Exam 8: Carefully Select Which Sales Presentation Method to Use

The ________ sales presentation method is most appropriate when information needs to be gathered from the prospect, as is often the case in selling industrial products.

(Multiple Choice)

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Question 101

The number one asset of a strong negotiator is his or her preparation.

(True/False)

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Question 102

What are three advantages of using the canned sales presentation method?

(Essay)

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Question 103

The parallel dimensions of selling enable salespeople to:

(Multiple Choice)

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Question 104

The formula presentation is often referred to as the ________ presentation.

(Multiple Choice)

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Question 105

According to the text, the ________ method of sales presentation is semi-structured.

(Multiple Choice)

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Question 106

Not all styles of sales presentation require that the salesperson be prepared to negotiate.

(True/False)

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Question 107

Which of the following is the fourth step in the sales process?

(Multiple Choice)

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Question 108

All of the following should be included in a proposal document EXCEPT:

(Multiple Choice)

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Question 109

A salesperson's chosen presentation method and approach technique should be based on which of the following?

(Multiple Choice)

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Question 110

Comment on the following statement: "No matter what the situation, the need-satisfaction presentation is always the most effective."

(Essay)

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Question 111

During the sales presentation, the salesperson should not mention the company's relative position in terms of competition as it may sound too aggressive.

(True/False)

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Question 112

What is the most likely reason that some salespeople dislike the need-satisfaction sales presentation approach?

(Multiple Choice)

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Question 113

Every purchase is made with decision-making criteria in mind. There are usually four levels of desire within the decision-making criteria.

(True/False)

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Question 114

Which of the following is a major difference between the need-satisfaction method and the formula sales method?

(Multiple Choice)

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Question 115

One of the disadvantages of the memorized sales presentation is the fact it:

(Multiple Choice)

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Question 116

Which type of sales presentation method is best when a salesperson has sold products to a prospect in the past?

(Multiple Choice)

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Question 117

Robert, a sales representative for JBR International, is giving a group sales presentation. Which of the following would be LEAST effective for Robert to do at the beginning of the presentation?

(Multiple Choice)

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Question 118

When delivering a group presentation, the salesperson will find it necessary to be less structured when dealing with larger groups than when dealing with smaller groups.

(True/False)

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Question 119

Typically the first step of the problem-solution sales presentation is to:

(Multiple Choice)

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Question 120

Showing 101 - 120 of 162

The ________ sales presentation method is most appropriate when information needs to be gathered from the prospect, as is often the case in selling industrial products.

The number one asset of a strong negotiator is his or her preparation.

What are three advantages of using the canned sales presentation method?

The parallel dimensions of selling enable salespeople to:

The formula presentation is often referred to as the ________ presentation.

According to the text, the ________ method of sales presentation is semi-structured.

Not all styles of sales presentation require that the salesperson be prepared to negotiate.

Which of the following is the fourth step in the sales process?

All of the following should be included in a proposal document EXCEPT:

A salesperson's chosen presentation method and approach technique should be based on which of the following?

Comment on the following statement: "No matter what the situation, the need-satisfaction presentation is always the most effective."

During the sales presentation, the salesperson should not mention the company's relative position in terms of competition as it may sound too aggressive.

What is the most likely reason that some salespeople dislike the need-satisfaction sales presentation approach?

Every purchase is made with decision-making criteria in mind. There are usually four levels of desire within the decision-making criteria.

Which of the following is a major difference between the need-satisfaction method and the formula sales method?

One of the disadvantages of the memorized sales presentation is the fact it:

Which type of sales presentation method is best when a salesperson has sold products to a prospect in the past?

Robert, a sales representative for JBR International, is giving a group sales presentation. Which of the following would be LEAST effective for Robert to do at the beginning of the presentation?

When delivering a group presentation, the salesperson will find it necessary to be less structured when dealing with larger groups than when dealing with smaller groups.

Typically the first step of the problem-solution sales presentation is to:

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

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