Question 1

The transition from the preapproach to the approach is sometimes blocked by sales call reluctance.

Accepted Answer

A) True 
 B)False

Question 2

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 is at a trade show,and runs into one of the buyers for the largest home decor retailer in Australia.Emmanuelle gives the buyer her elevator pitch,which:

Accepted Answer

A) establishes a rapport between Emmanuelle and the buyer 
B) explains the product to the buyer so that she asks for a price quote 
C) gives the buyer enough information to pique her interest and give Emmanuelle her card 
D) presents the benefits to the buyer of purchasing the product to retail 
E) suggests that the buyer will receive a discount if she purchases from Emmanuelle 
A) establishes a rapport between Emmanuelle and the buyer 
B) explains the product to the buyer so that she asks for a price quote 
C) gives the buyer enough information to pique her interest and give Emmanuelle her card 
D) presents the benefits to the buyer of purchasing the product to retail 
E) suggests that the buyer will receive a discount if she purchases from Emmanuelle

Question 3

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.
-As Sarah and Juan begin to put together the actual presentation,which of the following do they focus on first?

Accepted Answer

A) Clarifying the objectives for the presentation using their company's standard form. 
B) Anticipating the needs the prospect has based on the financial and strategy information they discover about the prospect through public records and media interviews. 
C) Searching the CRM system for information on purchase records of other similarly-sized clients. 
D) Finding the correct format and graphics for the physical PowerPoint presentation. 
E) Listing all the features of the equipment they offer in a way that's easy for the prospect to read. 
A) Clarifying the objectives for the presentation using their company's standard form. 
B) Anticipating the needs the prospect has based on the financial and strategy information they discover about the prospect through public records and media interviews. 
C) Searching the CRM system for information on purchase records of other similarly-sized clients. 
D) Finding the correct format and graphics for the physical PowerPoint presentation. 
E) Listing all the features of the equipment they offer in a way that's easy for the prospect to read.

Question 4

Which of the following statements is true?

Accepted Answer

A) Following a tight script will help facilitate a sale in consultative selling. 
B) Some sales presentations require a team approach. 
C) Salespeople should concentrate on a single objective for each sales call. 
D) The salesperson should only meet with the decisionmaker. 
E) A receptionist or secretary is most likely to be the true decisionmaker. 
A) Following a tight script will help facilitate a sale in consultative selling. 
B) Some sales presentations require a team approach. 
C) Salespeople should concentrate on a single objective for each sales call. 
D) The salesperson should only meet with the decisionmaker. 
E) A receptionist or secretary is most likely to be the true decisionmaker.

Question 5

A well-rehearsed approach should be avoided because it will sound too impersonal.

Accepted Answer

A) True 
 B)False

Question 6

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.
-In what way is understanding the product absolutely essential for a salesperson to be able to use adaptive selling to sell teleconferencing software?

Accepted Answer

A) The salesperson must know the product completely to be able to persuade prospects to purchase it. 
B) The salesperson must know the pricing schedule for all products and volumes of sales so that he or she can give a quote instantly to an interested prospect on the phone. 
C) The salesperson must understand the ins and outs of the product to be able to quickly reevaluate the best configuration for a prospect based on new information from the prospect. 
D) The salesperson must know the product to be able to point out the flaws in competitor's teleconferencing software to prospects. 
E) The salesperson must know all about the product to be able to explain all the features during a presentation. 
A) The salesperson must know the product completely to be able to persuade prospects to purchase it. 
B) The salesperson must know the pricing schedule for all products and volumes of sales so that he or she can give a quote instantly to an interested prospect on the phone. 
C) The salesperson must understand the ins and outs of the product to be able to quickly reevaluate the best configuration for a prospect based on new information from the prospect. 
D) The salesperson must know the product to be able to point out the flaws in competitor's teleconferencing software to prospects. 
E) The salesperson must know all about the product to be able to explain all the features during a presentation.

Question 7

List and explain the three prescriptions to developing a good presentation strategy.

Accepted Answer

1.Establish objectives for the presentat

Question 8

It is vital to treat secretaries,assistants,and receptionists with respect because:

Accepted Answer

A) they are a central part of the buying center 
B) they usually have decisionmaking powers 
C) they control your access to the decisionmakers 
D) they have final sign-off on purchases 
E) they will be the end-users of your product 
A) they are a central part of the buying center 
B) they usually have decisionmaking powers 
C) they control your access to the decisionmakers 
D) they have final sign-off on purchases 
E) they will be the end-users of your product

Question 9

Sales teams can often uncover problems,solutions,and sales opportunities that no individual salesperson could discover working alone.

Accepted Answer

A) True 
 B)False

Question 10

The statements,"The certificate of deposit represents 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," provide an example of:

Accepted Answer

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

Question 11

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.
-While giving the sales presentation,Emmanuelle uses the information she has discovered about the retailer's needs to present the buyers with:

Accepted Answer

A) the benefits of retailing her association's textiles 
B) the features that make her association's textiles superior 
C) a price high enough to leave room for negotiation 
D) strong reasons not to purchase from competitors 
E) a marketing campaign that will sway them to purchase 
A) the benefits of retailing her association's textiles 
B) the features that make her association's textiles superior 
C) a price high enough to leave room for negotiation 
D) strong reasons not to purchase from competitors 
E) a marketing campaign that will sway them to purchase

Question 12

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.
-A salesperson for the webconferencing software company is presenting to a group of buyers at a current client.One of the buyers was responsible for the original purchase of the software,while the others are not familiar with it.What will be a factor the salesperson must keep in mind when planning the call?

