Question 1

The six parts of the presale presentation plan checklist represent new additions to the sales training literature.

Accepted Answer

A) True 
 B)False

Question 2

A non-threatening approach that allows the salesperson to gather information about the prospect before the call 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 3

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

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A) rehearsing,initial contact,presenting,demonstrating,closing,and servicing 
B) approach,presentation,demonstration,negotiation,close,and servicing the sale 
C) custom fitting,presentation,demonstration,negotiating,communicating,and closing 
D) initial contact,presentation,demonstration,communication,closing,and servicing 
E) preapproach,approach,rehearsing,presentation,negotiation,and closing 
A) rehearsing,initial contact,presenting,demonstrating,closing,and servicing 
B) approach,presentation,demonstration,negotiation,close,and servicing the sale 
C) custom fitting,presentation,demonstration,negotiating,communicating,and closing 
D) initial contact,presentation,demonstration,communication,closing,and servicing 
E) preapproach,approach,rehearsing,presentation,negotiation,and closing

Question 5

The step in the Presentation Plan involving determining needs,selecting a solution,and showing the product to the customer is the:

Accepted Answer

A) approach 
B) presentation 
C) demonstration 
D) negotiation 
E) close 
A) approach 
B) presentation 
C) demonstration 
D) negotiation 
E) close

Question 6

Which of the following prescriptions is part of the presentation strategy?

Accepted Answer

A) Build a strong prospect base. 
B) Prepare a presale presentation plan needed to meet objectives. 
C) Assume a role of mentor and associate. 
D) Project a positive sales image. 
E) Focus on relationships. 
A) Build a strong prospect base. 
B) Prepare a presale presentation plan needed to meet objectives. 
C) Assume a role of mentor and associate. 
D) Project a positive sales image. 
E) Focus on relationships.

Question 7

Research studies indicate that the referral approach is effective because:

Accepted Answer

A) customers let their guard down when a third party is mentioned 
B) customers know that the viewpoint of a third party is always accurate 
C) customers always respect the opinions of a third party 
D) customers seldom trust a salesperson,but do trust a third party 
E) customers will be more impressed with your good points if they are presented by a third party rather than by you 
A) customers let their guard down when a third party is mentioned 
B) customers know that the viewpoint of a third party is always accurate 
C) customers always respect the opinions of a third party 
D) customers seldom trust a salesperson,but do trust a third party 
E) customers will be more impressed with your good points if they are presented by a third party rather than by you

Question 8

Before the salesperson makes an approach,he or she needs to plan the:

Accepted Answer

A) implementation 
B) solution 
C) presentation 
D) close 
E) preapproach 
A) implementation 
B) solution 
C) presentation 
D) close 
E) preapproach

Question 9

Preparation for the actual sales presentation is a two-part process.Part one is referred to as the ________ and part two is called the ________.

Accepted Answer

preapproac

Question 10

The step in the Presentation Plan involving reviewing goals and making initial contact is the:

Accepted Answer

A) approach 
B) presentation 
C) demonstration 
D) negotiation 
E) close 
A) approach 
B) presentation 
C) demonstration 
D) negotiation 
E) close

Question 11

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.
-Of the following,which would be most important for a salesperson to discover to tailor the presentation to the prospect's specific needs and not just the general benefits of the webconferencing software?

Accepted Answer

A) The prospect's budget for the purchase. 
B) How familiar the prospect is with webconferencing software in general. 
C) Whether the director of sales at the prospect company is familiar with webconferencing software. 
D) Whether the prospect has used paid webconferencing software or only free webconferencing software before. 
E) What kinds of clients the prospects presents to and how the typical presentation uses the prospect's back-end systems. 
A) The prospect's budget for the purchase. 
B) How familiar the prospect is with webconferencing software in general. 
C) Whether the director of sales at the prospect company is familiar with webconferencing software. 
D) Whether the prospect has used paid webconferencing software or only free webconferencing software before. 
E) What kinds of clients the prospects presents to and how the typical presentation uses the prospect's back-end systems.

Question 12

Raymundo is trying to develop a presentation strategy.One of the prescriptions he should follow is:

Accepted Answer

A) prepare objectives 
B) become a product expert 
C) configure value-added solutions 
D) discover customer needs 
E) recognize closing cues 
A) prepare objectives 
B) become a product expert 
C) configure value-added solutions 
D) discover customer needs 
E) recognize closing cues

Question 13

The step in the Presentation Plan involving anticipating buyer concerns and using the win-win methods is the:

Accepted Answer

A) approach 
B) presentation 
C) demonstration 
D) negotiation 
E) close 
A) approach 
B) presentation 
C) demonstration 
D) negotiation 
E) close

Question 14

Approach,presentation,demonstration,negotiation,close,and servicing the sale are steps in the Six-Step ________ ________.

Accepted Answer

The answer of Approach,presentation,demonstration,negotiation,close,and servicing the sale are steps in...

Question 15

________,not to be confused with telemarketing,include many of the same elements as traditional sales.

Accepted Answer

The answer of ________,not to be confused with telemarketing,include many...

