Knowledgeable salesperson PDF

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Two selling styles associated with the need-satisfaction presentation format are A) adaptive selling and confrontational selling. B) adaptive selling and consultative selling. C) suggestive selling and canned selling. D) adaptive selling and suggestive selling. E) suggestive selling and consultative selling. Multiple Choice B

The ________ format, which emphasizes problem solving and customer solutions, is the most consistent with the marketing concept and relationship building. A) canned sales B) formula selling C) persuasive selling D) need-satisfaction E) stimulus-response Multiple Choice D

A need-satisfaction presentation is a format that A) uses computer, information, communication, and Internet technologies to make the sales presentation more effectively and efficiently. B) consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect. C) assumes that given the appropriate stimulus by a salesperson, the prospect will buy. D) emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers. E) builds ties to customers based on a salesperson's attention and commitment to customer needs. Multiple Choice D

The ________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers. A) formula selling presentation B) stimulus-response presentation C) marketing concept presentation D) relationship selling presentation E) need-satisfaction presentation Multiple Choice E

Which of the following statements describes a major drawback associated with a canned sales presentation? A) A canned sales presentation provides too little information to prospects. B) A canned sales presentation is difficult for inexperienced salespeople to use. C) A canned sales presentation allows little room for feedback from prospective customers. D) A canned sales presentation is too expensive and timeconsuming. E) A canned sales presentation lacks consistency. Multiple Choice C

Which type of sales presentation would be best suited for an inexperienced, less knowledgeable salesperson? A) need-satisfaction presentation B) stimulus-response presentation C) cold canvassing D) canned sales presentation E) directed selling presentation Multiple Choice D...