Question 1

Which statement about the formula sales presentation is INCORRECT?

Accepted Answer

A)  The formula sales presentation is based on the AIDA procedure of developing and giving the sales presentation. 
B)  Modified rebuy situations are a good time to use the formula sales presentation method. 
C)  The formula sales presentation is the best method to use when the prospect allows a few minutes for the presentation. 
D)  The customer has the largest amount of talking time during the latter half of the presentation phase 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 sales presentation is based on the AIDA procedure of developing and giving the sales presentation. 
B)  Modified rebuy situations are a good time to use the formula sales presentation method. 
C)  The formula sales presentation is the best method to use when the prospect allows a few minutes for the presentation. 
D)  The customer has the largest amount of talking time during the latter half of the presentation phase 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 2

The first discussion point in a sales presentation should address the features,advantages,and benefits that the prospect desires.

Accepted Answer

A) True 
 B)False

Question 3

When selling highly complex or technical products,such as industrial equipment or accounting systems,salespeople often are required to make several sales calls to develop a detailed analysis of a prospect's needs.What kind of sales presentation would such a selling situation require?

Accepted Answer

A)  Technical-selling 
B)  Persuasive selling 
C)  Stimulus response 
D)  Need-satisfaction 
E)  Problem-solution 
A)  Technical-selling 
B)  Persuasive selling 
C)  Stimulus response 
D)  Need-satisfaction 
E)  Problem-solution

Question 4

According to the Golden Rule of Selling,the heart of the sales presentation is the salesperson's approach to the customer or prospect.

Accepted Answer

A) True 
 B)False

Question 5

Partnering selling generally is more structured,whereas transactional selling requires a more customized presentation.

Accepted Answer

A) True 
 B)False

Question 6

The problem-solution presentation method is structured in nature.

Accepted Answer

A) True 
 B)False

Question 7

In the beginning of a group sales presentation,a salesperson should:

Accepted Answer

A)  explain how the FAB formula will be used in the presentation. 
B)  provide every member of the group with a customer profile. 
C)  give quality assurances and qualifications. 
D)  ignore the group's behavioral style. 
E)  summarize the marketing plan. 
A)  explain how the FAB formula will be used in the presentation. 
B)  provide every member of the group with a customer profile. 
C)  give quality assurances and qualifications. 
D)  ignore the group's behavioral style. 
E)  summarize the marketing plan.

Question 8

Which of the following methods of sales presentation is more likely to be used when it is necessary to present the proposal to a group of individuals?

Accepted Answer

A)  Formula 
B)  Memorized 
C)  Problem-solution 
D)  Influential 
E)  Persuasive 
A)  Formula 
B)  Memorized 
C)  Problem-solution 
D)  Influential 
E)  Persuasive

Question 9

What are three advantages of using a memorized sales presentation?

Accepted Answer

The advantages associated with the use o

Question 10

During the approach,it is best if a salesperson does all of the following EXCEPT:

Accepted Answer

A)  takes notes. 
B)  makes eye contact. 
C)  sits in the public space. 
D)  provides a business card. 
E)  uses the prospect's name. 
A)  takes notes. 
B)  makes eye contact. 
C)  sits in the public space. 
D)  provides a business card. 
E)  uses the prospect's name.

Question 11

Assuming that you are a salesperson making a group sales presentation,which of these statements is most likely true?

Accepted Answer

A)  The larger the group, the less structured your presentation must be. 
B)  Avoid talking to any members of the group prior to the presentation. 
C)  Establish your credibility in the early stage of the presentation. 
D)  Prepare a written proposal document that includes prices. 
E)  Omit trial closes from your presentation. 
A)  The larger the group, the less structured your presentation must be. 
B)  Avoid talking to any members of the group prior to the presentation. 
C)  Establish your credibility in the early stage of the presentation. 
D)  Prepare a written proposal document that includes prices. 
E)  Omit trial closes from your presentation.

Question 12

In the memorized sales presentation,the salesperson takes time initially to understand the prospect's needs.

Accepted Answer

A) True 
 B)False

Question 13

The decision-making criteria revolve around usually three levels of desire: must have,should have,and would be nice to have.

Accepted Answer

A) True 
 B)False

Question 14

The formula selling approach is appropriate for straight rebuy situations,especially when selling consumer goods.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is the problem associated with using the formula sales approach without knowing customers' needs?

Accepted Answer

A)  It will reduce the buyer-seller interaction and make the job difficult for the salesperson. 
B)  The customer will raise objections only at the closing stage and complicate the sale. 
C)  The salesperson cannot implement any trial closes with confidence. 
D)  The customer may not respond to the salesperson's questions. 
E)  Customer objections may arise early in the presentation. 
A)  It will reduce the buyer-seller interaction and make the job difficult for the salesperson. 
B)  The customer will raise objections only at the closing stage and complicate the sale. 
C)  The salesperson cannot implement any trial closes with confidence. 
D)  The customer may not respond to the salesperson's questions. 
E)  Customer objections may arise early in the presentation.

