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Exam 10: Approaching the Customer with Adaptive Selling

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Question 21

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Emmanuelle Djubo is a sales representative for a firm that makes textiles using a traditional dyeing process. The firm exports its products to companies in the fashion and home decorating industries internationally. Emmanuelle is at a trade show and runs into Suzanne, one of the buyers for the largest home decor retailer in Australia. -Emmanuelle enjoys the process of helping buyers discover reasons to purchase that they initially think are obstacles to purchasing her association's textiles. Another name for this process is:

A) discovery
B) marketing
C) negotiation
D) closing
E) persuasion

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Question 22

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Preparing presale objectives,developing a presale presentation plan,and providing outstanding customer service are the three parts of:

A) the customer alliance
B) the presale approach
C) the presentation plan
D) the presentation strategy
E) the follow up

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Question 23

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Emmanuelle Djubo is a sales representative for a firm that makes textiles using a traditional dyeing process. The firm exports its products to companies in the fashion and home decorating industries internationally. Emmanuelle is at a trade show and runs into Suzanne, one of the buyers for the largest home decor retailer in Australia. -Emmanuelle has made an initial approach to the largest home goods retailer in Australia and has gained some basic information about the retailer's buying process. She has also made contact and established rapport with key buyers for the retailer. What is Emmanuelle's next step in the presentation plan to the retailer?

Which is the first step in creating a presentation objective?

An approach that involves giving the customer free samples of the product is the:

In most situations,the involvement of technical experts on a sales team lengthens the selling cycle.

Preparation for the actual sales presentation is a two-part process. Part one is referred to as the ________,and part two is called the ________.

Which of the following prescriptions is part of the presentation strategy?

The relationship strategy can make up for a bad first impression between salesperson and customer.

Which of the following is recommended when making telephone contact with a prospect?

The step in the presentation plan involving anticipating buyer concerns and using the win-win method is the:

List and explain the steps in the six-step presentation plan.

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect. -Sarah has already made a brief call on the prospect. Which of the following objectives has she most likely achieved?

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

Adaptive selling builds on the customer strategy,the relationship strategy,and the product strategy.

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

Multi-call sales presentations are common in many areas,but not in the retail field.

Approach,needs identification,presentation,negotiation,close,and servicing the sale are steps in the six-step ________.

An approach that gets the prospect thinking about a problem the salesperson can solve is the:

List and describe the strategies that form the basis of successful adaptive selling.