Exam 10: Approaching the Customer With Adaptive Selling

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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 calls the buyer and arranges to meet her at the buyer's office to talk about both organizations.Before Emmanuelle goes to the meeting she does which of the following activities?

(Multiple Choice)

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Question 61

The step in the Presentation Plan involving deciding what to demonstrate and choosing selling tools is the:

(Multiple Choice)

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Question 62

The major purpose of the approach is to:

(Multiple Choice)

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Question 63

In English business settings,a hard sell is the best approach

(True/False)

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Question 64

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. -What is the first step Juan should take upon receiving the assignment to help Sarah with the presentation?

(Multiple Choice)

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Question 65

Which is the first step in creating a presentation objective?

(Multiple Choice)

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Question 66

One way to move from the social contact to the business contact is to thank the customer for taking time to meet with you and then review your goals for the meeting.Which of the following approaches is this?

(Multiple Choice)

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Question 67

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The step in the Presentation Plan involving deciding what to demonstrate and choosing selling tools is the:

The major purpose of the approach is to:

In English business settings,a hard sell is the best approach

Which is the first step in creating a presentation objective?

One way to move from the social contact to the business contact is to thank the customer for taking time to meet with you and then review your goals for the meeting.Which of the following approaches is this?

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

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