Exam 8: The Approach Begin Your Presentation Strategically

What is the salesperson attempting to do when he/she provides a brief summary of his/her company's relative strengths in the marketplace?

The canned presentation is very effective in door-to-door selling.

Which of the following is NOT a suggestion for making a favourable first impression?

In your role as a professional salesperson, it is safe to select the need-satisfaction method as it works for most sales call objectives and benefit plans.

What involves a persuasive vocal and visual explanation of a business proposition?

Which of the following is NOT one of the categories of questions discussed by the text?

For which of the following products would a salesperson be most likely to use a problem solution sales presentation?

SPIN is an acronym describing a sequential questioning approach used by salespeople.It involves four different types of questions asked in a particular order.Which of the following is not one of those sequential steps?

John is very much interested in learning more about the prospect's business and asks several questions designed to provide John with insights about the prospect's business opportunities and challenges.Which of the following develops two-way communication and increases the prospect's participation?

The textbook introduces four presentation methods.What is the basic distinguishing factor that differentiates these four presentation methods?

Topics such as the weather or local political topics are recommended as part of "small talk" to aid in building rapport between the salesperson and the prospect.

Under what kind of setting are you most likely find a structured sales presentation being used?

You have been asked to provide one single tip to a group of new salespersons.Which of the following is likely to be your number one tip to this group?

Which of these statements about formula presentations is true?

Which of the following statements about the sales process is true?

The third step in the sales process is the first step in the sales presentation.

Which of the following is a disadvantage of the interactive needs-satisfaction sales presentation?

In the interactive need-satisfaction sales presentation, both the salesperson and the client share equal amount of conversation time.

There are four phases in most negotiations with a potential customer.Under which phase would you include finding out what other products or services your prospect is considering?

The interactive need-satisfaction sales presentation is unstructured.