Question 1

The problem-solution presentation is a flexible method that requires a detailed analysis of the prospect's needs.

Accepted Answer

A) True 
 B)False

Question 2

The key to selling and negotiating is seeking to:

Accepted Answer

A)  identify gatekeepers. 
B)  create a win-win situation. 
C)  provide all product information. 
D)  generate profitable, one-time sales. 
E)  understand significant group behaviors. 
A)  identify gatekeepers. 
B)  create a win-win situation. 
C)  provide all product information. 
D)  generate profitable, one-time sales. 
E)  understand significant group behaviors.

Question 3

Why should a salesperson first select a sales presentation method and then the approach?

Accepted Answer

A)  The sales presentation method is unimportant. 
B)  The sales approach is the last step in a sales presentation. 
C)  The salesperson can integrate trial closes into the approach. 
D)  The sales presentation method determines how to open the presentation. 
E)  A good sales presentation can compensate for a poor sales approach method. 
A)  The sales presentation method is unimportant. 
B)  The sales approach is the last step in a sales presentation. 
C)  The salesperson can integrate trial closes into the approach. 
D)  The sales presentation method determines how to open the presentation. 
E)  A good sales presentation can compensate for a poor sales approach method.

Question 4

In the need-satisfaction presentation method, salespeople enjoy good control over the selling situation.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A)  It ensures that the company's salespeople provide the same information to all customers. 
B)  It has a problem solving orientation that ensures customized benefits. 
C)  It is flexible and adapts readily to long or short presentation times. 
D)  It keeps prospect participation at a minimum. 
E)  It can be used for highly technical products. 
A)  It ensures that the company's salespeople provide the same information to all customers. 
B)  It has a problem solving orientation that ensures customized benefits. 
C)  It is flexible and adapts readily to long or short presentation times. 
D)  It keeps prospect participation at a minimum. 
E)  It can be used for highly technical products.

Question 6

When two situations have something in common, they can be effectively compared by using a(n):

Accepted Answer

A)  metaphor. 
B)  simile. 
C)  analogy. 
D)  parable. 
E)  imagery. 
A)  metaphor. 
B)  simile. 
C)  analogy. 
D)  parable. 
E)  imagery.

Question 7

________ presentation method is best suited for selling trivial products.

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

Question 8

How successful will a salesperson be if he or she views every buyer as an adversary?

Accepted Answer

Salespeople with an adversarial approach

Question 9

What are three disadvantages associated with the use of the memorized sales presentation method?

Accepted Answer

(1) It presents features, advantages and

Question 10

Which of the following refers to a brief story used to illustrate a point and to compare something familiar to something unfamiliar?

Accepted Answer

A)  Metaphor 
B)  Simile 
C)  Analogy 
D)  Parable 
E)  Imagery 
A)  Metaphor 
B)  Simile 
C)  Analogy 
D)  Parable 
E)  Imagery

Question 11

List the three stages of the need-satisfaction sales presentation.

Accepted Answer

(1) Need-development

Question 12

How does a salesperson benefit from storytelling skills?

Accepted Answer

Storytelling in sales describes the appr

Question 13

In selling highly complex products, such as industrial equipment and accounting systems, salespeople make several sales calls to develop a detailed analysis of a prospect's needs. What kind of sales presentation method is most likely required?

Accepted Answer

A)  Formula 
B)  Memorized 
C)  Stimulus response 
D)  Need-satisfaction 
E)  Problem-solution 
A)  Formula 
B)  Memorized 
C)  Stimulus response 
D)  Need-satisfaction 
E)  Problem-solution

Question 14

Why is it best to exclude price from a proposal document created for a group presentation?

Accepted Answer

A)  Fees and charges will create group confusion. 
B)  Prices charged by competitors are hard to obtain. 
C)  Fluctuations in the economy prevent pricing accuracy. 
D)  Shipping and handling fees are difficult to estimate. 
E)  Price rather than the document will become the focus. 
A)  Fees and charges will create group confusion. 
B)  Prices charged by competitors are hard to obtain. 
C)  Fluctuations in the economy prevent pricing accuracy. 
D)  Shipping and handling fees are difficult to estimate. 
E)  Price rather than the document will become the focus.

