Question 1

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 2

Pierre LaSaunt needs to make a proposal to a group of engineers.Why has his sales manager instructed him to omit prices from the proposal document?

Accepted Answer

Some people will go directly to the pric

Question 3

Robert,a sales representative for JBR International,is giving a group sales presentation.Robert has gone through the opening steps of establishing the credibility of JBR.What should Robert most likely do next?

Accepted Answer

A)  Provide an overview of the firm's growth 
B)  Use visual aids to discuss proposal specifics 
C)  Discuss the price for implementing the proposal 
D)  Gather input about the criteria for making a purchase 
E)  Summarize the short-term and long-term benefits of the product 
A)  Provide an overview of the firm's growth 
B)  Use visual aids to discuss proposal specifics 
C)  Discuss the price for implementing the proposal 
D)  Gather input about the criteria for making a purchase 
E)  Summarize the short-term and long-term benefits of the product

Question 4

The formula presentation is often referred to as the _____ presentation.

Accepted Answer

A)  modified rebuy 
B)  memorized 
C)  persuasive selling 
D)  transactional 
E)  need-development 
A)  modified rebuy 
B)  memorized 
C)  persuasive selling 
D)  transactional 
E)  need-development

Question 5

Not all styles of sales presentation require the salesperson to be prepared to negotiate.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is characteristic of the memorized sales presentation?

Accepted Answer

A)  Requires prior contact with buyer 
B)  Perceived as high pressure selling 
C)  Used for multi-day presentations 
D)  Lacks structure and organization 
E)  Opens with questions to prospect 
A)  Requires prior contact with buyer 
B)  Perceived as high pressure selling 
C)  Used for multi-day presentations 
D)  Lacks structure and organization 
E)  Opens with questions to prospect

Question 7

The formula sales presentation is based on the assumption that similar prospects in similar situations can be approached with similar presentations.

Accepted Answer

A) True 
 B)False

Question 8

Salespeople should always give a benefit summary at the conclusion of a group sales presentation.

Accepted Answer

A) True 
 B)False

Question 9

What should a salesperson do if a prospect decides to not purchase a product or service?

Accepted Answer

Should the person not buy,do not take it

Question 10

A sales presentation involves a persuasive explanation of a business proposition.

Accepted Answer

A) True 
 B)False

Question 11

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 12

The problem-solution sales presentation rarely requires multiple calls.

Accepted Answer

A) True 
 B)False

Question 13

A disadvantage of the formula sales presentation is that its format often prevents information from being logically presented.

Accepted Answer

A) True 
 B)False

Question 14

When compared to other types of sales presentations,memorized selling is the:

Accepted Answer

A)  least structured. 
B)  most interactive. 
C)  least used in telemarketing. 
D)  most used in technical sales. 
E)  most structured. 
A)  least structured. 
B)  most interactive. 
C)  least used in telemarketing. 
D)  most used in technical sales. 
E)  most structured.

Question 15

Which of the following correctly represent the discussion sequence in a sales presentation?

Accepted Answer

A)  Product discussion, presentation of marketing plan, explanation of business proposal, purchase suggestion, trial close, close, follow up. 
B)  Approach, product discussion, marketing plan presentation, meeting objections, purchase suggestion. 
C)  Approach, product discussion, marketing plan presentation, explain business proposal, meeting objections, purchase suggestion. 
D)  Product discussion, presentation of marketing plan, explanation of business proposal, close. 
E)  Attention, interest, desire, conviction, action. 
A)  Product discussion, presentation of marketing plan, explanation of business proposal, purchase suggestion, trial close, close, follow up. 
B)  Approach, product discussion, marketing plan presentation, meeting objections, purchase suggestion. 
C)  Approach, product discussion, marketing plan presentation, explain business proposal, meeting objections, purchase suggestion. 
D)  Product discussion, presentation of marketing plan, explanation of business proposal, close. 
E)  Attention, interest, desire, conviction, action.

