Exam 8: Carefully Select Which Sales Presentation Method to Use

At the beginning of a presentation, a salesperson asks a catalog retailer, "What type of inventory management software would you like your company to use?" The salesperson is more than likely using the ________ sales presentation method.

The memorized sales presentation is referred to as persuasive selling presentation.

The ________ is the primary factor that differentiates the four sales presentation methods.

Donna is planning her first Pampered Chef party during which she will try to sell the company's cooking utensils and gadgets. Donna is new to sales and feels nervous about the sales presentation. Which of the following methods would be best for Donna?

For a group sales presentation, prices should be included in an appendix of the proposal document.

The canned presentation is ineffective in door-to-door selling.

All of the following are the advantages of a formula sales presentation EXCEPT:

The memorized sales presentation may focus on benefits unimportant to the prospect.

"The Armour Brand protective coating is very tough. It is like covering something with steel." This statement is an example of a(n):

A salesperson using the formula sales presentation method would most likely open with a:

The memorized sales presentation is impractical to use when selling technical products.

Most inexperienced salespeople generally operate in a ________ mode during negotiation.

The business proposal document prepared by the salesperson after a group sales presentation should be:

Avril is selling a uniform service to a company that cleans many of the office buildings in Baltimore. She is doing a sales presentation to all of the members of the company's buying center. She has just finished giving a brief history of her company and discussing her firm's philosophy to the 25 people in the room. She has also mentioned a few large companies her firm has worked with in the past. Avril has done this to:

Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for Princess Cruise's vessels. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs winches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie and Mark Ager, the company's best salespeople, must design sales presentations that address these concerns. Ager and Hastie are presenting a proposal to a theater group. People in attendance include various accountants, actors, and producers. The sales presentation should include all of the following EXCEPT a(n):

Developing a proposal document that can serve as a script during the presentation is a part of the group presentation preparation.

When talking to prospects, it is most important for salespeople to:

A salesperson says, "Castrol GTX protects your car engine. It's like having a dust cover for your engine." The salesperson is using a(n):

What is another name for the formula sales presentation method?

The customer does most of the talking in the approach and presentation stages of the need- satisfaction method.