Question 1

A non-threatening approach that allows the salesperson to gather information about the prospect before the call is the:

Accepted Answer

A)  referral approach
B)  question approach
C)  product demonstration approach
D)  survey approach
E)  premium approach

Question 2

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?

Accepted Answer

A)  making an initial introduction so the buyers know who she is
B)  talking to the buyers to determine their needs
C)  asking for the sale
D)  making a formal sales presentation,including presenting benefits
E)  negotiating the price the retailer will pay

Question 3

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.
-At the trade show,Emmanuelle gives Suzanne her elevator pitch,which:

Accepted Answer

A)  establishes a deep rapport between Emmanuelle and Suzanne
B)  explains the product's features,benefits,and quality guarantees
C)  provides Suzanne with enough information to pique Suzanne's interest
D)  presents the benefits to Suzanne of purchasing the product for home décor retailers
E)  suggests that Suzanne will receive a discount if she purchases textiles from Emmanuelle

Question 4

The presentation strategy should be developed before the relationship,product,and customer strategy in order to have an effective plan.

Accepted Answer

A) True 
 B)False

Question 5

Raymundo is trying to develop a presentation strategy.One of the prescriptions he should follow is:

Accepted Answer

A)  prepare objectives
B)  become a product expert
C)  configure value-added solutions
D)  discover customer needs
E)  recognize closing cues

Question 6

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.
-Given that Juan and Sarah will be working as a team,which of the following is most important for Juan to do?

Accepted Answer

A)  Develop a price quote for the prospect before Sarah has the opportunity.
B)  Confirm his percentage of the commission with his sales manager.
C)  Develop the visual aids that will be used in the sales presentation.
D)  Conduct Internet research on the prospect.
E)  Clarify his role in the sales call.

Question 7

Practicing an approach before making initial contact is most likely beneficial because:

Accepted Answer

A)  optimism is crucial to successful selling efforts
B)  rehearsal reduces the chances of making a mistake
C)  practicing ensures that transactional sales are profitable
D)  anxiety is normal for both new and experienced salespeople
E)  developing a deeper commitment to sales goals is important

Question 8

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

Accepted Answer

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

Question 9

Web-Star makes Web conferencing software with features that integrate directly into users' back-end systems such as inventory,order processing,shipping,tracking,CRM,and tech support.Using this software,companies can hold internal meetings as well as give sales presentations that allow them to check inventory in real-time and place customer orders during the presentation.Quite often,Web-Star salespeople make sales presentations to prospects using the Web-Star product to show off its capabilities.
-In the morning,the Web-Star salesperson will give a sales presentation to a current client,and in the afternoon,the salesperson will give a sales presentation to a new prospect.How is pre-call planning different for the two presentations?

Accepted Answer

A)  It is more important for new clients,as current clients have the same needs they did when they originally purchased the product,but new clients' needs are unknown.
B)  It is more important for new clients,as the salesperson must have a more polished,smoother manner with new clients to earn their trust.
C)  It is useful to do pre-call planning with both old and new clients if you have the time,but a good salesperson can conduct an effective sales call without prior preparation.
D)  It is equally important for both types of clients,as current clients' needs may have changed since the original purchase.
E)  It is more important for current clients,as the stakes are higher that they will reject a proposal once they have used the product.

Question 10

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

Accepted Answer

A) True 
 B)False  False

Question 11

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

Accepted Answer

A) True 
 B)False  False

Question 12

Which of the following statements is most likely true?

Accepted Answer

A)  Following a tight script will help facilitate a sale in consultative selling.
B)  Team selling is effective when firms sell complex or customized products.
C)  Salespeople should concentrate on a single objective for each sales call.
D)  The salesperson should only meet with the decision maker.
E)  A receptionist is most likely to be the true decision maker.

Question 13

The referral approach is most likely effective because customers:

Accepted Answer

A)  appreciate prepared salespeople
B)  expect to ask and answer many questions
C)  tend to focus on benefits instead of features
D)  usually trust a salesperson who presents statistical data
E)  are impressed by product benefits presented by satisfied customers

Question 14

Sales personnel who have adopted the consultative style use the survey and ________ approaches most frequently.

Accepted Answer

The answer of Sales personnel who have adopted the consultative...

