Question 1

Letters from satisfied customers are ineffective sales tools.

Accepted Answer

A) True 
 B)False

Question 2

Words often provide only part of the meaning attached to messages that flow between the salesperson and the prospect.

Accepted Answer

A) True 
 B)False

Question 3

A well-planned ________ adds sensory appeal to the product,attracts the customer's attention,stimulates interest and creates desire.

Accepted Answer

The answer of A well-planned ________ adds sensory appeal to...

Question 4

A need-satisfaction question can help move the sale forward.

Accepted Answer

A) True 
 B)False

Question 5

When prospects participate in a sales demonstration,they:

Accepted Answer

A) tend to bond with the salesperson 
B) usually ask more questions 
C) receive one of the most effective sales demonstrations 
D) almost always buy the product 
E) talk more than the salesperson does 
A) tend to bond with the salesperson 
B) usually ask more questions 
C) receive one of the most effective sales demonstrations 
D) almost always buy the product 
E) talk more than the salesperson does

Question 6

If a salesperson was attempting to develop a feeling of ownership in a prospect shopping for a diamond ring,s/he might:

Accepted Answer

A) explain the concept of the four C's 
B) explain the store's installment payment plan for the item 
C) lay the ring on black velvet to enhance its brilliance 
D) inform the customer of the gem's clarity 
E) encourage the customer to try it on 
A) explain the concept of the four C's 
B) explain the store's installment payment plan for the item 
C) lay the ring on black velvet to enhance its brilliance 
D) inform the customer of the gem's clarity 
E) encourage the customer to try it on

Question 7

The components of the demonstration worksheet form are the features to be demonstrated,proof device to be used,what you will say,and:

Accepted Answer

A) when to ask for the close 
B) when you will involve the prospect 
C) when you will show and tell 
D) what the customer is likely to say 
E) what you or the customer will do 
A) when to ask for the close 
B) when you will involve the prospect 
C) when you will show and tell 
D) what the customer is likely to say 
E) what you or the customer will do

Letters from satisfied customers are ineffective sales tools.

Words often provide only part of the meaning attached to messages that flow between the salesperson and the prospect.

A well-planned ________ adds sensory appeal to the product,attracts the customer's attention,stimulates interest and creates desire.

A need-satisfaction question can help move the sale forward.

When prospects participate in a sales demonstration,they:

If a salesperson was attempting to develop a feeling of ownership in a prospect shopping for a diamond ring,s/he might:

The components of the demonstration worksheet form are the features to be demonstrated,proof device to be used,what you will say,and:

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

Determining Customer Needs With a Consultative Questioning Strategy

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 12: Creating Value With the Consultative Demonstration

Letters from satisfied customers are ineffective sales tools.

Words often provide only part of the meaning attached to messages that flow between the salesperson and the prospect.

A well-planned ________ adds sensory appeal to the product,attracts the customer's attention,stimulates interest and creates desire.

A need-satisfaction question can help move the sale forward.

When prospects participate in a sales demonstration,they:

If a salesperson was attempting to develop a feeling of ownership in a prospect shopping for a diamond ring,s/he might:

The components of the demonstration worksheet form are the features to be demonstrated,proof device to be used,what you will say,and:

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

Determining Customer Needs With a Consultative Questioning Strategy

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