MARK 3337 EXAM 3 UPDATED ACTUAL QUESTIONS
AND CORRECT ANSWERS
Question:
Raymundo is trying to develop a presentation strategy.
One of the prescriptions he should follow is:
A) prepare objectives
B) become a product expert
C) configure value-added solutions
D) discover customer needs
E) recognize closing cues
Answer:
A
Question:
The six-step presentation plan includes which of the
following steps:
A) rehearsing, initial contact, presenting, demonstrating,
closing, and servicing
B) approach, presentation, demonstration, negotiation,
close, and servicing the sale
C) custom fitting, presentation, demonstration,
negotiating, communicating, and closing
D) initial contact, presentation, demonstration,
communication, closing, and servicing
E) preapproach, approach, rehearsing, presentation,
negotiation, and closing
Answer:
B
Question:
The major purpose of the approach is to:
A) build desire for your product
B) encourage the prospect to buy your product
C) capture the prospect's full attention and build interest
in the product
D) gather facts about the prospect's authority to buy your
product
E) get attention any way possible
Answer:
C
Question:
Which of the following statements indicates the
salesperson is using the "survey" approach?
A) "Would you be interested in a security system that is
, currently used by most major banks in America?"
B) "Tammy Williams, buyer for the Mayfield Company, has
been very pleased with our line of drapes and suggested
I arrange to show you our products."
C) "I am anxious to show you our newest copy machine."
D) "I want to study your traffic patterns to be sure that our
product meets your needs."
E) "Please accept this sample of our floor cleanser."
Answer:
D
Question:
Research studies indicate that the referral approach is
effective because:
A) customers let their guard down when a third party is
mentioned
B) customers know that the viewpoint of a third party is
always accurate
C) customers always respect the opinions of a third party
D) customers seldom trust a salesperson, but do trust a
third party
E) customers will be far more impressed with your good
points if they are presented by a third party rather than by
you
Answer:
E
Question:
Which of the following statements concerning selling in
England is true?
A) In England, it is poor manners to discuss business after
the business day.
B) You should expect a quick decision on the part of the
client.
C) The British are fine with informal introductions.
D) Critiquing the competition's offering is acceptable and
even expected.
E) The British tend to be very expressive and casual.
Answer:
A
Question:
Which of the following prescriptions is part of the
presentation strategy?
A) Build a strong prospect base.
B) Prepare a presale presentation plan needed to meet
objectives.
AND CORRECT ANSWERS
Question:
Raymundo is trying to develop a presentation strategy.
One of the prescriptions he should follow is:
A) prepare objectives
B) become a product expert
C) configure value-added solutions
D) discover customer needs
E) recognize closing cues
Answer:
A
Question:
The six-step presentation plan includes which of the
following steps:
A) rehearsing, initial contact, presenting, demonstrating,
closing, and servicing
B) approach, presentation, demonstration, negotiation,
close, and servicing the sale
C) custom fitting, presentation, demonstration,
negotiating, communicating, and closing
D) initial contact, presentation, demonstration,
communication, closing, and servicing
E) preapproach, approach, rehearsing, presentation,
negotiation, and closing
Answer:
B
Question:
The major purpose of the approach is to:
A) build desire for your product
B) encourage the prospect to buy your product
C) capture the prospect's full attention and build interest
in the product
D) gather facts about the prospect's authority to buy your
product
E) get attention any way possible
Answer:
C
Question:
Which of the following statements indicates the
salesperson is using the "survey" approach?
A) "Would you be interested in a security system that is
, currently used by most major banks in America?"
B) "Tammy Williams, buyer for the Mayfield Company, has
been very pleased with our line of drapes and suggested
I arrange to show you our products."
C) "I am anxious to show you our newest copy machine."
D) "I want to study your traffic patterns to be sure that our
product meets your needs."
E) "Please accept this sample of our floor cleanser."
Answer:
D
Question:
Research studies indicate that the referral approach is
effective because:
A) customers let their guard down when a third party is
mentioned
B) customers know that the viewpoint of a third party is
always accurate
C) customers always respect the opinions of a third party
D) customers seldom trust a salesperson, but do trust a
third party
E) customers will be far more impressed with your good
points if they are presented by a third party rather than by
you
Answer:
E
Question:
Which of the following statements concerning selling in
England is true?
A) In England, it is poor manners to discuss business after
the business day.
B) You should expect a quick decision on the part of the
client.
C) The British are fine with informal introductions.
D) Critiquing the competition's offering is acceptable and
even expected.
E) The British tend to be very expressive and casual.
Answer:
A
Question:
Which of the following prescriptions is part of the
presentation strategy?
A) Build a strong prospect base.
B) Prepare a presale presentation plan needed to meet
objectives.
