answer

A) True 
 B)False

Question 7

An approach that involves using the good will of a third party to make contact with the prospect is the:

Accepted Answer

A) referral approach 
B) question approach 
C) product demonstration approach 
D) survey approach 
E) premium approach 
A) referral approach 
B) question approach 
C) product demonstration approach 
D) survey approach 
E) premium approach

Question 8

The premium approach involves giving the customer a free sample or an inexpensive gift.

Accepted Answer

A) True 
 B)False

Question 9

An approach that gets the prospect thinking about a problem the salesperson can solve is the:

Accepted Answer

A) referral approach 
B) question approach 
C) product demonstration approach 
D) survey approach 
E) premium approach 
A) referral approach 
B) question approach 
C) product demonstration approach 
D) survey approach 
E) premium approach

Question 10

The sale of highly technical products begins with the use of highly persuasive presentation objectives.

Accepted Answer

A) True 
 B)False

Question 11

Juan Alcobar has been working as a junior sales representative for a large equipment manufacturer for six weeks when Sarah Gittins,a senior sales representative,is assigned his help in preparing and presenting to a huge new prospect she has just started working with.
-Juan and Sarah make a second call on the client to present the proposal.At the end of the presentation,the prospect takes the proposal and asks Juan and Sarah to email her a copy to send to the purchasing department.

Accepted Answer

A) This is a refusal of the sale,because the buyer has passed the proposal off to another department. 
B) This is a negative outcome,as the prospect did not definitely commit to buying. 
C) This is a neutral outcome,as the prospect did not take any action. 
D) This is a positive outcome,as the prospect is seriously considering the proposal by bringing in the purchasing department. 
E) This is a guarantee of a sale,as asking for a proposal is a binding agreement to purchase. 
A) This is a refusal of the sale,because the buyer has passed the proposal off to another department. 
B) This is a negative outcome,as the prospect did not definitely commit to buying. 
C) This is a neutral outcome,as the prospect did not take any action. 
D) This is a positive outcome,as the prospect is seriously considering the proposal by bringing in the purchasing department. 
E) This is a guarantee of a sale,as asking for a proposal is a binding agreement to purchase.

Question 12

Sales personnel who have adopted the consultative style use the survey and ________ approaches most frequently.

Accepted Answer

The answer of Sales personnel who have adopted the consultative...

Question 13

Multicall sales presentations are common in many areas,but not in the retail field.

Accepted Answer

A) True 
 B)False

Question 14

A company makes webconferencing software with features that integrate directly into users' back-end systems such as iinventory,order processing,shipping,tracking,CRM,and tech support systems.Using this software,companies can hold internal meetings as well as giving sales presentations that allow them to check inventory in real-time and place customer orders during the presentation.Quite often,salepeople for the software company make sales presentation to prospects using their own software to show off its capabilities.
-What is the particular challenge the salesperson will face when presenting to a group of buyers,one of whom uses and made the original decision to purchase the product,and others who are not familiar with the webconferencing software?

Accepted Answer

A) The salesperson needs to be able to show the new buyers why the software is working for their company when they may not know a history of how things were before they had it to really understand the benefits. 
B) The salesperson needs to be able to be extremely technical for the purchaser while using non-technical language for the new buyers. 
C) The salesperson needs to be able to raise the price for the software without offending the current purchaser,knowing that the new buyers will not object to the new pricing. 
D) The salesperson needs to be able to explain to the current purchaser why it is important to purchase the software again while not confusing the new buyers about the features of the software. 
E) The salesperson needs to be able to explain the software to the new buyers who may have never used it. 
A) The salesperson needs to be able to show the new buyers why the software is working for their company when they may not know a history of how things were before they had it to really understand the benefits. 
B) The salesperson needs to be able to be extremely technical for the purchaser while using non-technical language for the new buyers. 
C) The salesperson needs to be able to raise the price for the software without offending the current purchaser,knowing that the new buyers will not object to the new pricing. 
D) The salesperson needs to be able to explain to the current purchaser why it is important to purchase the software again while not confusing the new buyers about the features of the software. 
E) The salesperson needs to be able to explain the software to the new buyers who may have never used it.

Question 15

A company makes webconferencing software with features that integrate directly into users' back-end systems such as iinventory,order processing,shipping,tracking,CRM,and tech support systems.Using this software,companies can hold internal meetings as well as giving sales presentations that allow them to check inventory in real-time and place customer orders during the presentation.Quite often,salepeople for the software company make sales presentation to prospects using their own software to show off its capabilities.
-How is precall planning different when presenting to a current client than to a new prospect?