Accepted Answer

A) playing on the feelings the original buyer has for the software 
B) finding out who is the primary decisionmaker to know how to balance the presentation 
C) presenting to the current buyer and not to the buyers who are not familiar with the software 
D) ensuring that the new buyers understand all the features of the software even if this is repetitive for the current buyer 
E) the customer may want a discount for repeat business 
A) playing on the feelings the original buyer has for the software 
B) finding out who is the primary decisionmaker to know how to balance the presentation 
C) presenting to the current buyer and not to the buyers who are not familiar with the software 
D) ensuring that the new buyers understand all the features of the software even if this is repetitive for the current buyer 
E) the customer may want a discount for repeat business

Question 13

The objectives for the sales presentation are developed after completion of the presentation plan.

Accepted Answer

A) True 
 B)False

Question 14

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 and Juan work together to analyze the answers to the questions Sarah asked the prospect about their needs.Based on this analysis,Juan and Sarah put together:

Accepted Answer

A) a list of questions about the prospect's payment process 
B) a pricing discount schedule 
C) a proposal of products that will solve the prospect's problems 
D) a plan for customer service to implement the products 
E) a billing schedule 
A) a list of questions about the prospect's payment process 
B) a pricing discount schedule 
C) a proposal of products that will solve the prospect's problems 
D) a plan for customer service to implement the products 
E) a billing schedule

Question 15

Practicing an approach before making initial contact is beneficial because:

Accepted Answer

A) optimism is crucial to successful selling 
B) rehearsal reduces the chances that you will make a mistake 
C) you will rehearse so much that the presentation will sound "canned" 
D) some anxiety is normal 
E) it helps you develop a deeper commitment to your goals 
A) optimism is crucial to successful selling 
B) rehearsal reduces the chances that you will make a mistake 
C) you will rehearse so much that the presentation will sound "canned" 
D) some anxiety is normal 
E) it helps you develop a deeper commitment to your goals

Question 16

The step in the Presentation Plan involving recognizing closing cues and initiating closing 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 17

The survey approach is generally a nonthreatening way to open a sales call.

Accepted Answer

A) True 
 B)False

Question 18

A good way to get the prospect's attention would be to use the customer benefit approach.

Accepted Answer

A) True 
 B)False

Question 19

The statement,"This product is convenient,priced right and ready to use," is an example of which of the following approaches?

Accepted Answer

A) premium 
B) survey 
C) product 
D) benefit 
E) systems 
A) premium 
B) survey 
C) product 
D) benefit 
E) systems

Question 20

Which of the following should be used when making a telephone contact with a prospect?

Accepted Answer

A) Do not give the receptionist or secretary too much information or she or he may refuse to put you through to the prospect. 
B) Confirm the telephone appointment with a pre-appointment call. 
C) Avoid telling the person how much time the appointment may take. 
D) State the purpose of your call and explain how the prospect can benefit from a meeting. 
E) Do not make a phone contact when you could stop by the prospect's office instead. 
A) Do not give the receptionist or secretary too much information or she or he may refuse to put you through to the prospect. 
B) Confirm the telephone appointment with a pre-appointment call. 
C) Avoid telling the person how much time the appointment may take. 
D) State the purpose of your call and explain how the prospect can benefit from a meeting. 
E) Do not make a phone contact when you could stop by the prospect's office instead.

The transition from the preapproach to the approach is sometimes blocked by sales call reluctance.

Which of the following statements is true?

A well-rehearsed approach should be avoided because it will sound too impersonal.

List and explain the three prescriptions to developing a good presentation strategy.

It is vital to treat secretaries,assistants,and receptionists with respect because:

Sales teams can often uncover problems,solutions,and sales opportunities that no individual salesperson could discover working alone.

The statements,"The certificate of deposit represents 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," provide an example of:

The objectives for the sales presentation are developed after completion of the presentation plan.

Practicing an approach before making initial contact is beneficial because:

The step in the Presentation Plan involving recognizing closing cues and initiating closing methods is the:

The survey approach is generally a nonthreatening way to open a sales call.

A good way to get the prospect's attention would be to use the customer benefit approach.

The statement,"This product is convenient,priced right and ready to use," is an example of which of the following approaches?

Which of the following should be used when making a telephone contact with a prospect?

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 transition from the preapproach to the approach is sometimes blocked by sales call reluctance.

Which of the following statements is true?

A well-rehearsed approach should be avoided because it will sound too impersonal.

List and explain the three prescriptions to developing a good presentation strategy.

It is vital to treat secretaries,assistants,and receptionists with respect because:

Sales teams can often uncover problems,solutions,and sales opportunities that no individual salesperson could discover working alone.

The statements,"The certificate of deposit represents 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," provide an example of:

The objectives for the sales presentation are developed after completion of the presentation plan.

Practicing an approach before making initial contact is beneficial because:

The step in the Presentation Plan involving recognizing closing cues and initiating closing methods is the:

The survey approach is generally a nonthreatening way to open a sales call.

A good way to get the prospect's attention would be to use the customer benefit approach.

The statement,"This product is convenient,priced right and ready to use," is an example of which of the following approaches?

Which of the following should be used when making a telephone contact with a prospect?

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