Question 1

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

Accepted Answer

The answer of Approach,needs identification,presentation,negotiation,close,and servicing the sale are steps...

Question 2

Which step in the presentation plan involves reviewing goals and making initial contact?

Accepted Answer

A)  approach
B)  needs identification
C)  presentation
D)  negotiation
E)  closeF) A) and B)
G) B) and E)

Question 3

Using a combination of approaches tends to confuse prospects and rarely results in identifying customer needs.

Accepted Answer

A) True 
 B)False

Question 4

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.
-Which question is most relevant to a Web-Star salesperson who is trying to tailor a presentation to a prospect's specific needs for Web conferencing software?

Accepted Answer

A)  What is the prospect's budget for the purchase?
B)  How familiar is the prospect with Web conferencing software in general?
C)  What level of technical expertise does the prospect have with computer software?
D)  Has the prospect been using paid or free Web conferencing software for meetings?
E)  How will the prospect be using Web conferencing software with its clients and employees?F) C) and D)
G) B) and E)

Question 5

One way to move from the social contact to the business contact is to thank the customer for taking time to meet with you and then review your goals for the meeting.Which of the following approaches is this?

Accepted Answer

A)  product demonstration
B)  agenda
C)  social
D)  referral
E)  customer benefitF) B) and E)
G) A) and D)

Question 6

A well-rehearsed approach should be avoided because it will sound too impersonal.

Accepted Answer

A) True 
 B)False

Question 7

The step in the Presentation Plan involving recognizing closing cues and initiating closing methods is the:

Accepted Answer

A)  approach
B)  needs identification
C)  presentation
D)  negotiation
E)  closeF) A) and D)
G) A) and C)

Question 8

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

Accepted Answer

preapproac...

Question 9

It is vital to treat secretaries,assistants,and receptionists with respect because:

Accepted Answer

A)  they are a key part of the buying center
B)  they usually have decision-making powers
C)  they control your access to the decision makers
D)  they have final sign-off on all purchases
E)  they will be the end-users of your productF) A) and B)
G) A) and C)

Question 10

Which of the following is the LEAST likely cause of sales call reluctance?

Accepted Answer

A)  fear of rejection
B)  fear of group presentations
C)  fear of taking risks
D)  lack of self-confidence
E)  fear of networkingF) C) and D)
G) None of the above

Question 11

Which is the first step in creating a presentation objective?

Accepted Answer

A)  Obtain personal and business information to establish the customer's file.
B)  Exchange personal information with the customer to break the ice.
C)  Learn about the competition's most popular products.
D)  Focus on networking in social situations.
E)  Acquire information needed for a routing plan.F) A) and E)
G) B) and E)

Question 12

Which of the following statements indicates the salesperson is using the survey approach?

Accepted Answer

A)  "Would you be interested in a security system that is currently used by most major banks in America?"
B)  "Tammy Williams,buyer for the Mayfield Company,has been very pleased with our line of drapes and suggested I arrange to show you our products."
C)  "I am anxious to show you our newest copy machine."
D)  "I want to study your traffic patterns to be sure that our product meets your needs."
E)  "Please accept this sample of our floor cleanser."F) B) and D)
G) A) and D)

Question 13

The survey approach is generally a non-threatening way to open a sales call.

Accepted Answer

A) True 
 B)False

Question 14

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?

Accepted Answer

A)  developed trust and presented solutions
B)  established rapport and asked basic needs discovery questions
C)  asked basic needs discovery questions and negotiated pricing
D)  negotiated pricing and closed the sale
E)  closed the sale and agreed on shipping termsF) A) and E)
G) A) and D)

Question 15

An approach that goes directly to showing the product to the prospect is the:

Accepted Answer

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

Question 16

Sales teams can often uncover problems,solutions,and sales opportunities that no individual salesperson could discover working alone.

Accepted Answer

A) True 
 B)False

Question 17

________,not to be confused with telemarketing,includes many of the same elements as traditional sales.

Accepted Answer

The answer of ________,not to be confused with telemarketing,includes many...

Question 18

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.
-As Sarah and Juan begin to put together the actual presentation,what should they do first?