Accepted Answer

A) It is more important for new clients,as current clients have the same needs they did when they originally purchased the product,but new clients' needs are unknown. 
B) It is more important for new clients,as the salesperson must have a more polished,smoother manner with new clients to earn their trust. 
C) It is useful to do precall planning with both old and new clients if you have the time to,but a good salesperson can conduct an effective sales call without prior preparation. 
D) It is equally important for both types of clients,as current clients' needs may have changed since the original purchase. 
E) It is more important for current clients,as the stakes are higher that they will reject a proposal once they have used the software. 
A) It is more important for new clients,as current clients have the same needs they did when they originally purchased the product,but new clients' needs are unknown. 
B) It is more important for new clients,as the salesperson must have a more polished,smoother manner with new clients to earn their trust. 
C) It is useful to do precall planning with both old and new clients if you have the time to,but a good salesperson can conduct an effective sales call without prior preparation. 
D) It is equally important for both types of clients,as current clients' needs may have changed since the original purchase. 
E) It is more important for current clients,as the stakes are higher that they will reject a proposal once they have used the software.

Question 16

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...

Question 17

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

Accepted Answer

A) Try to avoid feeling anxious about the initial contact. 
B) Do not anticipate success because you may become overconfident. 
C) Avoid the loss of spontaneity that often comes with a well-rehearsed approach. 
D) Develop a deeper commitment to your goals. 
E) Develop a healthy sense of realism about your prospects. 
A) Try to avoid feeling anxious about the initial contact. 
B) Do not anticipate success because you may become overconfident. 
C) Avoid the loss of spontaneity that often comes with a well-rehearsed approach. 
D) Develop a deeper commitment to your goals. 
E) Develop a healthy sense of realism about your prospects.

Question 18

An approach that goes directly to showing the product to the prospect is the:

Accepted Answer

A) referral approach 
B) question approach 
C) product demonstration approach 
D) survey approach 
E) premium approach 
A) referral approach 
B) question approach 
C) product demonstration approach 
D) survey approach 
E) premium approach

Question 19

An approach that involves giving the customer free samples of the product is the:

Accepted Answer

A) referral approach 
B) question approach 
C) product demonstration approach 
D) survey approach 
E) premium approach 
A) referral approach 
B) question approach 
C) product demonstration approach 
D) survey approach 
E) premium approach

Question 20

The act of presenting product appeals so as to influence the prospect's beliefs,attitudes,or behavior to encourage the buyer to make a buying decision,is referred to as which of the following presentations?

Accepted Answer

A) persuasive 
B) reminder 
C) media 
D) informative 
E) customer 
A) persuasive 
B) reminder 
C) media 
D) informative 
E) customer

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

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

Fear of taking risks and fear of rejection are two thought patterns that may be responsible for sales call reluctance.Which of the following is another pattern that may be responsible for sales call reluctance?

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

Preparing presale objectives,developing a presale presentation plan,and providing outstanding customer service are the three parts of:

CRM software can help salespeople plan better sales calls.

An approach that involves using the good will of a third party to make contact with the prospect is the:

The premium approach involves giving the customer a free sample or an inexpensive gift.

An approach that gets the prospect thinking about a problem the salesperson can solve is the:

The sale of highly technical products begins with the use of highly persuasive presentation objectives.

Sales personnel who have adopted the consultative style use the survey and ________ approaches most frequently.

Multicall sales presentations are common in many areas,but not in the retail field.

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

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

An approach that goes directly to showing the product to the prospect is the:

An approach that involves giving the customer free samples of the product is the:

The act of presenting product appeals so as to influence the prospect's beliefs,attitudes,or behavior to encourage the buyer to make a buying decision,is referred to as which of the following presentations?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

Developing and Qualifying a Prospect Base

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Demonstration

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

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

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

Fear of taking risks and fear of rejection are two thought patterns that may be responsible for sales call reluctance.Which of the following is another pattern that may be responsible for sales call reluctance?

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

Preparing presale objectives,developing a presale presentation plan,and providing outstanding customer service are the three parts of:

CRM software can help salespeople plan better sales calls.

An approach that involves using the good will of a third party to make contact with the prospect is the:

The premium approach involves giving the customer a free sample or an inexpensive gift.

An approach that gets the prospect thinking about a problem the salesperson can solve is the:

The sale of highly technical products begins with the use of highly persuasive presentation objectives.

Sales personnel who have adopted the consultative style use the survey and ________ approaches most frequently.

Multicall sales presentations are common in many areas,but not in the retail field.

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

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

An approach that goes directly to showing the product to the prospect is the:

An approach that involves giving the customer free samples of the product is the:

The act of presenting product appeals so as to influence the prospect's beliefs,attitudes,or behavior to encourage the buyer to make a buying decision,is referred to as which of the following presentations?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

Developing and Qualifying a Prospect Base

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Demonstration

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