Question 1

The most inexperienced negotiators use the _____ mode of negotiating.

Accepted Answer

A)  cooperative 
B)  attitudinal 
C)  competitive 
D)  organizational 
E)  personal 
A)  cooperative 
B)  attitudinal 
C)  competitive 
D)  organizational 
E)  personal C

Question 2

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

Accepted Answer

A) True 
 B)False  True

Question 3

Discuss the various phases of negotiation.

Accepted Answer

The various phases of negotiation are:
(1)Planning: The number one asset of a strong negotiator is preparation.During the planning phase,after completing a competition analysis,you know how your company compares with the competition for price,service,quality,reputation,and so on.
(2)Meeting: When you meet a prospect,you start building the relationship by proving you are someone who is credible,trustworthy,and,it is hoped,the type of person your prospect likes to do business with.If you are all these things,you will eliminate tension from the relationship and thereby ease the negotiation process.
(3)Studying: During this phase,you must find out what other competitors' products or services your prospect is considering.This gives insight into what they are looking for and willing to pay.
(4)Proposing: Proposing is another phase that indirectly affects subsequent negotiations.What you do in the presentation sets the stage for what may come later.During your presentation,tie features and advantages to benefits and emphasize unique benefits.In this way,your product or service and company are positioned above the competition.

Question 4

Donna is planning her first Pampered Chef party during which she will try to sell the company's cooking utensils and gadgets.Donna is new to sales and feels nervous about the sales presentation.Which of the following methods would be best for Donna?

Accepted Answer

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

Question 5

During the _____ phase of the need-satisfaction sales presentation,the salesperson begins to take control of the conversation by restating the prospect's needs to clarify the situation.

Accepted Answer

A)  need-fulfillment 
B)  need-awareness 
C)  need-utilization 
D)  need-feedback 
E)  need-diffusion 
A)  need-fulfillment 
B)  need-awareness 
C)  need-utilization 
D)  need-feedback 
E)  need-diffusion

Question 6

In terms of the 10-step productive retail sales call developed by SmithKline Beecham Products,the presentation step includes answering questions and handling objections.

Accepted Answer

A) True 
 B)False

Question 7

At the beginning of a presentation,a salesperson asks a catalog retailer,"What type of inventory management software would you like your company to use?" The salesperson is most likely starting a _____ presentation.

Accepted Answer

A)  transactional 
B)  stimulus-response 
C)  formula 
D)  persuasive selling 
E)  need-satisfaction 
A)  transactional 
B)  stimulus-response 
C)  formula 
D)  persuasive selling 
E)  need-satisfaction

Question 8

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

Accepted Answer

A)  The formula sales method opens with questions to the prospect unlike the need-satisfaction method. 
B)  The need-satisfaction method is better for repeat buyers than the formula approach. 
C)  The need-satisfaction method is more flexible than the formula selling technique. 
D)  The formula sales approach is less structured than the need-satisfaction approach. 
E)  The formula method is more interactive than the need-satisfaction method. 
A)  The formula sales method opens with questions to the prospect unlike the need-satisfaction method. 
B)  The need-satisfaction method is better for repeat buyers than the formula approach. 
C)  The need-satisfaction method is more flexible than the formula selling technique. 
D)  The formula sales approach is less structured than the need-satisfaction approach. 
E)  The formula method is more interactive than the need-satisfaction method.

Question 9

What are the steps involved in the problem-solution approach to selling?

Accepted Answer

The six steps in the problem-solution ap

Question 10

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.

Accepted Answer

A) True 
 B)False

Question 11

During the typical first step of the problem-solution presentation,a salesperson should:

Accepted Answer

A)  prepare the sales presentation based on previously gathered customer knowledge. 
B)  convince the prospect to allow an analysis of the prospect's problem. 
C)  reach a mutual agreement with the prospect on the nature of the problem. 
D)  prepare a written problem-solution proposal for the prospect. 
E)  show how the product will satisfy mutual needs. 
A)  prepare the sales presentation based on previously gathered customer knowledge. 
B)  convince the prospect to allow an analysis of the prospect's problem. 
C)  reach a mutual agreement with the prospect on the nature of the problem. 
D)  prepare a written problem-solution proposal for the prospect. 
E)  show how the product will satisfy mutual needs.

Question 12

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

Accepted Answer

A)  testimonials. 
B)  data and statistics. 
C)  product prices. 
D)  criteria for success. 
E)  solutions to specific problems. 
A)  testimonials. 
B)  data and statistics. 
C)  product prices. 
D)  criteria for success. 
E)  solutions to specific problems.

Question 13

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

Accepted Answer

A)  Automobiles 
B)  Cosmetics 
C)  Corporate insurance 
D)  Personal computers 
E)  Home sound system 
A)  Automobiles 
B)  Cosmetics 
C)  Corporate insurance 
D)  Personal computers 
E)  Home sound system

Question 14

Which of these statements about formula presentations is true?

