Question 1

Helena finds the approach very important.She wants to satisfy three main objectives.First,is to build rapport with the customer; second,is to capture the prospect's full attention; and third,is to:

Accepted Answer

The first two objectives focus on building a relationship and getting the prospect's attention, and the third objective should be to transition into the need discovery stage of the sales presentation, where the salesperson can learn about the prospect's needs and how to tailor their pitch accordingly. Option A, B, and D are too aggressive and not appropriate at this stage of the sales process, and option C is too specific and not always appropriate depending on the product or service being sold.

Question 2

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

Accepted Answer

Stephen prefers the referral approach because prospects are often impressed when introduced by a third party, which can help build trust and credibility with the prospect. Additionally, referrals often have a higher conversion rate compared to cold approaches.

Question 3

The length of time devoted to the social contact depends on:

Accepted Answer

The length of time devoted to social contact should be determined by the type of product or service that is being sold. Different products or services may require different levels of relationship-building before a sale can occur. For example, selling a high-end luxury product may require more time spent on building a relationship with the buyer than selling a simpler, lower-priced product.

Question 4

When Paul is selling into a situation with complex product solutions that involve technical experts,he often employs:

Accepted Answer

When selling into a situation with complex product solutions that involve technical experts, the best choice is to employ a team selling solution. This involves bringing in a group of individuals, including technical experts and sales reps, to work together to provide a comprehensive solution to the customer's needs. It allows for a more effective and efficient sales process, as each member of the team can contribute their expertise and knowledge to the customer's benefit.

Question 5

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

Accepted Answer

The correct order is to first establish a relationship strategy, then develop a presentation strategy, and finally focus on the customer strategy before the presentation.

Question 6

The goal of the social contact during the approach is to:

Accepted Answer

The social contact during the approach is primarily used to establish rapport and trust with the buyer. While developing interest and understanding the buyer's needs are also important, these goals are typically achieved during later parts of the sales process. Understanding the buyer's communication style and getting more comfortable for the presentation may also be important, but again, these are secondary objectives during the approach.

Question 7

"Mrs.Gupta,let me show you how our new paper shredder MX.420 works",is an example of:

Accepted Answer

The statement "Mrs.Gupta, let me show you how our new paper shredder MX.420 works" indicates that a product demonstration approach is being used to explain the new paper shredder to the customer. This approach is best suited for showcasing how a product works and its benefits.

Question 8

"Mr.Fabio,are you aware of our company's extended warranty program?",is an example of:

Accepted Answer

The statement is a direct question, which falls under the question approach. This approach is used to gather information from the customer to better understand their needs and to provide them with personalized solutions.

Question 9

Mitch often considers what factor(s)when setting presentation objectives?

Accepted Answer

The answer of Mitch often considers what factor(s)when setting presentation...

Question 10

Lesley understands that an effective sales demonstration:

Accepted Answer

An effective sales demonstration provides the customer with a better understanding of product benefits, which is crucial for making informed purchasing decisions.

Question 11

Ramona realizes the most important factor of dealing with a buying team is:

Accepted Answer

Determining the various buying influences is the most important factor of dealing with a buying team. It allows the seller to understand each member's role and influence in the buying process and develop a tailored approach to each one, increasing the chances of winning the business. Winning the business at all costs or having a good profit margin may not always be feasible or desirable, and having a good presentation or being persuasive alone may not be sufficient to overcome the buying team's objections and concerns.

Question 12

An important reason for applying the team approach in selling is:

Accepted Answer

The team approach in selling is important because it improves the need identification process and helps in better identifying the solution to the customer's buying problem. By involving team members with different expertise and perspectives, the team can gather more information, explore different angles and potential solutions, and provide a more comprehensive and tailored offering to the customer. This can enhance the value proposition, increase customer satisfaction, and ultimately lead to higher sales and revenue. The other options (A, B, C, D) do not fully capture the benefits and rationale for the team approach in selling.

Question 13

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

Accepted Answer

The answer of A good strategy for building relationship with...

Question 14

Denise understands that an effective sales demonstration:

Accepted Answer

The answer of Denise understands that an effective sales demonstration:
...

Question 15

When a customer's decision-making process is guided by a team,the seller is likely to use a ________ approach.

Accepted Answer

When the customer's decision-making process involves a team, the seller is likely to use a team-selling approach. This approach involves a group of sales professionals from the same company working together to build relationships with the customer and provide solutions that align with the customer's needs. This approach requires effective communication, collaboration, and coordination among the team members to ensure that the customer's requirements are met. Therefore, option D is the correct answer.

Question 16

When Jason makes a transition from preapproach to approach,the sales call may be blocked by sales call reluctance.If this manifests itself as a fear it is a problem shared by:

Accepted Answer

Sales call reluctance is a common issue faced by both rookies (new salespeople) and veterans (experienced salespeople). It is not limited to a specific type of salesperson or buyer. Therefore, option B) is the best choice.

Question 17

"Ms.French,my name is Melanie Cunningham,and I represent the Smiling Dog Studios.We specialize in pet photography.Your name was suggested to us by Mrs.Kalon who is a regular customer of ours" is an example of:

Accepted Answer

The statement is an example of a referral approach as Melanie introduces herself and the company based on a recommendation or referral from a regular customer.

Question 18

The objective of the Approach is to:

Accepted Answer

The objective of the Approach is to capture prospect's attention and generate interest in a prospect. This sets the stage for the rest of the sales process.

Question 19

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

Accepted Answer

Multicall sales presentations involve closing the sale over several calls or meetings. This approach allows the salesperson to build a relationship with the customer, address any concerns or objections, and tailor their pitch to the customer's specific needs and interests. Other options listed, such as the Levitt method or Ferris wheel selling, do not specifically refer to the practice of closing a sale over multiple calls or meetings.

Question 20

Sarina sets more than one sales call objective because:

Accepted Answer

The answer of Sarina sets more than one sales call...

Quiz 10: Approaching the Customer With Adaptive Selling