Question 1

The formula sales presentation can be adapted to a large majority of complex sales situations.

Accepted Answer

A) True 
 B)False

Question 2

In AIDA procedure, 'D' stands for:

Accepted Answer

A)  demand. 
B)  desire. 
C)  describe. 
D)  develop. 
E)  define. 
A)  demand. 
B)  desire. 
C)  describe. 
D)  develop. 
E)  define.

Question 3

The formula presentation method is more structured compared to the canned sales presentation method.

Accepted Answer

A) True 
 B)False

Question 4

In what kind of selling situation is the need-satisfaction sales presentation approach the most effective?

Accepted Answer

Need-satisfaction selling is most effect

Question 5

In a need-satisfaction presentation, most of the time is spent in the ________ phase.

Accepted Answer

A)  need-fulfillment 
B)  need-awareness 
C)  need-utilization 
D)  need-development 
E)  need-diffusion 
A)  need-fulfillment 
B)  need-awareness 
C)  need-utilization 
D)  need-development 
E)  need-diffusion

Question 6

In the beginning of a group sales presentation, a salesperson should:

Accepted Answer

A)  explain how the FAB formula will be used in the presentation. 
B)  provide every member of the group with a customer profile. 
C)  give quality assurances and qualifications. 
D)  ignore the group's behavioral style. 
E)  summarize the marketing plan. 
A)  explain how the FAB formula will be used in the presentation. 
B)  provide every member of the group with a customer profile. 
C)  give quality assurances and qualifications. 
D)  ignore the group's behavioral style. 
E)  summarize the marketing plan.

Question 7

What is the key to being a strong negotiator?

Accepted Answer

A)  Service 
B)  Preparation 
C)  Extroversion 
D)  Good product features 
E)  Oral communication skills 
A)  Service 
B)  Preparation 
C)  Extroversion 
D)  Good product features 
E)  Oral communication skills

Question 8

In the memorized sales presentation, the prospect does very little talking.

Accepted Answer

A) True 
 B)False

Question 9

Identify the most appropriate sales presentation method that can be used when time is short and the product is simple.

Accepted Answer

A)  Stimulus response 
B)  Memorized 
C)  Barrier 
D)  Problem-solution 
E)  Formula selling 
A)  Stimulus response 
B)  Memorized 
C)  Barrier 
D)  Problem-solution 
E)  Formula selling

Question 10

The first phase of any sales negotiation is studying the prospect's business.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is an unstructured sales presentation method that typically requires significant creativity?

Accepted Answer

A)  Memorized presentation 
B)  Stimulus response presentation 
C)  Need-satisfaction presentation 
D)  Canned sales presentation method 
E)  Problem-solution presentation 
A)  Memorized presentation 
B)  Stimulus response presentation 
C)  Need-satisfaction presentation 
D)  Canned sales presentation method 
E)  Problem-solution presentation

Question 12

The salesperson is using a needs-satisfaction sales presentation. In the ________ phase, the salesperson will show how the product being sold will satisfy mutual needs.

Accepted Answer

A)  need-fulfillment 
B)  need-awareness 
C)  need-utilization 
D)  need-development 
E)  need-perception 
A)  need-fulfillment 
B)  need-awareness 
C)  need-utilization 
D)  need-development 
E)  need-perception

Question 13

According to the text, which of the following is the most structured sales presentation method?

Accepted Answer

A)  The memorized approach 
B)  The AIDA approach 
C)  The need-satisfaction approach 
D)  The formula approach 
E)  The problem-solution approach 
A)  The memorized approach 
B)  The AIDA approach 
C)  The need-satisfaction approach 
D)  The formula approach 
E)  The problem-solution approach

Question 14

A salesperson opens his sales call with the question, "What type of functions are you looking for in your computer?" is most likely utilizing the ________ presentation method.

Accepted Answer

A)  transactional 
B)  need-satisfaction 
C)  stimulus-response 
D)  participative 
E)  formula selling 
A)  transactional 
B)  need-satisfaction 
C)  stimulus-response 
D)  participative 
E)  formula selling

Question 15

What steps are involved in the problem-solution approach to selling?

Accepted Answer

The problem-solution approach usually co

Question 16

Which of the following correctly represent the discussion sequence in a sales presentation?

Accepted Answer

A)  Product discussion, presentation of marketing plan, explanation of business proposal, purchase suggestion, trial close, close, follow up. 
B)  Approach, product discussion, marketing plan presentation, meeting objections, purchase suggestion. 
C)  Approach, product discussion, marketing plan presentation, explain business proposal, meeting objections, purchase suggestion. 
D)  Product discussion, presentation of marketing plan, explanation of business proposal, close. 
E)  Attention, interest, desire, conviction, action. 
A)  Product discussion, presentation of marketing plan, explanation of business proposal, purchase suggestion, trial close, close, follow up. 
B)  Approach, product discussion, marketing plan presentation, meeting objections, purchase suggestion. 
C)  Approach, product discussion, marketing plan presentation, explain business proposal, meeting objections, purchase suggestion. 
D)  Product discussion, presentation of marketing plan, explanation of business proposal, close. 
E)  Attention, interest, desire, conviction, action.