Accepted Answer

A)  The formula presentation is based on the SPIN procedure of developing and giving the sales presentation. 
B)  New-task buying situations are a good time to use the formula presentation method. 
C)  An advantage of the formula presentation is that it is most adaptable to complex selling situations. 
D)  Customers get the greatest amount of talking time at the beginning of the formula sales presentation. 
E)  To successfully use the formula sales presentation method, the salesperson must have previously identified the prospect's needs and wants. 
A)  The formula presentation is based on the SPIN procedure of developing and giving the sales presentation. 
B)  New-task buying situations are a good time to use the formula presentation method. 
C)  An advantage of the formula presentation is that it is most adaptable to complex selling situations. 
D)  Customers get the greatest amount of talking time at the beginning of the formula sales presentation. 
E)  To successfully use the formula sales presentation method, the salesperson must have previously identified the prospect's needs and wants.

Question 15

The typical last step of the problem-solution sales presentation is to:

Accepted Answer

A)  make the sales presentation. 
B)  propose follow-up activities. 
C)  analyze the prospect's problem. 
D)  prepare a written solution for the prospect's problem. 
E)  agree with the prospect on the specific problem to address. 
A)  make the sales presentation. 
B)  propose follow-up activities. 
C)  analyze the prospect's problem. 
D)  prepare a written solution for the prospect's problem. 
E)  agree with the prospect on the specific problem to address.

Question 16

Stage Technologies 
Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. The company installs winches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie and Mark Ager, the company's best salespeople, must design sales presentations that address these concerns.
-Hastie and Ager would most likely use the formula presentation approach when:

Accepted Answer

A)  working with a prospect who has limited time. 
B)  selling to a veteran stage production manager. 
C)  making a proposal to a committee. 
D)  dealing with a rebuy situation. 
E)  negotiating with a manager. 
A)  working with a prospect who has limited time. 
B)  selling to a veteran stage production manager. 
C)  making a proposal to a committee. 
D)  dealing with a rebuy situation. 
E)  negotiating with a manager.

Question 17

The _____ presentation is the most challenging and creative form of selling because it is designed to be interactive.

Accepted Answer

A)  formula 
B)  stimulus-response 
C)  need-satisfaction 
D)  straight-rebuy 
E)  problem-solution 
A)  formula 
B)  stimulus-response 
C)  need-satisfaction 
D)  straight-rebuy 
E)  problem-solution

Question 18

According to the Golden Rule of Selling,the honesty of your sales presentation will convince people that you can be trusted.

Accepted Answer

A) True 
 B)False

Question 19

The formula presentation method is more structured compared to the canned sales presentation method.

Accepted Answer

A) True 
 B)False

Question 20

What are the three stages of the need-satisfaction sales presentation? Explain each stage.

Accepted Answer

The need-satisfaction presentation is di

The most inexperienced negotiators use the _____ mode of negotiating.

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

Discuss the various phases of negotiation.

Donna is planning her first Pampered Chef party during which she will try to sell the company's cooking utensils and gadgets.Donna is new to sales and feels nervous about the sales presentation.Which of the following methods would be best for Donna?

During the _____ phase of the need-satisfaction sales presentation,the salesperson begins to take control of the conversation by restating the prospect's needs to clarify the situation.

In terms of the 10-step productive retail sales call developed by SmithKline Beecham Products,the presentation step includes answering questions and handling objections.

At the beginning of a presentation,a salesperson asks a catalog retailer,"What type of inventory management software would you like your company to use?" The salesperson is most likely starting a _____ presentation.

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

What are the steps involved in the problem-solution approach to selling?

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.

During the typical first step of the problem-solution presentation,a salesperson should:

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

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

Which of these statements about formula presentations is true?

The typical last step of the problem-solution sales presentation is to:

The _____ presentation is the most challenging and creative form of selling because it is designed to be interactive.

According to the Golden Rule of Selling,the honesty of your sales presentation will convince people that you can be trusted.

The formula presentation method is more structured compared to the canned sales presentation method.

What are the three stages of the need-satisfaction sales presentation? Explain each stage.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

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

Prospecting the 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 9: Carefully Select Which Sales Presentation Method to Use

The most inexperienced negotiators use the _____ mode of negotiating.

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

Discuss the various phases of negotiation.

Donna is planning her first Pampered Chef party during which she will try to sell the company's cooking utensils and gadgets.Donna is new to sales and feels nervous about the sales presentation.Which of the following methods would be best for Donna?

During the _____ phase of the need-satisfaction sales presentation,the salesperson begins to take control of the conversation by restating the prospect's needs to clarify the situation.

In terms of the 10-step productive retail sales call developed by SmithKline Beecham Products,the presentation step includes answering questions and handling objections.

At the beginning of a presentation,a salesperson asks a catalog retailer,"What type of inventory management software would you like your company to use?" The salesperson is most likely starting a _____ presentation.

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

What are the steps involved in the problem-solution approach to selling?

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.

During the typical first step of the problem-solution presentation,a salesperson should:

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

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

Which of these statements about formula presentations is true?

The typical last step of the problem-solution sales presentation is to:

The _____ presentation is the most challenging and creative form of selling because it is designed to be interactive.

According to the Golden Rule of Selling,the honesty of your sales presentation will convince people that you can be trusted.

The formula presentation method is more structured compared to the canned sales presentation method.

What are the three stages of the need-satisfaction sales presentation? Explain each stage.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

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

Prospecting the 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters