Question 1

A major reason for using summary confirmation questions is to clarify and confirm:

Accepted Answer

A) a benefit 
B) a feature 
C) the customer's several buying conditions 
D) the customer's perception of your product 
E) a need 
A) a benefit 
B) a feature 
C) the customer's several buying conditions 
D) the customer's perception of your product 
E) a need

Question 2

________ presentations are sometimes a dimension of service after the sale.

Accepted Answer

The answer of ________ presentations are sometimes a dimension of...

Question 3

The persuasive presentation,when handled properly,does not trigger fear or distrust.

Accepted Answer

A) True 
 B)False

Question 4

Note taking is necessary in every sales presentation.

Accepted Answer

A) True 
 B)False

Question 5

A presentation strategy that influences the prospect's beliefs,attitudes,or behavior and encourages buyer action is the:

Accepted Answer

A) technical presentation strategy 
B) probing presentation strategy 
C) informative presentation strategy 
D) persuasive presentation strategy 
E) reminder presentation strategy 
A) technical presentation strategy 
B) probing presentation strategy 
C) informative presentation strategy 
D) persuasive presentation strategy 
E) reminder presentation strategy

Question 6

Probing questions help you to uncover and clarify the prospect's buying problem and the circumstances surrounding the problem.

Accepted Answer

A) True 
 B)False

Question 7

In a single sales call or a multicall situation,the salesperson should always plan to go through all four parts of the Consultative Sales Presentation Guide during the initial contact.

Accepted Answer

A) True 
 B)False

A major reason for using summary confirmation questions is to clarify and confirm:

________ presentations are sometimes a dimension of service after the sale.

The persuasive presentation,when handled properly,does not trigger fear or distrust.

Note taking is necessary in every sales presentation.

A presentation strategy that influences the prospect's beliefs,attitudes,or behavior and encourages buyer action is the:

Probing questions help you to uncover and clarify the prospect's buying problem and the circumstances surrounding the problem.

In a single sales call or a multicall situation,the salesperson should always plan to go through all four parts of the Consultative Sales Presentation Guide during the initial contact.

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

Approaching the Customer With Adaptive Selling

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 11: Determining Customer Needs With a Consultative Questioning Strategy

A major reason for using summary confirmation questions is to clarify and confirm:

________ presentations are sometimes a dimension of service after the sale.

The persuasive presentation,when handled properly,does not trigger fear or distrust.

Note taking is necessary in every sales presentation.

A presentation strategy that influences the prospect's beliefs,attitudes,or behavior and encourages buyer action is the:

Probing questions help you to uncover and clarify the prospect's buying problem and the circumstances surrounding the problem.

In a single sales call or a multicall situation,the salesperson should always plan to go through all four parts of the Consultative Sales Presentation Guide during the initial contact.

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

Approaching the Customer With Adaptive Selling

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