Question 1

Which of the following sales presentation methods is most often used by experienced salespersons selling directly to businesses?

Accepted Answer

A)  the memorized approach 
B)  the stimulus response approach 
C)  the interactive need-satisfaction approach 
D)  the formula approach 
E)  the problem-solving approach 
A)  the memorized approach 
B)  the stimulus response approach 
C)  the interactive need-satisfaction approach 
D)  the formula approach 
E)  the problem-solving approach

Question 2

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

Accepted Answer

A)  ensures that the company's salespeople provide the same information to all customers 
B)  has a problem solving orientation 
C)  is flexible and adapts readily to long or short presentation times 
D)  keeps prospect participation at a minimum 
E)  is easy to use with highly technical products 
A)  ensures that the company's salespeople provide the same information to all customers 
B)  has a problem solving orientation 
C)  is flexible and adapts readily to long or short presentation times 
D)  keeps prospect participation at a minimum 
E)  is easy to use with highly technical products

Question 3

You are a sales representative for an e-book supplier and you call on John Radcliffe,the procurement manager for a local university.After a few minutes of "small talk," John asks you to step into his office for a meaningful conversation about your e-books.Which of the following best characterizes John's "mental process?"

Accepted Answer

A)  John believes your e-books will fill his specific needs. 
B)  a sale is made 
C)  You have achieved the interest stage of John's mental process. 
D)  John has a boiling desire for your product. 
E)  John understands why he should buy from you. 
A)  John believes your e-books will fill his specific needs. 
B)  a sale is made 
C)  You have achieved the interest stage of John's mental process. 
D)  John has a boiling desire for your product. 
E)  John understands why he should buy from you.

Question 4

Which of the following is not a Primary objective?

Accepted Answer

A)  Introduce your solution to key decision makers 
B)  Demonstrate the ROI for your proposition 
C)  Leave samples of products 
D)  Provide details of satisfied customers 
E)  Secure a commitment to purchase 
A)  Introduce your solution to key decision makers 
B)  Demonstrate the ROI for your proposition 
C)  Leave samples of products 
D)  Provide details of satisfied customers 
E)  Secure a commitment to purchase

Question 5

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)  The customer gets his or her greatest amount of talking time during the beginning of the formula sales presentation. 
E)  To successfully use the formula sales presentation method, the salesperson must previously have correctly 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)  The customer gets his or her greatest amount of talking time during the beginning of the formula sales presentation. 
E)  To successfully use the formula sales presentation method, the salesperson must previously have correctly identified the prospect's needs and wants.

Question 6

Using the FAT formula,a salesperson can convert a lukewarm prospect to a prospect that develops a desire for your product or service

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is the best way to deal with voice mail?

Accepted Answer

A)  hang up before leaving a message. 
B)  leave a long and detailed message 
C)  leave a memorized sales presentation as a message 
D)  make a call to action-ask them to call you or tell them you'll call back 
E)  none of these choices are correct 
A)  hang up before leaving a message. 
B)  leave a long and detailed message 
C)  leave a memorized sales presentation as a message 
D)  make a call to action-ask them to call you or tell them you'll call back 
E)  none of these choices are correct

Question 8

When salespeople meet customers' strategic needs,both the seller and the customer win by attaining mutual goals.

Accepted Answer

A) True 
 B)False

Question 9

Salespeople need to be creative problem solvers who develop and combine non-traditional alternatives to meet the customer's specific needs.

Accepted Answer

A) True 
 B)False

Question 10

What should a salesperson do in the beginning of a group sales presentation?

Accepted Answer

A)  provide every member of the group with a cold or warm drink 
B)  introduce himself, his company, and establish credibility with the prospect 
C)  identify all of his competitors 
D)  discuss his company's past mistakes 
E)  try to close the sale 
A)  provide every member of the group with a cold or warm drink 
B)  introduce himself, his company, and establish credibility with the prospect 
C)  identify all of his competitors 
D)  discuss his company's past mistakes 
E)  try to close the sale

Question 11

Discuss the following statement: "The problem-solution approach to selling is so unstructured that it has no prescribed steps."

Accepted Answer

The problem-solution approach usually co

Question 12

You are reluctant to call customers or new prospects yet you realize this reluctance is costing you commissions and impacting your company's revenues.What are three methods you could use to overcome this reluctance?

Accepted Answer

1.Admit to it.
2.Determine you

Question 13

Which sales presentation method is the all-around best approach in most sales scenarios?

Accepted Answer

A)  problem-solution 
B)  interactive need-satisfaction 
C)  memorized 
D)  formula 
E)  none of these choices are correct 
A)  problem-solution 
B)  interactive need-satisfaction 
C)  memorized 
D)  formula 
E)  none of these choices are correct

Question 14

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 15

Assume you are the salesperson making a group sales presentation.Which of these statements is true?

