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| 1 | |
Many companies require new salespeople to memorize a standardized sales presentation. Why would a company do this? |
| | A) | A standardized presentation is one of the most adaptive presentation techniques. |
| | B) | It ensures the salesperson will provide complete and accurate information about the company's products and policies. |
| | C) | The salesperson's ability to speak extemporaneously is enhanced. |
| | D) | It is based on a detailed analysis of the individual customer's situation and needs. |
| | E) | All of the above describe benefits of the standard memorized sales presentation. |
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| 2 | |
Fred does have a standard introduction he uses and a list of points he wants to make during his sales presentation, but he does not have everything memorized. Fred is using a(n) _____ presentation. |
| | A) | customized |
| | B) | cause and effect |
| | C) | adaptive |
| | D) | canned |
| | E) | outlined |
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| 3 | |
Which of the following statements about adaptive selling is TRUE? |
| | A) | Adaptive selling emphasizes the importance of satisfying customer needs and building long-term partnerships. |
| | B) | Adaptive selling is used with relationship building. |
| | C) | In adaptive selling you have to be creative when you're looking for what excites a prospect. |
| | D) | Adaptive selling gives salespeople the opportunity to use the most effective sales presentation for each customer. |
| | E) | All of the above are true. |
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| 4 | |
Donald is a new salesman. He knows, to be an effective sales representative, he needs to know as much as possible about the: |
| | A) | company for which they work. |
| | B) | products they will sell. |
| | C) | products sold by their competitors. |
| | D) | customers to whom they will sell. |
| | E) | All of the above. |
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| 5 | |
"You did not close when the customer was ready. You were so involved in your presentation you did not hear the customer signal she was ready to buy." A sales manager who made this comment was providing _____ feedback. |
| | A) | reciprocal |
| | B) | evaluative |
| | C) | performance |
| | D) | diagnostic |
| | E) | intrinsic |
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| 6 | |
The _____ matrix is a training program for building adaptive selling skills that uses two critical dimensions, assertiveness and responsiveness. |
| | A) | affinity |
| | B) | social style |
| | C) | personality |
| | D) | sales approach |
| | E) | prospect reference |
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| 7 | |
People who are high in assertiveness and low in responsiveness are ____________ in the social style matrix. |
| | A) | expressives |
| | B) | drivers |
| | C) | amiables |
| | D) | analyticals |
| | E) | motivators |
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| 8 | |
Which of the following is NOT one of the four quadrants in the social style matrix? |
| | A) | drivers |
| | B) | expressives |
| | C) | amiables |
| | D) | analyticals |
| | E) | gatekeepers |
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| 9 | |
Brenda recognizes her new prospect fits the characteristics of an amiable in the social style matrix. Brenda should: |
| | A) | avoid establishing any long-term relationship. |
| | B) | stress the product's performance results. |
| | C) | never guarantee a product's performance. |
| | D) | expect a quick purchase decision. |
| | E) | create a presentation that would appeal to a risk taker. |
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| 10 | |
When identifying a customer's social style, salespeople should: |
| | A) | not let their judgment be clouded by their initial reaction to the customer. |
| | B) | look for clues that may suggest he or she has made an inaccurate assessment of a customer's social style. |
| | C) | ask questions rather than make statements. |
| | D) | avoid assuming that specific jobs or functions are associated with a particular social style. |
| | E) | do all of the above. |
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| 11 | |
Research indicates the best social style for a salesperson is: |
| | A) | an expressive. |
| | B) | an amiable. |
| | C) | an analytical. |
| | D) | a driver. |
| | E) | none of the above because each style has weaknesses in some situations. |
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| 12 | |
The strengths of any social style can be weaknesses if they are not consistent with what a customer wants to deal with. For example, David, an analytical, knows his orderly, serious, and thorough nature, may also be perceived as___________ to some customers. |
| | A) | opinionated and unstable |
| | B) | anxious |
| | C) | undisciplined |
| | D) | cold and calculating |
| | E) | inflexible and irrational |
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| 13 | |
The effort people make to increase the productivity of a relationship by adjusting to the needs of the other party is the text's definition of: |
| | A) | dependability. |
| | B) | resilience. |
| | C) | maneuverability. |
| | D) | versatility. |
| | E) | responsiveness. |
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