Question 1

Stephen's most preferred approach is the referral approach.He likes this method because:

Accepted Answer

A)  it gets the prospect's attention.
B)  prospects are impressed with you if presented by a third party.
C)  customers almost always answer a referral.
D)  a salesperson should always refer to a substantial benefit.
E)  it is the easiest way to approach a customer.

Question 2

Having an action objective makes the sales presentation more focused.

Accepted Answer

A) True 
 B)False

Question 3

A complex selling situation often requires a:

Accepted Answer

A)  one-person presentation.
B)  reminder presentation.
C)  high involved presentation.
D)  persuasive presentation.
E)  team presentation.

Question 4

A good strategy for building relationship with prospects would be to:

Accepted Answer

A)  understand what their buying motives are.
B)  give them an expensive gift.
C)  qualify them before approaching them.
D)  research who their competitors are.
E)  search for mutual acquaintances or interests. E

Question 5

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

Accepted Answer

A)  prepare a presale presentation plan needed to meet objectives
B)  build a strong prospect base
C)  project a positive sales image
D)  assume a role of mentor and associate
E)  become a product expert

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

Closing the sale over several calls is often referred to as:

Accepted Answer

A)  Levitt method selling.
B)  Ferris wheel selling.
C)  Hopper selling.
D)  Learning International selling.
E)  Multicall sales presentations.

Question 8

The fear of making initial contact with the prospect is called:

Accepted Answer

A)  sales anxiety disorder.
B)  communication anxiety disorder.
C)  communication bias syndrome.
D)  social anxiety disorder.
E)  sales call reluctance.

Question 9

In today's dynamic sales presentations,the correct order for strategies is:

Accepted Answer

A)  customer,presentation,relationship strategy in this order
B)  presentation,customer,relationship strategy in this order
C)  relationship,presentation,customer strategy in this order
D)  relationship,presentation,customer strategy happening before the presentation strategy.
E)  presentation,relationship,customer strategy in this order

Question 10

Marvin Hill represents a company that sells industrial solvents used in certain manufacturing processes.Tomorrow,he will visit an established manufacturing company for the first time.An appropriate objective of this sales call could be to:

Accepted Answer

A)  ask them for a referral.
B)  learn as much as possible about the structure and culture of the organization.
C)  close the sale.
D)  over come objections that may arise during the meeting.
E)  provide after-sales service.

Question 11

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 12

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...

Question 13

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

Accepted Answer

a.Approach: Prepare an effective approac...

Question 14

Raj is developing a presentation strategy.He includes developing the presale presentation plan,renewing his commitment to providing outstanding customer service,and:

Accepted Answer

A)  inquiring about referrals.
B)  overhead design procedures.
C)  preplanning activities.
D)  managing sales call reluctance.
E)  establishing objectives for the sales presentation.

Question 15

A good way to get the prospect's attention would be to use the customer benefit approach.

Accepted Answer

A) True 
 B)False  True

Question 16

Research studies indicate that the referral approach is effective because:

Accepted Answer

A)  customers don't want to take the time to really get to know sales reps.
B)  customers know that the viewpoint of a third party is always accurate.
C)  customers always respect the opinions of a third party.
D)  customers will be far more impressed with your good points if they are presented by a third party rather than by you.
E)  customers seldom trust a salesperson,but do trust a third party. D

Question 17

Every sales call should have an action objective.

Accepted Answer

A) True 
 B)False

Question 18

List some of the techniques used to convert a prospect's attention from a social contact to a business presentation?

Accepted Answer

a.Product demonstration approa...

Question 19

Which of the following statements is false?

Accepted Answer

A)  Increasingly,there are more decision makers involved in selling situations.
B)  The inflexible canned sales presentation violates the major tenets of consultative selling.
C)  Salespeople should concentrate on a single objective for each sales call.
D)  Multi-call sales presentations are common in complex sales.
E)  Some sales presentations require a team approach.

Question 20

Which one of the following is an effective suggestion for dealing with sales call reluctance?

Accepted Answer

A)  make your sales calls early in the day when you have more energy and enthusiasm
B)  avoid the loss of spontaneity that often comes with a well-rehearsed approach
C)  get therapy to over come sales call reluctance
D)  do not anticipate success because you may become overconfident
E)  recognize that it is normal to feel anxious about the initial contact

Exam 10: Approaching the Customer With Adaptive Selling

Stephen's most preferred approach is the referral approach.He likes this method because:

Correct AnswerverifiedShow Answer

Having an action objective makes the sales presentation more focused.

Correct AnswerverifiedShow Answer

A complex selling situation often requires a:

Correct AnswerverifiedShow Answer

A good strategy for building relationship with prospects would be to:

Correct AnswerverifiedE

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Closing the sale over several calls is often referred to as:

Correct AnswerverifiedShow Answer

The fear of making initial contact with the prospect is called:

Correct AnswerverifiedShow Answer

In today's dynamic sales presentations,the correct order for strategies is:

Correct AnswerverifiedShow Answer

Marvin Hill represents a company that sells industrial solvents used in certain manufacturing processes.Tomorrow,he will visit an established manufacturing company for the first time.An appropriate objective of this sales call could be to:

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

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

Correct AnswerverifiedShow Answer

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

Correct Answerverifieda.Approach: Prepare an effective approac...View AnswerShow Answer

Raj is developing a presentation strategy.He includes developing the presale presentation plan,renewing his commitment to providing outstanding customer service,and:

Correct AnswerverifiedShow Answer

A good way to get the prospect's attention would be to use the customer benefit approach.

Correct AnswerverifiedTrue

Research studies indicate that the referral approach is effective because:

Correct AnswerverifiedD

Every sales call should have an action objective.

Correct AnswerverifiedShow Answer

List some of the techniques used to convert a prospect's attention from a social contact to a business presentation?

Correct Answerverifieda.Product demonstration approa...View AnswerShow Answer

Which of the following statements is false?

Correct AnswerverifiedShow Answer

Which one of the following is an effective suggestion for dealing with sales call reluctance?

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
E

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
verified
a.Approach: Prepare an effective approac...
View Answer

Correct Answer
verified

Correct Answer
verified
True

Correct Answer
verified
D

Correct Answer
verified

Correct Answer
verified
a.Product demonstration approa...
View Answer

Correct Answer
verified

Correct Answer
verified