Exam 8: Carefully Select Which Sales Presentation Method to Use

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

The problem-solution sales presentation consists of six steps.It begins when the salesperson and the prospect agree on the problems that the buyer wants solved.

How successful will a salesperson be if he or she views every buyer as an adversary?

The canned sales presentation is primarily used by experienced salesmen.

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

_____ is effective for consumer goods salespeople in straight rebuy situations.

Ashley Trist has selected a selling technique in which she has more control over the conversation between buyer and seller than with any other sales presentation method.What technique is Ashley most likely using?

Arlene,a new cosmetics salesperson,is planning to go door-to-door in a neighborhood in which she has never conducted business.Which sales presentation method would most likely be appropriate for Arlene?

According to the text,the _____ method of sales presentation is semi-structured.

Gracie Salazar sells women's sportswear.She is experienced in making sales presentations to groups of two to four buyers.Gracie's sales manager has told her to prepare her presentation for a group of thirty department store buyers.Does Gracie need to make any changes in her presentation to a larger group? Explain your answer.

In a need-satisfaction presentation,most of the time is spent in the _____ phase.

For a group sales presentation,prices should be included in an appendix of the proposal document.

Which of the following is the first step in AIDA procedure?

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

What is the most likely reason that some salespeople dislike the need-satisfaction sales presentation approach?

Every purchase is made with decision-making criteria in mind.There are usually four levels of desire within the decision-making criteria.

Identify the most appropriate sales presentation method that can be used when time is short and the product is simple.

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

The key to selling and negotiating is seeking to:

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