Question 1

When a salesperson uses questions in his/her sales presentation, he/she should only ask questions that he/she can anticipate the answer to.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following are NOT strong rationale for not including pricing details in your sales proposal that is likely to become a group sales presentation?

Accepted Answer

A) people tend to look at the price and ignore that actual presentation 
B) gives you flexibility to change the price later 
C) prices tend to prejudice non-decision makers who should not be concerned with prices 
D) provides for greater flexibility if management decides to circulate the proposal to others in the company 
E) potential internal political issues 
A) people tend to look at the price and ignore that actual presentation 
B) gives you flexibility to change the price later 
C) prices tend to prejudice non-decision makers who should not be concerned with prices 
D) provides for greater flexibility if management decides to circulate the proposal to others in the company 
E) potential internal political issues

Question 3

An example of an opening statement approach would be to highlight the cost savings associated with developing a long-term relationship with your company.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is a disadvantage of the memorized sales presentation?

Accepted Answer

A) The difficulty involved in preparing and using the memorized sales presentation often frightens inexperienced salespeople. 
B) The salesperson has more control over the presentation than the buyer. 
C) The memorized sales presentation is not effective when selling time is short. 
D) The salesperson presents all the benefits of the product and hopes that he/she can convince the buyer to make a purchase. 
E) Salespeople often are disorganized when they use the memorized sales presentation approach. 
A) The difficulty involved in preparing and using the memorized sales presentation often frightens inexperienced salespeople. 
B) The salesperson has more control over the presentation than the buyer. 
C) The memorized sales presentation is not effective when selling time is short. 
D) The salesperson presents all the benefits of the product and hopes that he/she can convince the buyer to make a purchase. 
E) Salespeople often are disorganized when they use the memorized sales presentation approach.

Question 5

Which of the following would NOT be a technique for using the questions approach to open the sales presentation?

Accepted Answer

A) opinion 
B) curiosity 
C) customer benefit 
D) product 
E) shock 
A) opinion 
B) curiosity 
C) customer benefit 
D) product 
E) shock

Question 6

Which of the following statements about group sales presentations is false?

Accepted Answer

A) During the presentation do not mention other clients you have sold to in the past. 
B) When explaining why your company is the best choice as a supplier, a detailed list of comparative strengths and weaknesses is often very helpful. 
C) It is often a great idea to use a proposal document as a script during your presentation. 
D) It is a good idea to contact decision makers prior to the actual sales presentation. 
E) Establish credibility as early as possible during the presentation. 
A) During the presentation do not mention other clients you have sold to in the past. 
B) When explaining why your company is the best choice as a supplier, a detailed list of comparative strengths and weaknesses is often very helpful. 
C) It is often a great idea to use a proposal document as a script during your presentation. 
D) It is a good idea to contact decision makers prior to the actual sales presentation. 
E) Establish credibility as early as possible during the presentation.

Question 7

The use of the memorized sales presentation is based on two different assumptions underpinning this sales presentation approach.Identify those two assumptions.

Accepted Answer

(1) A prospect's needs can be stimulated

Question 8

Which of the following statements may NOT earn the salesperson the right to the prospect's time and attention?

Accepted Answer

A) implying that your product will save money for the prospect's company 
B) expressing a sincere desire to solve the prospect's problem 
C) exhibiting business knowledge 
D) displaying a "service" attitude 
E) claiming that your product is better than the competition's product 
A) implying that your product will save money for the prospect's company 
B) expressing a sincere desire to solve the prospect's problem 
C) exhibiting business knowledge 
D) displaying a "service" attitude 
E) claiming that your product is better than the competition's product

Question 9

Which of the following assumes that similar prospects facing similar situations should be approached with similar sales presentations?

Accepted Answer

A) formula 
B) memorized 
C) structured 
D) unstructured 
E) problem-solving 
A) formula 
B) memorized 
C) structured 
D) unstructured 
E) problem-solving

Question 10

Which of the following terms is a relaxation technique discussed in the textbook that has been found to decrease stress levels in salespeople?

Accepted Answer

A) stress-relieving concentration 
B) creative imagery 
C) doubt referral 
D) success imaging 
E) positive emoting 
A) stress-relieving concentration 
B) creative imagery 
C) doubt referral 
D) success imaging 
E) positive emoting

Question 11

The basic difference in the four sales presentation methods is the degree of attention that the salesperson pays to their clients.

Accepted Answer

A) True 
 B)False

Question 12

A salesperson should always be prepared to change any part of her sales presentation to meet the particular characteristics of a specific selling situation.

Accepted Answer

A) True 
 B)False

Question 13

"Mrs.Smith, I absolutely love the way you've redecorated your store and understand that it has led to an increase in your sales-congratulations!" What kind of opening statement best captures the essence of this scenario?

Accepted Answer

A) premium 
B) complimentary 
C) curiosity 
D) referral 
E) opinion 
A) premium 
B) complimentary 
C) curiosity 
D) referral 
E) opinion

Question 14

Customer benefit, curiosity, opinion, and shock are all examples used in opening with questions.

Accepted Answer

A) True 
 B)False

Question 15

The SPIN approach uses a series of four categories of questions which must be used in an exact order.In fact, professional sales people never deviate from asking the SPIN questions in the same order.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following should a salesperson consider when using questions in a sales presentation?

Accepted Answer

A) how to get directly to the point 
B) how to be direct, forceful, and positive 
C) how to anticipate possible responses by the prospect 
D) how to concentrate on a product's advantages and features 
E) how to accept the fact that the prospect is likely to give a positive response 
A) how to get directly to the point 
B) how to be direct, forceful, and positive 
C) how to anticipate possible responses by the prospect 
D) how to concentrate on a product's advantages and features 
E) how to accept the fact that the prospect is likely to give a positive response

Question 17

You want to start a needs analysis process with a prospect and find the prospect resists your attempts by telling you the following: "look, this simply just takes up time I do not have!" What would you do?

