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Multiple Choice Quiz
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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.
2
Fred has 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
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
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
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
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
7
In the social style matrix people who are high in assertiveness and low in responsiveness are ____________.
A)expressives
B)drivers
C)amiables
D)analyticals
E)motivators
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
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.
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
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
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
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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