Professional selling exam 3 Questions Answered Correctly Graded A+
in the informative presentation strategy the buyer needs you to be a - Answers product expert/ business
advisor
what should you stress during the informative presentation strategy ?(3) - Answers clarity, simplicity,
and directness
what should you be wary of in the informative presentation strategy ? - Answers information overload
during the Persuasive presentation strategy you should influence? (3) - Answers 1. Prospect's beliefs
2. Attitudes or behavior
3. Buyer action
when do you Transition from intellectual emphasis to emotional appeals? - Answers Persuasive
presentation strategy
also known as "reinforcement presentation" - Answers Reminder presentation
Focus on _________; not on ____________ during reminder presentation - Answers value; price
Reminder presentation is good when working with who? - Answers repeat customers
Avoid depersonalization of selling/buying process - Answers Adapt the presentation
make customer part of every step - Answers One idea at a time in the right detail
KISS?? what guideline is this part of? - Answers KISS: Keep it simple and straightforward.
iv. Make presentation concise and to the point
anything that you can show the client - Answers proof device
do appeals that engage one sense or multiple senses attract prospect's attention and builds desire for
the product? - Answers multiple
some of most effective sales demos combine - Answers telling, showing and prospect involvement
Set of key benefits and values the salesperson promises to deliver to meet customer needs - Answers
value proposiiton
the most effective value propositions focus on favorable _____ and next best _______and describes
_____ that matter most to your customer - Answers differences and next best alternative
Describe few elements t
, 6 additional ways to quantify the solution? - Answers a. Payback period
b. Opportunity cost
c. Net present value
d. After-tax cash flow
e. Turnover
f. Contribution margin
ROI? - Answers return on investment
negotiaitons have what type of relationship strategy? - Answers win-win
goal of negotiation is to maintain a long-term relationship unless what? - Answers we are dealing with a
transactional buyer
process because in certain situations you may be dealing with a whole group of buyers/sellers - Answers
negotation
Ability to negotiate problems or objections is most effective way to create ___ - Answers value
7 guidelines for planning a formal negoitation - Answers gather info
Decide team vs. individual negotiation for both seller and buyer
Understand value of what you are offering
Determine goals and financial objectives
Prepare an agenda
Review adaptive selling styles
use negotiations worksheet
BATNA? - Answers best alternative to negotiated agreement
ZOPA - Answers zone of possible/potential agreement
-Range where you would be happy with the agreement
80% of the effects are the result of 20% of the causes - Answers Pareto law
group that is already in a relationship with another company - Answers strategic alliance buyer
____ is most common buyer concern/objection - Answers price
in the informative presentation strategy the buyer needs you to be a - Answers product expert/ business
advisor
what should you stress during the informative presentation strategy ?(3) - Answers clarity, simplicity,
and directness
what should you be wary of in the informative presentation strategy ? - Answers information overload
during the Persuasive presentation strategy you should influence? (3) - Answers 1. Prospect's beliefs
2. Attitudes or behavior
3. Buyer action
when do you Transition from intellectual emphasis to emotional appeals? - Answers Persuasive
presentation strategy
also known as "reinforcement presentation" - Answers Reminder presentation
Focus on _________; not on ____________ during reminder presentation - Answers value; price
Reminder presentation is good when working with who? - Answers repeat customers
Avoid depersonalization of selling/buying process - Answers Adapt the presentation
make customer part of every step - Answers One idea at a time in the right detail
KISS?? what guideline is this part of? - Answers KISS: Keep it simple and straightforward.
iv. Make presentation concise and to the point
anything that you can show the client - Answers proof device
do appeals that engage one sense or multiple senses attract prospect's attention and builds desire for
the product? - Answers multiple
some of most effective sales demos combine - Answers telling, showing and prospect involvement
Set of key benefits and values the salesperson promises to deliver to meet customer needs - Answers
value proposiiton
the most effective value propositions focus on favorable _____ and next best _______and describes
_____ that matter most to your customer - Answers differences and next best alternative
Describe few elements t
, 6 additional ways to quantify the solution? - Answers a. Payback period
b. Opportunity cost
c. Net present value
d. After-tax cash flow
e. Turnover
f. Contribution margin
ROI? - Answers return on investment
negotiaitons have what type of relationship strategy? - Answers win-win
goal of negotiation is to maintain a long-term relationship unless what? - Answers we are dealing with a
transactional buyer
process because in certain situations you may be dealing with a whole group of buyers/sellers - Answers
negotation
Ability to negotiate problems or objections is most effective way to create ___ - Answers value
7 guidelines for planning a formal negoitation - Answers gather info
Decide team vs. individual negotiation for both seller and buyer
Understand value of what you are offering
Determine goals and financial objectives
Prepare an agenda
Review adaptive selling styles
use negotiations worksheet
BATNA? - Answers best alternative to negotiated agreement
ZOPA - Answers zone of possible/potential agreement
-Range where you would be happy with the agreement
80% of the effects are the result of 20% of the causes - Answers Pareto law
group that is already in a relationship with another company - Answers strategic alliance buyer
____ is most common buyer concern/objection - Answers price
