Approaching the Customer With Adaptive Selling Flashcards

Question

Matching

-A ""sizing up"" by the customer based on your dress and behavior

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

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Question

Matching

-Use of a carefully planned opening statement to convert the customers attention to the sales presentation

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-Failure to be viewed as a trusted person

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-Stage of the presentation when salesperson tries to move the prospect's attention from the social contact to the business contact

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-Approach method in which you thank the customer for taking the time to meet with you then review your goals for the meeting

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-Develop a deeper commitment to your goals

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-A standard practice in some industries where products are complex and buying decisions are made by more than one person

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-The purpose of searching for mutual acquaintances or interests in a conversation

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-Preparing presale objectives and presentation plan

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-A consultative or strategic alliance buyer will often need a

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-An objective which explicitly states what you want the customer to do during the sales presentation

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-Complex or customized products often require

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-Objective to establish rapport, develop credibility, and trust with the customer

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-Making sure the sales plan matches the buyer's buying process

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

Question

Matching

-Making social and business contact

A) may occur during the social contact
B) appropriate business contact
C) inappropriate social contact
D) The approach
E) Agenda Approach
F) a suggestion for overcoming sales call reluctance
G) Multi-call sales presentations
H) developing social contact
I) preapproach
J) action objective
K) team selling
L) relationship strategy
M) presale presentation planning
N) approach

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Deck 10: Approaching the Customer With Adaptive Selling