Exam 8: Carefully Select Which Sales Presentation Method to Use

What is the first step in a typical problem-solution sales presentation?

You would most likely find canned sales presentations being used to sell:

Which of the following statements about group sales presentations is most likely true?

Imagine that you are a furniture salesperson. Describe a mattress to a prospect using an analogy.

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. Hastie and Ager would most likely use the formula presentation approach when:

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. Hastie walks into a prospect's office and asks, "How would you like to increase rehearsal time and ensure long-term cost savings?" From this opening line, you can assume that Hastie is most likely using a ________ presentation.

Which sales presentation method is best for selling group insurance policies to organizations?

The canned sales presentation is primarily used by experienced salespeople.

Which of the following is a major advantage of using the memorized sales presentation method?

How would you describe storytelling in sales? What are the few common best practices used in communicating sales stories.

Identify the correct sequence of steps used in a problem-solution presentation.

The ________ presentation is the most challenging and creative form of selling because it is designed to be interactive.

Arlene, a new cosmetics salesperson, is planning to go door-to-door in a neighborhood in which she has never conducted business. Which sales presentation method would most likely be appropriate for Arlene?

During the ________ phase of the need-satisfaction sales presentation, the salesperson begins to take control of the conversation by restating the prospect's needs to clarify the situation.

The key to selling and negotiating is to always seek a win-win situation in which both the buyer and seller are happy.

The problem-solution approach is better than the memorized approach when time is limited.

Which of the following is characteristic of the memorized sales presentation?

________ selling occurs when a company's sales team provides an education-oriented presentation for the customer.

Which of the following is the first step in AIDA procedure?

The problem-solution method is best suited for selling insurance and similar financial products.