Question 15

The successful resolution of a negotiation starts with a commitment to do business together.

Accepted Answer

A) True 
 B)False

Question 16

Windfall Computers instructs its salespeople to use a particular sales presentation method when selling to corporations. Initially, prospects are asked to discuss the different problems and requirements they have. After the prospects finish talking, the salesperson summarizes the requirements of the customer and presents solutions. The salesperson's act of summarizing can be termed as:

Accepted Answer

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

Question 17

With the ________ sales technique, the salesperson monopolizes the conversation and often talks about benefits which are of no use to the prospect. This sales presentation method is often perceived as a high-pressure sales presentation method.

Accepted Answer

A)  professional 
B)  need-satisfaction 
C)  barrier 
D)  memorized 
E)  problem-solution 
A)  professional 
B)  need-satisfaction 
C)  barrier 
D)  memorized 
E)  problem-solution

Question 18

To use the formula sales presentation, the salesperson need not know anything about the prospect.

Accepted Answer

A) True 
 B)False

Question 19

The need-satisfaction sales presentation is highly structured.

Accepted Answer

A) True 
 B)False

Question 20

Name the most challenging and creative type of sales presentation.

Accepted Answer

The need-s

The problem-solution presentation is a flexible method that requires a detailed analysis of the prospect's needs.

The key to selling and negotiating is seeking to:

Why should a salesperson first select a sales presentation method and then the approach?

In the need-satisfaction presentation method, salespeople enjoy good control over the selling situation.

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

When two situations have something in common, they can be effectively compared by using a(n):

________ presentation method is best suited for selling trivial products.

How successful will a salesperson be if he or she views every buyer as an adversary?

What are three disadvantages associated with the use of the memorized sales presentation method?

Which of the following refers to a brief story used to illustrate a point and to compare something familiar to something unfamiliar?

List the three stages of the need-satisfaction sales presentation.

How does a salesperson benefit from storytelling skills?

In selling highly complex products, such as industrial equipment and accounting systems, salespeople make several sales calls to develop a detailed analysis of a prospect's needs. What kind of sales presentation method is most likely required?

Why is it best to exclude price from a proposal document created for a group presentation?

The successful resolution of a negotiation starts with a commitment to do business together.

With the ________ sales technique, the salesperson monopolizes the conversation and often talks about benefits which are of no use to the prospect. This sales presentation method is often perceived as a high-pressure sales presentation method.

To use the formula sales presentation, the salesperson need not know anything about the prospect.

The need-satisfaction sales presentation is highly structured.

Name the most challenging and creative type of sales presentation.

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 problem-solution presentation is a flexible method that requires a detailed analysis of the prospect's needs.

The key to selling and negotiating is seeking to:

Why should a salesperson first select a sales presentation method and then the approach?

In the need-satisfaction presentation method, salespeople enjoy good control over the selling situation.

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

When two situations have something in common, they can be effectively compared by using a(n):

________ presentation method is best suited for selling trivial products.

How successful will a salesperson be if he or she views every buyer as an adversary?

What are three disadvantages associated with the use of the memorized sales presentation method?

Which of the following refers to a brief story used to illustrate a point and to compare something familiar to something unfamiliar?

List the three stages of the need-satisfaction sales presentation.

How does a salesperson benefit from storytelling skills?

In selling highly complex products, such as industrial equipment and accounting systems, salespeople make several sales calls to develop a detailed analysis of a prospect's needs. What kind of sales presentation method is most likely required?

Why is it best to exclude price from a proposal document created for a group presentation?

The successful resolution of a negotiation starts with a commitment to do business together.

With the ________ sales technique, the salesperson monopolizes the conversation and often talks about benefits which are of no use to the prospect. This sales presentation method is often perceived as a high-pressure sales presentation method.

To use the formula sales presentation, the salesperson need not know anything about the prospect.

The need-satisfaction sales presentation is highly structured.

Name the most challenging and creative type of sales presentation.

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