Question 1

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

Accepted Answer

Anticipating buyer concerns and using win-win methods is a crucial step in the negotiation process. This involves being prepared to handle objections and concerns that the buyer may have and finding a solution that benefits both parties. It is important to use a win-win approach to ensure that the buyer feels heard and valued, while also achieving the desired outcome for the seller.

Question 2

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

Accepted Answer

Recognizing closing cues and initiating closing methods is a part of the close step in the presentation plan. This is the final stage of the sales process, where the salesperson attempts to gain commitment from the prospect and close the sale.

Question 3

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

Accepted Answer

The prescription of preparing a presale presentation plan needed to meet objectives is a part of the presentation strategy. It involves creating a plan that outlines the goals, target audience, and key messages to be conveyed during the presentation. This plan helps the salesperson to stay focused during the presentation and ensures that they meet their objectives. The other options (A, C, D, E) are important strategies in sales, but they do not pertain specifically to the presentation strategy.

Question 4

The step in the Presentation Plan involving determining needs,selecting a solution,and showing the product to the customer is the:

Accepted Answer

The presentation step involves determining customer needs, selecting a solution, and showing the product to the customer.

Question 5

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

Accepted Answer

The product demonstration approach goes directly to showing the product to the prospect, which can be effective in allowing the prospect to see the features and benefits of the product firsthand. It also allows for the salesperson to address any objections or questions that the prospect may have in real-time.

Question 6

A non-threatening approach that allows the salesperson to gather information about the prospect before the call is the:

Accepted Answer

The survey approach allows the salesperson to gather information about the prospect before the call, without coming across as pushy or threatening. It involves conducting a survey or questionnaire that provides insight into the prospect's needs and interests. This approach is also useful for customizing the sales pitch to better suit the prospect's preferences.

Question 7

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

Accepted Answer

Developing a deeper commitment to your goals can help overcome sales call reluctance by providing motivation and focus. It can also help to have a clear understanding of why you are making the calls and what you hope to achieve. Avoiding anxiety (A) and overconfidence (B) are also important, but developing commitment is more effective. Loss of spontaneity (C) is not necessarily a problem if a well-rehearsed approach is still genuine and engaging. Developing a healthy sense of realism (E) is also important, but again, developing commitment is likely to be more effective in combating sales call reluctance.

Question 8

The step in the Presentation Plan involving reviewing goals and making initial contact is the:

Accepted Answer

The step in the Presentation Plan involving reviewing goals and making initial contact is known as the approach. This step sets the tone for the entire presentation and involves establishing rapport and gaining the prospect's attention and interest.

Question 9

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

Accepted Answer

The answer of An approach that involves giving the customer...

Question 10

Which of the following statements is true?

Accepted Answer

Some sales presentations, especially for complex solutions, may require a team approach where different experts from the sales organization participate in the meeting to address technical details or answer questions from different stakeholders. This approach can help build credibility and trust in the solution offered.

Question 11

Which is the first step in creating a presentation objective?

Accepted Answer

The first step in creating a presentation objective is to obtain personal and business information to establish the customer's file, as this helps tailor the presentation to the customer's specific needs and context.

Question 12

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

Accepted Answer

The question approach is designed to get the prospect thinking about a problem or need that they may have, which the salesperson can then address with their product or service. By asking targeted questions, the salesperson can engage the prospect in a conversation and uncover their pain points. This approach is particularly effective because it requires active involvement from the prospect, rather than simply presenting them with information.

Question 13

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

Accepted Answer

The referral approach involves using the good will of a third party to make contact with the prospect. This approach can be incredibly effective because it leverages existing relationships and can help establish trust with the prospect. When a mutual connection recommends a product or service, it can carry significant weight and may increase the likelihood of a successful sale.

Question 14

The statement,"This product is convenient,priced right and ready to use," is an example of which of the following approaches?

Accepted Answer

The statement highlights the benefits of the product, indicating that it is convenient, priced right and ready to use. Therefore, it is an example of the benefit approach.

Question 15

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?

Accepted Answer

Reviewing the goals for the meeting is part of an agenda, which can help transition from a social contact to a business contact. A product demonstration focuses on showcasing a product, a referral involves introducing someone else to the customer, and customer benefit involves highlighting how the customer will benefit from a product or service.

Question 16

The statements,"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," provide an example of:

Accepted Answer

The statement uses a combination approach, which acknowledges the safety of the certificate of deposit but also suggests exploring other investment options to potentially receive a better return. It then recommends completing a financial planning profile questionnaire, which is a survey approach, to identify those options. This approach considers both the current situation and the need for future planning.

Question 17

Which of the following statements concerning selling in England is true?

Accepted Answer

In England, it is considered poor manners to discuss business after the business day. It is important to avoid any discussion related to business during private or social occasions. Engaging in business discussions after hours might be viewed as pushy and intrusive.

Question 18

The act of presenting product appeals so as to influence the prospect's beliefs,attitudes,or behavior to encourage the buyer to make a buying decision,is referred to as which of the following presentations?

Accepted Answer

The description given in the question suggests that the presentation is aimed at persuading the prospect to make a buying decision. Therefore, the best choice is persuasive. The other options, reminder, media, informative, and customer, do not necessarily focus on influencing behavior or attitudes, which is the main objective of persuasive presentations.

Question 19

Which of the following should be used when making a telephone contact with a prospect?

Accepted Answer

When making a telephone contact with a prospect, it is important to clearly state the purpose of your call and explain how the prospect can benefit from a meeting. This helps to capture their interest and increases the likelihood of them agreeing to a meeting.

Answer: B
 Confirming a telephone appointment with a pre-appointment call can ensure that the prospect is still available for the meeting and can help to avoid any misunderstandings or scheduling conflicts.

Therefore, the best choices are D and B.

Question 20

The step in the Presentation Plan involving deciding what to demonstrate and choosing selling tools is the:

Accepted Answer

This step is specifically focused on demonstrating the product or service to the potential customer and selecting the tools that will be used to showcase its benefits. Options for demonstrating a product or service can include presentations or interactive activities, and selling tools may include videos, brochures, or testimonials.

Quiz 10: Approaching the Customer With Adaptive Selling