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Exam 10: Approaching the Customer With Adaptive Selling

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Question 31

Multiple Choice

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

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

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Question 32

Multiple Choice

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

A) Avoid giving the receptionist or secretary too much information.
B) Confirm the telephone appointment with a pre-appointment call.
C) Avoid telling the person how much time the appointment may take.
D) State the purpose of your call and explain how the prospect can benefit from a meeting.
E) Avoid developing a written presentation,which may sound too structured for a telephone call.

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Question 33

Multiple Choice

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

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 calls Suzanne and arranges a meeting to discuss both organizations.Before Emmanuelle goes to the meeting,what should she most likely do?

Before the salesperson makes an approach,he or she needs to plan the:

The six parts of the presale presentation plan checklist represent new additions to the sales training literature.

"The certificate of deposit represents a safe investment,but you may want to examine some options that will give you a better return on your investment.Completion of our Financial Planning Profile questionnaire can help us identify investment options." These statements are most likely an example of a(n) ________ approach.

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

In British business settings,a hard sell is the best approach

Team selling is ideally suited to organizations that sell complex and/or customized products and services.

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

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. -A Web-Star salesperson is preparing a sales presentation for a British firm that is interested in purchasing Web conferencing software.What is the best advice for the salesperson?

All of the following are recommended guidelines for effectively making social contacts EXCEPT:

An approach that involves using the good will of a third party to make contact with the prospect is the:

List and explain the three prescriptions to developing a good presentation strategy.

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

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. -A Web-Star salesperson is giving a sales presentation to a buying committee.What should the Web-Star salesperson most likely do in this situation?

The step in the Presentation Plan involving anticipating buyer concerns and using the win-win method is the:

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. -During the sales presentation to the Australian firm,Emmanuelle should most likely:

What are the steps in order of the six-step presentation plan?