Exam 8: Carefully Select Which Sales Presentation Method to Use

In AIDA procedure,'D' stands for:

According to the text,_____ is the most customized sales presentation method.

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.

What are three disadvantages associated with the use of the memorized sales presentation method?

In selling highly complex products,such as industrial equipment and accounting systems,salespeople make several sales calls to develop a detailed analysis of a prospect's needs.What kind of sales presentation method is most likely required?

In the need-satisfaction presentation,the need-awareness phase occurs in the first stage of the presentation.

Which of sales presentation method is normally used while presenting the proposal to a group of individuals?

Which of the following is the fourth step in the sales process?

The formula presentation is appropriate for repeat purchases.

The _____ involves a persuasive vocal and visual explanation of a business proposition.

In the formula selling method,customer talking time peaks during:

Discuss what a salesperson should review and analyze during the planning phase of negotiation.

The parallel dimensions of selling enable salespeople to:

According to the text,which of the following is the most structured sales presentation method?

A salesperson opens his sales call with the question,"What type of functions are you looking for in your computer?" is most likely utilizing the _____ presentation method.

The salesperson is using a needs-satisfaction sales presentation.In the _____ phase,the salesperson will show how the product being sold will satisfy mutual needs.

The _____ sales presentation method is most appropriate when information needs to be gathered from the prospect,as is often the case in selling industrial products.

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

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

The formula sales presentation can be adapted to a large majority of complex sales situations.