Question 16

Emmanuelle Djubo is a sales representative for a trade association that exports textiles made with a traditional dyeing process to companies in the fashion and home decorating industries internationally.
-She has made an initial approach to the largest home goods retailer in Australia,and has gained some basic information about the retailer's buying process as well as making contact and establishing rapport with key buyers for the retailer. Now that Emmanuelle has this information,what is her next step in the presentation plan to the retailer?

Accepted Answer

A) making an initial introduction so the buyers know who she is 
B) talking to the buyers to discover what their needs are 
C) asking for the sale 
D) making a formal sales presentation,including presenting benefits 
E) negotiating the price the retailer will pay 
A) making an initial introduction so the buyers know who she is 
B) talking to the buyers to discover what their needs are 
C) asking for the sale 
D) making a formal sales presentation,including presenting benefits 
E) negotiating the price the retailer will pay

Question 17

Emmanuelle Djubo is a sales representative for a trade association that exports textiles made with a traditional dyeing process to companies in the fashion and home decorating industries internationally.
-Emmanuelle enjoys the process of helping buyers discover reasons to purchase that they initially think are obstacles to purchasing her association's textiles.Another name for this process is:

Accepted Answer

A) discovery 
B) marketing 
C) negotiation 
D) closing 
E) persuading 
A) discovery 
B) marketing 
C) negotiation 
D) closing 
E) persuading

Question 18

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.
-Sarah has already made a brief call on the prospect.Which of the following objectives has she most likely achieved?

Accepted Answer

A) establish rapport and presented solutions 
B) established rapport and asked basic needs discovery questions 
C) asked basic needs discovery questions and negotiated pricing 
D) negotiated pricing and closed the sale 
E) closed the sale and agreed on shipping terms 
A) establish rapport and presented solutions 
B) established rapport and asked basic needs discovery questions 
C) asked basic needs discovery questions and negotiated pricing 
D) negotiated pricing and closed the sale 
E) closed the sale and agreed on shipping terms

Question 19

The presentation strategy should be developed before the relationship,product,and customer strategy in order to have an effective plan.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following statements concerning selling in England is true?

Accepted Answer

A) In England,it is poor manners to discuss business after the business day. 
B) You should expect a quick decision on the part of the client. 
C) The British are fine with informal introductions. 
D) Critiquing the competition's offering is acceptable and even expected. 
E) The British tend to be very expressive and casual. 
A) In England,it is poor manners to discuss business after the business day. 
B) You should expect a quick decision on the part of the client. 
C) The British are fine with informal introductions. 
D) Critiquing the competition's offering is acceptable and even expected. 
E) The British tend to be very expressive and casual.

The six parts of the presale presentation plan checklist represent new additions to the sales training literature.

A non-threatening approach that allows the salesperson to gather information about the prospect before the call is the:

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

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

The step in the Presentation Plan involving determining needs,selecting a solution,and showing the product to the customer is the:

Which of the following prescriptions is part of the presentation strategy?

Research studies indicate that the referral approach is effective because:

Before the salesperson makes an approach,he or she needs to plan the:

Preparation for the actual sales presentation is a two-part process.Part one is referred to as the and part two is called the .

The step in the Presentation Plan involving reviewing goals and making initial contact is the:

Raymundo is trying to develop a presentation strategy.One of the prescriptions he should follow is:

The step in the Presentation Plan involving anticipating buyer concerns and using the win-win methods is the:

Approach,presentation,demonstration,negotiation,close,and servicing the sale are steps in the Six-Step .

________,not to be confused with telemarketing,include many of the same elements as traditional sales.

The presentation strategy should be developed before the relationship,product,and customer strategy in order to have an effective plan.

Which of the following statements concerning selling in England is true?

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

The six parts of the presale presentation plan checklist represent new additions to the sales training literature.

A non-threatening approach that allows the salesperson to gather information about the prospect before the call is the:

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

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

The step in the Presentation Plan involving determining needs,selecting a solution,and showing the product to the customer is the:

Which of the following prescriptions is part of the presentation strategy?

Research studies indicate that the referral approach is effective because:

Before the salesperson makes an approach,he or she needs to plan the:

Preparation for the actual sales presentation is a two-part process.Part one is referred to as the ________ and part two is called the ________.

The step in the Presentation Plan involving reviewing goals and making initial contact is the:

Raymundo is trying to develop a presentation strategy.One of the prescriptions he should follow is:

The step in the Presentation Plan involving anticipating buyer concerns and using the win-win methods is the:

Approach,presentation,demonstration,negotiation,close,and servicing the sale are steps in the Six-Step ________ ________.

________,not to be confused with telemarketing,include many of the same elements as traditional sales.

The presentation strategy should be developed before the relationship,product,and customer strategy in order to have an effective plan.

Which of the following statements concerning selling in England is true?

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

Preparation for the actual sales presentation is a two-part process.Part one is referred to as the and part two is called the .

Approach,presentation,demonstration,negotiation,close,and servicing the sale are steps in the Six-Step .