Question 16

If a prospect chooses not to purchase a salesperson's product,the salesperson should most likely:

Accepted Answer

A)  leave quickly. 
B)  ask the reasons why. 
C)  attempt to re-negotiate. 
D)  revise the marketing plan. 
E)  request additional referrals. 
A)  leave quickly. 
B)  ask the reasons why. 
C)  attempt to re-negotiate. 
D)  revise the marketing plan. 
E)  request additional referrals.

Question 17

Gulf Technology manufactures platforms for deep sea oil rigs.Costs for the platforms can exceed $1 million.Which sales approach would a Gulf Technology salesperson most likely use?

Accepted Answer

A)  Persuasive selling 
B)  Need-satisfaction 
C)  Response-stimulus 
D)  AIDA selling 
E)  Participative 
A)  Persuasive selling 
B)  Need-satisfaction 
C)  Response-stimulus 
D)  AIDA selling 
E)  Participative

Question 18

In the formula sales presentation,the prospect generally controls the conversation during the sales talk,especially at the beginning.

Accepted Answer

A) True 
 B)False

Question 19

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 memorized sales presentation presents features, advantages, and benefits that may not be important to the buyer. 
C)  Salespeople are often disorganized when they use the memorized sales presentation. 
D)  The memorized sales presentation is not effective when selling time is short. 
E)  The memorized sales presentation includes too much prospect participation. 
A)  The difficulty involved in preparing and using the memorized sales presentation often frightens inexperienced salespeople. 
B)  The memorized sales presentation presents features, advantages, and benefits that may not be important to the buyer. 
C)  Salespeople are often disorganized when they use the memorized sales presentation. 
D)  The memorized sales presentation is not effective when selling time is short. 
E)  The memorized sales presentation includes too much prospect participation.

Question 20

Developing a proposal document that can serve as a script during the presentation is a part of the group presentation preparation.

Accepted Answer

A) True 
 B)False

Which statement about the formula sales presentation is INCORRECT?

The first discussion point in a sales presentation should address the features,advantages,and benefits that the prospect desires.

When selling highly complex or technical products,such as industrial equipment or accounting systems,salespeople often are required to make several sales calls to develop a detailed analysis of a prospect's needs.What kind of sales presentation would such a selling situation require?

According to the Golden Rule of Selling,the heart of the sales presentation is the salesperson's approach to the customer or prospect.

Partnering selling generally is more structured,whereas transactional selling requires a more customized presentation.

The problem-solution presentation method is structured in nature.

In the beginning of a group sales presentation,a salesperson should:

Which of the following methods of sales presentation is more likely to be used when it is necessary to present the proposal to a group of individuals?

What are three advantages of using a memorized sales presentation?

During the approach,it is best if a salesperson does all of the following EXCEPT:

Assuming that you are a salesperson making a group sales presentation,which of these statements is most likely true?

In the memorized sales presentation,the salesperson takes time initially to understand the prospect's needs.

The decision-making criteria revolve around usually three levels of desire: must have,should have,and would be nice to have.

The formula selling approach is appropriate for straight rebuy situations,especially when selling consumer goods.

Which of the following is the problem associated with using the formula sales approach without knowing customers' needs?

If a prospect chooses not to purchase a salesperson's product,the salesperson should most likely:

Gulf Technology manufactures platforms for deep sea oil rigs.Costs for the platforms can exceed $1 million.Which sales approach would a Gulf Technology salesperson most likely use?

In the formula sales presentation,the prospect generally controls the conversation during the sales talk,especially at the beginning.

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

Developing a proposal document that can serve as a script during the presentation is a part of the group presentation preparation.

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

Which statement about the formula sales presentation is INCORRECT?

The first discussion point in a sales presentation should address the features,advantages,and benefits that the prospect desires.

When selling highly complex or technical products,such as industrial equipment or accounting systems,salespeople often are required to make several sales calls to develop a detailed analysis of a prospect's needs.What kind of sales presentation would such a selling situation require?

According to the Golden Rule of Selling,the heart of the sales presentation is the salesperson's approach to the customer or prospect.

Partnering selling generally is more structured,whereas transactional selling requires a more customized presentation.

The problem-solution presentation method is structured in nature.

In the beginning of a group sales presentation,a salesperson should:

Which of the following methods of sales presentation is more likely to be used when it is necessary to present the proposal to a group of individuals?

What are three advantages of using a memorized sales presentation?

During the approach,it is best if a salesperson does all of the following EXCEPT:

Assuming that you are a salesperson making a group sales presentation,which of these statements is most likely true?

In the memorized sales presentation,the salesperson takes time initially to understand the prospect's needs.

The decision-making criteria revolve around usually three levels of desire: must have,should have,and would be nice to have.

The formula selling approach is appropriate for straight rebuy situations,especially when selling consumer goods.

Which of the following is the problem associated with using the formula sales approach without knowing customers' needs?

If a prospect chooses not to purchase a salesperson's product,the salesperson should most likely:

Gulf Technology manufactures platforms for deep sea oil rigs.Costs for the platforms can exceed $1 million.Which sales approach would a Gulf Technology salesperson most likely use?

In the formula sales presentation,the prospect generally controls the conversation during the sales talk,especially at the beginning.

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

Developing a proposal document that can serve as a script during the presentation is a part of the group presentation preparation.

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