Chapter 10 Approaching the Customer with Adaptive Selling

11. Team members should be given

detailed information about the customer, understand the basics of consultative presentations, and be prepared to add value.

9. The key advantages of a sales team include

discovering problems, solutions, and sales opportunities than an individual salesperson could discover working alone

16. Prior to developing the presentation plan, the salesperson must answer one very important question:

do these activities relate to the customer's buying process?

3. The second prescription discusses the need for a carefully prepared presentation plan the includes

ensuring that all salespeople are well organized and prepared to achieve objectives.

_ includes thoughts, feelings, and behavioral patterns that conspire to limit what a salesperson is able to accomplish.

Sales call relucatance

10. Team sales presentations require

a more detailed precall plan than individual sales calls.

4. Establishment of objectives for the sales presentation and preparation of the presentation plan must be guided by

a strong desire to provide outstanding customer service.

8. An _ is something you want from the customer during the sales presentation.

action objective

17. A high-quality and professional approach is powerful way to

add value and differentiate yourself from your competitors.

23. Some of the most common approaches to arouse prospect interest in the presentation include

agenda, product demo, referral, customer benefit, question, survey, and premium.

25. Selling to the "gatekeeper" means

aligning yourself with the person who schedules the decisions maker's appointments.

12. Adaptive selling involves

altering sales behaviors to improve communication with the customer.

15. The six main parts of the presentation plan include

approach, need discovery, presentation, negotiation, close, and servicing the sale.

14. In order to create customized presale presentation, salespeople need to

collection background information.

21. The social contact helps build rapport. Building rapport should lead to _

credibility, which builds trust.

22. The _ approach is also referred to as the elevator speech.

customer benefit

1. The three prescriptions of a presentation strategy are _.

establish objectives, develop a presale presentation plan to meet the objectives, and renew everyone's commitment to provide outstanding customer service

18. If the approach is successful, the salesperson will be

given the opportunity to make a sales presentation.

7. The second step in the preapproach process is

making a favorable first impression, getting the prospect's attention, and transitioning to need identification.

6. The first step in the preapproach process is

preparing presale objectives and developing a presale presentation plan.

5. The presentation strategy added value by making sure the

presentation is customized and adapted to meet the needs and time constraints of the prospect.

13. Salespeople skilled adaptive selling consider how_may enhance the sale presentation.

the relationship, product, and customer strategies

20. The business contact involves converting the prospect's attention from the social contact to _.

the sales presentation.

19. A major goal of _ is to make a good first impression, build rapport, and establish credibility.

the social contact

2. Objectives of the first prescription include _.

understand needs and build or establish the relationship