Question 17

Which of the following statements describes an advantage associated with the formula sales presentation?

Accepted Answer

A)  It reduces anxiety and nervousness for new salespeople. 
B)  It requires little prospect participation or interaction. 
C)  It is best for selling technical products that require prospect input. 
D)  It ensures that all sales information is presented logically. 
E)  It is effective when the selling time is very brief. 
A)  It reduces anxiety and nervousness for new salespeople. 
B)  It requires little prospect participation or interaction. 
C)  It is best for selling technical products that require prospect input. 
D)  It ensures that all sales information is presented logically. 
E)  It is effective when the selling time is very brief.

Question 18

Shawn sells office supplies and paper to large corporations, many of whom are current customers. What sales presentation method should Shawn most likely use?

Accepted Answer

A)  Need-satisfaction 
B)  Memorized 
C)  Barrier 
D)  Persuasive selling 
E)  Problem-solution 
A)  Need-satisfaction 
B)  Memorized 
C)  Barrier 
D)  Persuasive selling 
E)  Problem-solution

Question 19

The training usage phases progress from natural to awkward to conscious.

Accepted Answer

A) True 
 B)False

Question 20

Which sales presentation method generally has the highest paid salespeople?

Accepted Answer

A)  Problem-solution 
B)  Transactional selling 
C)  Formula sales approach 
D)  Canned sales approach 
E)  Need satisfaction 
A)  Problem-solution 
B)  Transactional selling 
C)  Formula sales approach 
D)  Canned sales approach 
E)  Need satisfaction

The formula sales presentation can be adapted to a large majority of complex sales situations.

In AIDA procedure, 'D' stands for:

The formula presentation method is more structured compared to the canned sales presentation method.

In what kind of selling situation is the need-satisfaction sales presentation approach the most effective?

In a need-satisfaction presentation, most of the time is spent in the ________ phase.

In the beginning of a group sales presentation, a salesperson should:

What is the key to being a strong negotiator?

In the memorized sales presentation, the prospect does very little talking.

Identify the most appropriate sales presentation method that can be used when time is short and the product is simple.

The first phase of any sales negotiation is studying the prospect's business.

Which of the following is an unstructured sales presentation method that typically requires significant creativity?

The salesperson is using a needs-satisfaction sales presentation. In the ________ phase, the salesperson will show how the product being sold will satisfy mutual needs.

According to the text, which of the following is the most structured sales presentation method?

A salesperson opens his sales call with the question, "What type of functions are you looking for in your computer?" is most likely utilizing the ________ presentation method.

What steps are involved in the problem-solution approach to selling?

Which of the following correctly represent the discussion sequence in a sales presentation?

Which of the following statements describes an advantage associated with the formula sales presentation?

Shawn sells office supplies and paper to large corporations, many of whom are current customers. What sales presentation method should Shawn most likely use?

The training usage phases progress from natural to awkward to conscious.

Which sales presentation method generally has the highest paid salespeople?

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters

Exam 8: Carefully Select Which Sales Presentation Method to Use

The formula sales presentation can be adapted to a large majority of complex sales situations.

In AIDA procedure, 'D' stands for:

The formula presentation method is more structured compared to the canned sales presentation method.

In what kind of selling situation is the need-satisfaction sales presentation approach the most effective?

In a need-satisfaction presentation, most of the time is spent in the ________ phase.

In the beginning of a group sales presentation, a salesperson should:

What is the key to being a strong negotiator?

In the memorized sales presentation, the prospect does very little talking.

Identify the most appropriate sales presentation method that can be used when time is short and the product is simple.

The first phase of any sales negotiation is studying the prospect's business.

Which of the following is an unstructured sales presentation method that typically requires significant creativity?

The salesperson is using a needs-satisfaction sales presentation. In the ________ phase, the salesperson will show how the product being sold will satisfy mutual needs.

According to the text, which of the following is the most structured sales presentation method?

A salesperson opens his sales call with the question, "What type of functions are you looking for in your computer?" is most likely utilizing the ________ presentation method.

What steps are involved in the problem-solution approach to selling?

Which of the following correctly represent the discussion sequence in a sales presentation?

Which of the following statements describes an advantage associated with the formula sales presentation?

Shawn sells office supplies and paper to large corporations, many of whom are current customers. What sales presentation method should Shawn most likely use?

The training usage phases progress from natural to awkward to conscious.

Which sales presentation method generally has the highest paid salespeople?

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters