Chapter 5 Flashcards
Many companies require new salespeople to memorize a standardized sales presentation. Why would a company do this?
It ensures the salesperson will provide complete and accurate information about the company’s products and policies.
Fred has a standard intro 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 an (blank) presentation.
Outlined.
Which of the following statements about adaptive selling is true?
All of the above.
Donald is a new salesman. He knows, to be an effective sales representative, he needs to know as much as possible about the:
All of the above.
“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 (blank) feedback.
Diagnostic.
The (blank) matrix is a training program for building adaptive selling skills that use two critical dimensions, assertiveness and responsiveness.
Social style.
In the social style matrix people who are high in assertiveness and low in responsiveness are
Drivers.
Which of the following is NOT one of the four quadrants in the social style matrix?
Gatekeepers
Brenda recognizes her new prospect fits the characteristics of an amiable in the social style matrix. Brenda should:
Stress the product’s performance results.
When identifying a customer’s social style, salespeople should:
All of the above.
Research indicates the best social style for a salesperson is:
None of the above because each style has weaknesses in some situations.
David, an analytical, knows his orderly, serious, and thorough nature, may also be perceived as (blank) to some customers.
Cold and calculating.
Effort people make to increase productivity of a relationship by adjusting to the needs of the other party is the text’s definition of:
Versatility.
