Question 1

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.F) A) and E)
G) A) and D)

Question 2

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) A) and D)
G) A) and B)

Question 3

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 E)
G) A) and B)

Question 4

Which of the following statements is most likely true?

Accepted Answer

A)  Following a tight script will help facilitate a sale in consultative selling.
B)  Team selling is effective when firms sell complex or customized products.
C)  Salespeople should concentrate on a single objective for each sales call.
D)  The salesperson should only meet with the decision maker.
E)  A receptionist is most likely to be the true decision maker.F) B) and C)
G) A) and B)

Question 5

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.
-In the morning,the Web-Star salesperson will give a sales presentation to a current client,and in the afternoon,the salesperson will give a sales presentation to a new prospect. How is pre-call planning different for the two presentations?

Accepted Answer

A)  It is more important for new clients,as current clients have the same needs they did when they originally purchased the product,but new clients' needs are unknown.
B)  It is more important for new clients,as the salesperson must have a more polished,smoother manner with new clients to earn their trust.
C)  It is useful to do pre-call planning with both old and new clients if you have the time,but a good salesperson can conduct an effective sales call without prior preparation.
D)  It is equally important for both types of clients,as current clients' needs may have changed since the original purchase.
E)  It is more important for current clients,as the stakes are higher that they will reject a proposal once they have used the product.F) C) and D)
G) A) and E)

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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.
-At the trade show,Emmanuelle gives Suzanne her elevator pitch,which:

Accepted Answer

A)  establishes a deep rapport between Emmanuelle and Suzanne
B)  explains the product's features,benefits,and quality guarantees
C)  provides Suzanne with enough information to pique Suzanne's interest
D)  presents the benefits to Suzanne of purchasing the product for home décor retailers
E)  suggests that Suzanne will receive a discount if she purchases textiles from EmmanuelleF) C) and D)
G) C) and E) C

Question 8

CRM software can help salespeople plan better sales calls.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

Telesales

Question 11

Adaptive selling is based on the relationship,product,and ________ strategies.

Accepted Answer

The answer of Adaptive selling is based on the relationship,product,and...

Question 12

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 E)

Question 13

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 is able to use an adaptive selling method with the Australian buyers because she has made an effort to understand their needs,she pays attention to the details of the contact she makes with the buyers,and:

Accepted Answer

A)  she is an expert in the products she is selling
B)  she speaks to them with an Australian accent
C)  she establishes rapport by mentioning her visits to Sidney and Canberra
D)  she focuses on benefits,not just features of her products
E)  she makes sure to present to them in person only so she can control all aspects of her presentationF) A) and B)
G) A) and C)

Question 14

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 often 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 E)
G) B) and D)

Question 15

The survey approach is generally a nonthreatening way to open a sales call.

Accepted Answer

A) True 
 B)False

Question 16

An approach that involves using the goodwill 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 approachF) B) and C)
G) A) and E) A

Question 17

Before the salesperson plans the presentation,he or she needs to plan the:

Accepted Answer

A)  implementation
B)  solution
C)  delivery
D)  close
E)  preapproachF) A) and B)
G) A) and C)

Question 18

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 audiencesF) D) and E)
G) B) and E)

Question 19

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) D) and E)
G) A) and D)

Question 20

The referral approach is most likely to be effective because customers:

Accepted Answer

A)  appreciate prepared salespeople
B)  expect to ask and answer many questions
C)  tend to focus on benefits instead of features
D)  usually trust a salesperson who presents statistical data
E)  are impressed by product benefits presented by satisfied customersF) D) and E)
G) A) and B)

Exam 10: Approaching the Customer with Adaptive Selling

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

Correct Answer
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Which of the following statements is most likely true?

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

Correct Answer
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Correct Answer
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C

CRM software can help salespeople plan better sales calls.

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified
Telesales

Adaptive selling is based on the relationship,product,and ________ strategies.

Correct Answer
verified

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

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

Correct Answer
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The survey approach is generally a nonthreatening way to open a sales call.

Correct Answer
verified

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

Correct Answer
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A

Before the salesperson plans the presentation,he or she needs to plan the:

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

Correct Answer
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The referral approach is most likely to be effective because customers:

Correct Answer
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Exam 10: Approaching the Customer with Adaptive Selling

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following statements is most likely true?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedC

CRM software can help salespeople plan better sales calls.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedTelesales

Adaptive selling is based on the relationship,product,and ________ strategies.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The survey approach is generally a nonthreatening way to open a sales call.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedA

Before the salesperson plans the presentation,he or she needs to plan the:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The referral approach is most likely to be effective because customers:

Correct AnswerverifiedShow Answer

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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C

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Correct Answer
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Telesales

Correct Answer
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Correct Answer
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Correct Answer
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A

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