Question 15

Web-Star makes Web conferencing software with features that integrate directly into users' back-end systems such as inventory,order processing,shipping,tracking,CRM,and tech support.Using this software,companies can hold internal meetings as well as give sales presentations that allow them to check inventory in real-time and place customer orders during the presentation.Quite often,Web-Star salespeople make sales presentations to prospects using the Web-Star product to show off its capabilities.
-Why is understanding the Web-Star product absolutely essential for a salesperson who uses adaptive selling to sell the teleconferencing software?

Accepted Answer

A)  The salesperson must know the product completely to be able to persuade prospects to purchase it.
B)  The salesperson must know the pricing schedule for all products and volumes of sales to give a quote instantly to an interested prospect on the phone.
C)  The salesperson must understand the ins and outs of the product to be able to quickly reevaluate the best configuration for a prospect based on new information from the prospect.
D)  The salesperson must know the product to be able to point out the flaws in competitor's teleconferencing software to prospects.
E)  The salesperson must know all about the product to be able to explain all the features during a presentation. C

Question 16

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:

Accepted Answer

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

Question 17

List and explain the steps in the Six-Step Presentation Plan.

Accepted Answer

1.Prepare an effective approach in order...

Question 18

CRM software can help salespeople plan better sales calls.

Accepted Answer

A) True 
 B)False

Question 19

The statement,"This product is convenient,priced right,and ready to use," is an example of which of the following approaches?

Accepted Answer

A)  premium
B)  survey
C)  product
D)  benefit
E)  systems

Question 20

When you use the ________ approach,your opening statement should include a direct reference to the third party.

Accepted Answer

The answer of When you use the ________ approach,your opening...

Exam 10: Approaching the Customer With Adaptive Selling

A non-threatening approach that allows the salesperson to gather information about the prospect before the call is the:

Correct Answer
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Correct Answer
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Correct Answer
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The presentation strategy should be developed before the relationship,product,and customer strategy in order to have an effective plan.

Correct Answer
verified

Raymundo is trying to develop a presentation strategy.One of the prescriptions he should follow is:

Correct Answer
verified

Correct Answer
verified

Practicing an approach before making initial contact is most likely beneficial because:

Correct Answer
verified

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

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

Correct Answer
verified
False

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

Correct Answer
verified
False

Which of the following statements is most likely true?

Correct Answer
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The referral approach is most likely effective because customers:

Correct Answer
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Sales personnel who have adopted the consultative style use the survey and ________ approaches most frequently.

Correct Answer
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Correct Answer
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C

Correct Answer
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List and explain the steps in the Six-Step Presentation Plan.

Correct Answer
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1.Prepare an effective approach in order...
View Answer

CRM software can help salespeople plan better sales calls.

Correct Answer
verified

The statement,"This product is convenient,priced right,and ready to use," is an example of which of the following approaches?

Correct Answer
verified

When you use the ________ approach,your opening statement should include a direct reference to the third party.

Correct Answer
verified

Exam 10: Approaching the Customer With Adaptive Selling

A non-threatening approach that allows the salesperson to gather information about the prospect before the call is the:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The presentation strategy should be developed before the relationship,product,and customer strategy in order to have an effective plan.

Correct AnswerverifiedShow Answer

Raymundo is trying to develop a presentation strategy.One of the prescriptions he should follow is:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Practicing an approach before making initial contact is most likely beneficial because:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedFalse

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

Correct AnswerverifiedFalse

Which of the following statements is most likely true?

Correct AnswerverifiedShow Answer

The referral approach is most likely effective because customers:

Correct AnswerverifiedShow Answer

Sales personnel who have adopted the consultative style use the survey and ________ approaches most frequently.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedC

Correct AnswerverifiedShow Answer

List and explain the steps in the Six-Step Presentation Plan.

Correct Answerverified1.Prepare an effective approach in order...View AnswerShow Answer

CRM software can help salespeople plan better sales calls.

Correct AnswerverifiedShow Answer

The statement,"This product is convenient,priced right,and ready to use," is an example of which of the following approaches?

Correct AnswerverifiedShow Answer

When you use the ________ approach,your opening statement should include a direct reference to the third party.

Correct AnswerverifiedShow Answer

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False

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False

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C

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1.Prepare an effective approach in order...
View Answer

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