Question 16

The memorized sales presentation is effective when the product is technical.

Accepted Answer

A) True 
 B)False

Question 17

In the need-satisfaction sales presentation,the first 50 to 60 percent of the conversation time is referred to as the need awareness phase.

Accepted Answer

A) True 
 B)False

Question 18

The salesperson typically monopolizes the conversation during _____ and _____ sales presentations.

Accepted Answer

A)  memorized; formula 
B)  transactional; memorized 
C)  memorized; need-satisfaction 
D)  modified rebuy; straight rebuy 
E)  memorized; stimulus-response 
A)  memorized; formula 
B)  transactional; memorized 
C)  memorized; need-satisfaction 
D)  modified rebuy; straight rebuy 
E)  memorized; stimulus-response

Question 19

When selling to a group,it is necessary to modify the ten step selling process by omitting the trial close step.

Accepted Answer

A) True 
 B)False

Question 20

The number one asset of a strong negotiator is preparation.

Accepted Answer

A) True 
 B)False

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

Pierre LaSaunt needs to make a proposal to a group of engineers.Why has his sales manager instructed him to omit prices from the proposal document?

Robert,a sales representative for JBR International,is giving a group sales presentation.Robert has gone through the opening steps of establishing the credibility of JBR.What should Robert most likely do next?

The formula presentation is often referred to as the _____ presentation.

Not all styles of sales presentation require the salesperson to be prepared to negotiate.

Which of the following is characteristic of the memorized sales presentation?

The formula sales presentation is based on the assumption that similar prospects in similar situations can be approached with similar presentations.

Salespeople should always give a benefit summary at the conclusion of a group sales presentation.

What should a salesperson do if a prospect decides to not purchase a product or service?

A sales presentation involves a persuasive explanation of a business proposition.

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

The problem-solution sales presentation rarely requires multiple calls.

A disadvantage of the formula sales presentation is that its format often prevents information from being logically presented.

When compared to other types of sales presentations,memorized selling is the:

Which of the following correctly represent the discussion sequence in a sales presentation?

The memorized sales presentation is effective when the product is technical.

In the need-satisfaction sales presentation,the first 50 to 60 percent of the conversation time is referred to as the need awareness phase.

The salesperson typically monopolizes the conversation during _ and _ sales presentations.

When selling to a group,it is necessary to modify the ten step selling process by omitting the trial close step.

The number one asset of a strong negotiator is 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 of the following is an advantage of using a memorized sales presentation?

Pierre LaSaunt needs to make a proposal to a group of engineers.Why has his sales manager instructed him to omit prices from the proposal document?

Robert,a sales representative for JBR International,is giving a group sales presentation.Robert has gone through the opening steps of establishing the credibility of JBR.What should Robert most likely do next?

The formula presentation is often referred to as the _____ presentation.

Not all styles of sales presentation require the salesperson to be prepared to negotiate.

Which of the following is characteristic of the memorized sales presentation?

The formula sales presentation is based on the assumption that similar prospects in similar situations can be approached with similar presentations.

Salespeople should always give a benefit summary at the conclusion of a group sales presentation.

What should a salesperson do if a prospect decides to not purchase a product or service?

A sales presentation involves a persuasive explanation of a business proposition.

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

The problem-solution sales presentation rarely requires multiple calls.

A disadvantage of the formula sales presentation is that its format often prevents information from being logically presented.

When compared to other types of sales presentations,memorized selling is the:

Which of the following correctly represent the discussion sequence in a sales presentation?

The memorized sales presentation is effective when the product is technical.

In the need-satisfaction sales presentation,the first 50 to 60 percent of the conversation time is referred to as the need awareness phase.

The salesperson typically monopolizes the conversation during _____ and _____ sales presentations.

When selling to a group,it is necessary to modify the ten step selling process by omitting the trial close step.

The number one asset of a strong negotiator is 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

The salesperson typically monopolizes the conversation during _ and _ sales presentations.