Accepted Answer

A)  The larger the group, the less structured your presentation must be. 
B)  You should not talk to the members of the buying group prior to the presentation. 
C)  Establish your credibility early in the presentation. 
D)  Prepare a written proposal document, and be sure to include prices. 
E)  Omit trial closes from your presentation. 
A)  The larger the group, the less structured your presentation must be. 
B)  You should not talk to the members of the buying group prior to the presentation. 
C)  Establish your credibility early in the presentation. 
D)  Prepare a written proposal document, and be sure to include prices. 
E)  Omit trial closes from your presentation.

Question 16

The basic difference in the four sales presentation methods is the type of product being sold.

Accepted Answer

A) True 
 B)False

Question 17

What should a good opening statement during a telephone call would include?

Accepted Answer

A)  Ask for and refer to your prospect by name 
B)  Identification of yourself and company 
C)  Getting their attention 
D)  The salesperson smiling while speaking 
E)  All of these choices are correct 
A)  Ask for and refer to your prospect by name 
B)  Identification of yourself and company 
C)  Getting their attention 
D)  The salesperson smiling while speaking 
E)  All of these choices are correct

Question 18

Which of the following is NOT associated with the classic types of personalities related with call reluctance?

Accepted Answer

A)  Overpreparer 
B)  Separationist 
C)  Role Rejector 
D)  Telephobic 
E)  Over Confident 
A)  Overpreparer 
B)  Separationist 
C)  Role Rejector 
D)  Telephobic 
E)  Over Confident

Question 19

The formula sales presentation and memorized sales presentation methods are really different names for the exact same kind of sales presentation.Do you agree or disagree with the aforementioned statement?

Accepted Answer

The formula method is based on the assum

Question 20

Part of preparing for a group presentation is to develop a proposal document that can serve as a script during your presentation.

Accepted Answer

A) True 
 B)False

Which of the following sales presentation methods is most often used by experienced salespersons selling directly to businesses?

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

Which of the following is not a Primary objective?

Which of these statements about formula presentations is true?

Using the FAT formula,a salesperson can convert a lukewarm prospect to a prospect that develops a desire for your product or service

Which of the following is the best way to deal with voice mail?

When salespeople meet customers' strategic needs,both the seller and the customer win by attaining mutual goals.

Salespeople need to be creative problem solvers who develop and combine non-traditional alternatives to meet the customer's specific needs.

What should a salesperson do in the beginning of a group sales presentation?

Discuss the following statement: "The problem-solution approach to selling is so unstructured that it has no prescribed steps."

You are reluctant to call customers or new prospects yet you realize this reluctance is costing you commissions and impacting your company's revenues.What are three methods you could use to overcome this reluctance?

Which sales presentation method is the all-around best approach in most sales scenarios?

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

Assume you are the salesperson making a group sales presentation.Which of these statements is true?

The basic difference in the four sales presentation methods is the type of product being sold.

What should a good opening statement during a telephone call would include?

Which of the following is NOT associated with the classic types of personalities related with call reluctance?

The formula sales presentation and memorized sales presentation methods are really different names for the exact same kind of sales presentation.Do you agree or disagree with the aforementioned statement?

Part of preparing for a group presentation is to develop a proposal document that can serve as a script during your presentation.

The Life,times,and Career of the Professional Salesperson

Ethics First Then 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 Approach: Begin Your Presentation Strategically

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 7: The Pre-Approach Planning Your Sales Call and Presentation

Which of the following sales presentation methods is most often used by experienced salespersons selling directly to businesses?

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

Which of the following is not a Primary objective?

Which of these statements about formula presentations is true?

Using the FAT formula,a salesperson can convert a lukewarm prospect to a prospect that develops a desire for your product or service

Which of the following is the best way to deal with voice mail?

When salespeople meet customers' strategic needs,both the seller and the customer win by attaining mutual goals.

Salespeople need to be creative problem solvers who develop and combine non-traditional alternatives to meet the customer's specific needs.

What should a salesperson do in the beginning of a group sales presentation?

Discuss the following statement: "The problem-solution approach to selling is so unstructured that it has no prescribed steps."

You are reluctant to call customers or new prospects yet you realize this reluctance is costing you commissions and impacting your company's revenues.What are three methods you could use to overcome this reluctance?

Which sales presentation method is the all-around best approach in most sales scenarios?

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

Assume you are the salesperson making a group sales presentation.Which of these statements is true?

The basic difference in the four sales presentation methods is the type of product being sold.

What should a good opening statement during a telephone call would include?

Which of the following is NOT associated with the classic types of personalities related with call reluctance?

The formula sales presentation and memorized sales presentation methods are really different names for the exact same kind of sales presentation.Do you agree or disagree with the aforementioned statement?

Part of preparing for a group presentation is to develop a proposal document that can serve as a script during your presentation.

The Life,times,and Career of the Professional Salesperson

Ethics First Then 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 Approach: Begin Your Presentation Strategically

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