Accepted Answer

A)  Clarify the objectives for the presentation using their company's standard form.
B)  Anticipate the prospect's needs based on the financial data gathered through public records.
C)  Search the CRM system for information on purchase records of similarly-sized clients.
D)  Find the correct format and graphics for the physical PowerPoint presentation.
E)  List all the features of the equipment they offer in a way that's easy for the prospect to read.F) B) and D)
G) A) and B)

Question 19

Which step in the presentation plan involves showing the product to the customer?

Accepted Answer

A)  approach
B)  needs identification
C)  presentation
D)  negotiation
E)  closeF) A) and D)
G) A) and C)

Question 20

The premium approach involves giving the customer a free sample or an inexpensive gift.

Accepted Answer

A) True 
 B)False

Exam 10: Approaching the Customer With Adaptive Selling

A well-rehearsed approach should be avoided because it will sound too impersonal.

Correct Answer
verified

The survey approach is generally a non-threatening way to open a sales call.

Correct Answer
verified

Correct Answer
verified

Which is the first step in creating a presentation objective?

Correct Answer
verified

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

Correct Answer
verified
preapproac...
View Answer

It is vital to treat secretaries,assistants,and receptionists with respect because:

Correct Answer
verified

Correct Answer
verified

Which of the following is the LEAST likely cause of sales call reluctance?

Correct Answer
verified

One way to move from the social contact to the business contact is to thank the customer for taking time to meet with you and then review your goals for the meeting.Which of the following approaches is this?

Correct Answer
verified

________,not to be confused with telemarketing,includes many of the same elements as traditional sales.

Correct Answer
verified

The premium approach involves giving the customer a free sample or an inexpensive gift.

Correct Answer
verified

Which step in the presentation plan involves reviewing goals and making initial contact?

Correct Answer
verified

The step in the Presentation Plan involving recognizing closing cues and initiating closing methods is the:

Correct Answer
verified

Sales teams can often uncover problems,solutions,and sales opportunities that no individual salesperson could discover working alone.

Correct Answer
verified

An approach that goes directly to showing the product to the prospect is the:

Correct Answer
verified

Which step in the presentation plan involves showing the product to the customer?

Correct Answer
verified

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

Correct Answer
verified

Which of the following statements indicates the salesperson is using the survey approach?

Correct Answer
verified

Using a combination of approaches tends to confuse prospects and rarely results in identifying customer needs.

Correct Answer
verified

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. -As Sarah and Juan begin to put together the actual presentation,what should they do first?

Correct Answer
verified

Exam 10: Approaching the Customer With Adaptive Selling

A well-rehearsed approach should be avoided because it will sound too impersonal.

Correct AnswerverifiedShow Answer

The survey approach is generally a non-threatening way to open a sales call.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which is the first step in creating a presentation objective?

Correct AnswerverifiedShow Answer

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

Correct Answerverifiedpreapproac...View AnswerShow Answer

It is vital to treat secretaries,assistants,and receptionists with respect because:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following is the LEAST likely cause of sales call reluctance?

Correct AnswerverifiedShow Answer

One way to move from the social contact to the business contact is to thank the customer for taking time to meet with you and then review your goals for the meeting.Which of the following approaches is this?

Correct AnswerverifiedShow Answer

________,not to be confused with telemarketing,includes many of the same elements as traditional sales.

Correct AnswerverifiedShow Answer

The premium approach involves giving the customer a free sample or an inexpensive gift.

Correct AnswerverifiedShow Answer

Which step in the presentation plan involves reviewing goals and making initial contact?

Correct AnswerverifiedShow Answer

The step in the Presentation Plan involving recognizing closing cues and initiating closing methods is the:

Correct AnswerverifiedShow Answer

Sales teams can often uncover problems,solutions,and sales opportunities that no individual salesperson could discover working alone.

Correct AnswerverifiedShow Answer

An approach that goes directly to showing the product to the prospect is the:

Correct AnswerverifiedShow Answer

Which step in the presentation plan involves showing the product to the customer?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following statements indicates the salesperson is using the survey approach?

Correct AnswerverifiedShow Answer

Using a combination of approaches tends to confuse prospects and rarely results in identifying customer needs.

Correct AnswerverifiedShow Answer

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. -As Sarah and Juan begin to put together the actual presentation,what should they do first?

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified
preapproac...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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