Accepted Answer

A) start to ask probing questions 
B) continue with the process as you know best 
C) keep the prospect happy and suggest the most popular product you sell 
D) explain why you think a needs analysis process would benefit the prospect in the long term 
E) tell the customer you need to do a needs analysis questionnaire before head office approves the order 
A) start to ask probing questions 
B) continue with the process as you know best 
C) keep the prospect happy and suggest the most popular product you sell 
D) explain why you think a needs analysis process would benefit the prospect in the long term 
E) tell the customer you need to do a needs analysis questionnaire before head office approves the order

Question 18

This type of presentation tends to be complex and requires that the salesperson often conduct a certain level of analysis on his/her prospect.What type of sales presentation best fits this description?

Accepted Answer

A) memorized 
B) semi-structured 
C) problem-solution 
D) unstructured 
E) formula 
A) memorized 
B) semi-structured 
C) problem-solution 
D) unstructured 
E) formula

Question 19

Of all the possible sales presentation methods, structured selling is by far the most effective.

Accepted Answer

A) True 
 B)False

Question 20

Professional salespeople using the premium approach tend to only show the product to the prospect when he/she is sure a sale will happen.

Accepted Answer

A) True 
 B)False

When a salesperson uses questions in his/her sales presentation, he/she should only ask questions that he/she can anticipate the answer to.

Which of the following are NOT strong rationale for not including pricing details in your sales proposal that is likely to become a group sales presentation?

An example of an opening statement approach would be to highlight the cost savings associated with developing a long-term relationship with your company.

Which of the following is a disadvantage of the memorized sales presentation?

Which of the following would NOT be a technique for using the questions approach to open the sales presentation?

Which of the following statements about group sales presentations is false?

The use of the memorized sales presentation is based on two different assumptions underpinning this sales presentation approach.Identify those two assumptions.

Which of the following statements may NOT earn the salesperson the right to the prospect's time and attention?

Which of the following assumes that similar prospects facing similar situations should be approached with similar sales presentations?

Which of the following terms is a relaxation technique discussed in the textbook that has been found to decrease stress levels in salespeople?

The basic difference in the four sales presentation methods is the degree of attention that the salesperson pays to their clients.

A salesperson should always be prepared to change any part of her sales presentation to meet the particular characteristics of a specific selling situation.

"Mrs.Smith, I absolutely love the way you've redecorated your store and understand that it has led to an increase in your sales-congratulations!" What kind of opening statement best captures the essence of this scenario?

Customer benefit, curiosity, opinion, and shock are all examples used in opening with questions.

The SPIN approach uses a series of four categories of questions which must be used in an exact order.In fact, professional sales people never deviate from asking the SPIN questions in the same order.

Which of the following should a salesperson consider when using questions in a sales presentation?

You want to start a needs analysis process with a prospect and find the prospect resists your attempts by telling you the following: "look, this simply just takes up time I do not have!" What would you do?

This type of presentation tends to be complex and requires that the salesperson often conduct a certain level of analysis on his/her prospect.What type of sales presentation best fits this description?

Of all the possible sales presentation methods, structured selling is by far the most effective.

Professional salespeople using the premium approach tend to only show the product to the prospect when he/she is sure a sale will happen.

The Life, Times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Presentation Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time, Territory, and Self-Management

Retail, Business Services, and Nonprofit Selling

Filters

Exam 8: The Approach Begin Your Presentation Strategically

When a salesperson uses questions in his/her sales presentation, he/she should only ask questions that he/she can anticipate the answer to.

Which of the following are NOT strong rationale for not including pricing details in your sales proposal that is likely to become a group sales presentation?

An example of an opening statement approach would be to highlight the cost savings associated with developing a long-term relationship with your company.

Which of the following is a disadvantage of the memorized sales presentation?

Which of the following would NOT be a technique for using the questions approach to open the sales presentation?

Which of the following statements about group sales presentations is false?

The use of the memorized sales presentation is based on two different assumptions underpinning this sales presentation approach.Identify those two assumptions.

Which of the following statements may NOT earn the salesperson the right to the prospect's time and attention?

Which of the following assumes that similar prospects facing similar situations should be approached with similar sales presentations?

Which of the following terms is a relaxation technique discussed in the textbook that has been found to decrease stress levels in salespeople?

The basic difference in the four sales presentation methods is the degree of attention that the salesperson pays to their clients.

A salesperson should always be prepared to change any part of her sales presentation to meet the particular characteristics of a specific selling situation.

"Mrs.Smith, I absolutely love the way you've redecorated your store and understand that it has led to an increase in your sales-congratulations!" What kind of opening statement best captures the essence of this scenario?

Customer benefit, curiosity, opinion, and shock are all examples used in opening with questions.

The SPIN approach uses a series of four categories of questions which must be used in an exact order.In fact, professional sales people never deviate from asking the SPIN questions in the same order.

Which of the following should a salesperson consider when using questions in a sales presentation?

You want to start a needs analysis process with a prospect and find the prospect resists your attempts by telling you the following: "look, this simply just takes up time I do not have!" What would you do?

This type of presentation tends to be complex and requires that the salesperson often conduct a certain level of analysis on his/her prospect.What type of sales presentation best fits this description?

Of all the possible sales presentation methods, structured selling is by far the most effective.

Professional salespeople using the premium approach tend to only show the product to the prospect when he/she is sure a sale will happen.

The Life, Times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Presentation Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time, Territory, and Self-Management

Retail, Business Services, and Nonprofit Selling

Filters