Question 1

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

Accepted Answer

1.Establish objectives for the presentat...

Question 2

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

Accepted Answer

A)  rehearsing,initial contact,presenting,demonstrating,closing,and servicing
B)  approach,needs discovery,presentation,negotiation,close,and servicing the sale
C)  custom fitting,presentation,demonstration,negotiating,communicating,and closing
D)  initial contact,presentation,demonstration,communication,closing,and servicing
E)  preapproach,approach,rehearsing,presentation,negotiation,and closing

Question 3

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

Accepted Answer

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

Question 4

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

Accepted Answer

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

Question 5

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

Accepted Answer

A)  approach
B)  needs identification
C)  presentation
D)  negotiation
E)  close

Question 6

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

Accepted Answer

A)  responding to the customer's comments
B)  making nonverbal gestures of listening
C)  discussing your personal experiences
D)  maintaining appropriate eye contact
E)  initiating the social contact

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

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

Question 11

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:

Accepted Answer

A)  make adaptations based on the needs of the prospect
B)  highlight features that show her firm's superiority
C)  set a price high enough to leave room for negotiation
D)  raise strong reasons for not purchasing from competitors
E)  create a marketing campaign that will appeal to mass audiences

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

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?

Accepted Answer

A)  Use aggressive sales techniques because British business people appreciate aggressiveness.
B)  Remind the prospect of the disadvantages of competing Web conferencing products.
C)  Immediately use first names with the prospect because British business people are informal.
D)  Focus on objective facts about the Web conferencing product during the sales presentation.
E)  Call the prospect frequently after the sales presentation to determine if a decision has been made.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

A)  implementation
B)  solution
C)  presentation
D)  close
E)  preapproach

Question 16

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?

Accepted Answer

A)  Focus only on the technically knowledgeable members of the group.
B)  State the adaptive selling objective for each group member.
C)  Use technical specifics when speaking to silent members.
D)  Utilize an elevator speech to develop rapport quickly.
E)  Identify the primary decision makers in the group.

Question 17

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

Accepted Answer

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.

Question 18

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

Accepted Answer

A)  Build a strong prospect base by analyzing qualified customers.
B)  Prepare a presale presentation plan needed to meet objectives.
C)  Assume a role of mentor and associate.
D)  Project a positive sales image.
E)  Focus on relationships.

Question 19

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?

Accepted Answer

A)  Perform some visualization activities to help focus on winning the sale.
B)  Break the ice with Suzanne by mentioning a mutual acquaintance.
C)  Prepare a PowerPoint presentation about her firm's history and products.
D)  Send Suzanne an email outlining the features of the textiles.
E)  Research Suzanne's firm on the Internet to get basic information.

Question 20

"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.

Accepted Answer

A)  observation
B)  question
C)  survey
D)  method
E)  combination

Exam 10: Approaching the Customer With Adaptive Selling

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified
1.Establish objectives for the presentat...
View Answer

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

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

Exam 10: Approaching the Customer With Adaptive Selling

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct Answerverified1.Establish objectives for the presentat...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
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1.Establish objectives for the presentat...
View Answer

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