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Exam 5: Adaptive Selling for Relationship Building

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Question 41

Multiple Choice

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_____ is similar to personal selling because it allows salespeople to tailor their presentations to each customer.

A) The standard memorized presentation
B) The customized presentation
C) Emotional labelling
D) Routing
E) The outlined presentation

F) B) and C)
G) A) and B)

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Question 42

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A canned presentation is designed on the basis of the needs of a customer.

A) True
B) False

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Question 43

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Based on the social style matrix,describe amiables and analyticals and the appropriate sales technique for each category.

Luke walks into a prospect's office and sees a series of motivational posters,a cluttered desk,and his prospect dressed in flamboyant clothes.Under which category of the social style matrix will you place Luke's prospect?

List a few suggestions that might help salespeople accurately assess a prospect's social style.

Effective salespeople adapt their selling strategies and approaches to the selling situation.

Before Janice calls her clients to sell her company's UPS system,she collects information about what they need.During her sales presentation,she focuses on the individual power consumption and power backup needs of her clients and explains how purchasing her company's product will be beneficial for their operations.In this scenario,Janice most likely uses the _____ method of sales presentations.

In the context of the most common sales presentation types,which of the following statements is true about the standard memorized presentation?

Luisa has worked as a salesperson for almost three years.During this period,she has learned that different sales presentations are necessary for different customers.She has often changed her presentation depending on the nature of the selling situation.In this scenario,Luisa is most likely using:

While selling to Linda,Brett appears to be friendly and outgoing.He begins the presentation by inquiring about Linda's family and encourages her to talk about business.While selling to Victoria,he gets right down to the purpose of his call,does not engage in small talk,and uses charts and tables to support his selling points.In this scenario,what kind of selling do you think Brett does?

Unlike more responsive people,less responsive people _____.

"With your gardening background,Ms.Black,I am sure you can see the time and energy you will save by investing in this new self-propelled tiller.You can work on an even bigger vegetable garden with the same energy,and have more vegetables to sell.You will be able to easily repay the initial investment after the first year,even when we factor in an assumed rate of interest of 12.5 percent." Based on the details provided in the salesperson's presentation here,Ms.Black most likely belongs to the _____ quadrant of the social style matrix.

The degree to which people have opinions about issues and publicly make their positions clear to others is called _____.

An outlined presentation can be very effective because it is well organized.

In the social style matrix,the two critical dimensions used to understand social behavior are:

_____ feedback provides information about what you are doing right and what you are doing wrong.

Before Harley can make a(n) _____ presentation,he will need cooperation from his clients to conduct an analysis of their needs.

Salespeople need to know about their competitors' products as well as their own because they are frequently asked to compare their products to competitors' offerings.

How do salespeople acquire knowledge about company products and policies,customer needs,and selling situations?

Ms.Arnold,an inventory manager at HospitalHealth,met two salespeople to finalize a supplier for the hospital's oxygen machines.She met the first salesperson and told him that she really liked his products and that she hoped to do business together in the future.She met the second salesperson and told him the same thing.Afterward,she told her secretary to find another supplier because neither salesperson actually had the product quality that the hospital desired.In which category of the social style matrix would you place Ms.Arnold?