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Exam 10: Approaching the Customer With Adaptive Selling

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Question 21

Multiple Choice

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

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."

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Question 22

Multiple Choice

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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?

A) product demonstration
B) agenda
C) social
D) referral
E) customer benefit

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Question 23

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

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?

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

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

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

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

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

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

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

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

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

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?

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

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

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

Which is the first step in creating a presentation objective?

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?

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