Exam 8: Carefully Select Which Sales Presentation Method to Use

The ________ presentation method is based on the assumption that similar prospects in similar situations can be approached with similar presentations.

Which of the following products would most likely require a problem-solution sales presentation?

Explain the formula sales presentation method. When is it effective to use the formula sales method?

All of the following would be potential bargaining chips for a salesperson during negotiations EXCEPT:

During the approach, it is best if a salesperson does all of the following EXCEPT:

When compared to other types of sales presentations, memorized selling is the:

A disadvantage of the formula sales presentation is that its format often prevents information from being logically presented.

In the need-satisfaction sales presentation, the first 50 to 60 percent of the conversation time is referred to as the need awareness phase.

Robert, a sales representative for JBR International, is giving a group sales presentation. Robert has gone through the opening steps of establishing the credibility of JBR. What should Robert most likely do next?

Which statement about the formula sales presentation is INCORRECT?

What are three advantages associated with using the formula sales presentation method?

When selling to a group, it is necessary to modify the ten step selling process by omitting the trial close step.

The formula sales presentation is most closely associated with:

During the ________ phase of the need-satisfaction sales presentation, the conversation is limited to a discussion of the buyer's needs.

Assuming that you are a salesperson making a group sales presentation, which of these statements is true?

What is the basic difference between the four sales presentation methods?

Which of these statements about formula presentations is true?

Discuss what a salesperson should review and analyze during the planning phase of negotiation.

Ashley Trist has selected a selling technique in which she has more control over the conversation between buyer and seller than with any other sales presentation method. What technique is Ashley most likely using?

At the end of a group sales presentation, the salesperson should provide prospects with a(n):