Question 1

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 2

Donna is planning her first Pampered Chef party during which she will try to sell the company's cooking utensils and gadgets.Donna is new to sales and feels nervous about the sales presentation.Which of the following methods would be best for Donna?

Accepted Answer

A) Formula 
B) Memorized 
C) Customized 
D) Problem-solution 
E) Need-satisfaction 
A) Formula 
B) Memorized 
C) Customized 
D) Problem-solution 
E) Need-satisfaction

Question 3

'Pre-approach' is the first stage in the selling process.

Accepted Answer

A) True 
 B)False

Question 4

What is the basic difference between the four sales presentation methods?

Accepted Answer

The percentage of th

Question 5

Most inexperienced salespeople generally operate in a _____ mode during negotiation.

Accepted Answer

A) cooperative 
B) competitive 
C) attitudinal 
D) organizational 
E) personal 
A) cooperative 
B) competitive 
C) attitudinal 
D) organizational 
E) personal

Question 6

Robert,a sales representative for JBR International,is giving a group sales presentation.Which of the following would be LEAST effective for Robert to do at the beginning of the presentation?

Accepted Answer

A) Briefly explain the premise of the proposal 
B) Distribute account lists to group members 
C) Summarize the warranty policies of JBR 
D) State the competitive advantages of JBR 
E) Give a lengthy history of JBR and its mission 
A) Briefly explain the premise of the proposal 
B) Distribute account lists to group members 
C) Summarize the warranty policies of JBR 
D) State the competitive advantages of JBR 
E) Give a lengthy history of JBR and its mission

Question 7

What steps are involved in the problem-solution approach to selling?

Accepted Answer

The problem-solution approach usually co

Question 8

A salesperson using the formula sales presentation method would most likely open with a:

Accepted Answer

A) reminder of past purchases. 
B) canned introduction. 
C) open-ended question. 
D) request for analysis. 
E) brief story. 
A) reminder of past purchases. 
B) canned introduction. 
C) open-ended question. 
D) request for analysis. 
E) brief story.

Question 9

Which sales presentation method is best for selling group insurance policies to organizations?

Accepted Answer

A) Need-satisfaction 
B) Transactional selling 
C) Formula sales approach 
D) Canned sales approach 
E) Problem-solution 
A) Need-satisfaction 
B) Transactional selling 
C) Formula sales approach 
D) Canned sales approach 
E) Problem-solution

Question 10

In the need-satisfaction presentation method,salespeople enjoy good control over the selling situation.

Accepted Answer

A) True 
 B)False

Question 11

Another name for the need-satisfaction presentation is the problem-solution presentation.

Accepted Answer

A) True 
 B)False

Question 12

Avril is selling a uniform service to a company that cleans many of the office buildings in Baltimore.She is doing a sales presentation to all of the members of the company's buying center.She has just finished giving a brief history of her company and discussing her firm's philosophy to the 25 people in the room.She has also mentioned a few large companies her firm has worked with in the past.Avril has done this to:

Accepted Answer

A) outline benefits. 
B) establish credibility. 
C) create a selling environment. 
D) get the attention of her audience. 
E) create interest in her company. 
A) outline benefits. 
B) establish credibility. 
C) create a selling environment. 
D) get the attention of her audience. 
E) create interest in her company.

Question 13

During the _____ phase of the need-satisfaction sales presentation,the conversation is limited to a discussion of the buyer's needs.

Accepted Answer

A) need-feedback 
B) need-disclosure 
C) need-development 
D) need-fulfillment 
E) need-awareness 
A) need-feedback 
B) need-disclosure 
C) need-development 
D) need-fulfillment 
E) need-awareness

Question 14

During the sales presentation,the salesman should not mention the company's relative position in terms of competition as it may sound too aggressive.

Accepted Answer

A) True 
 B)False

Question 15

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 16

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 17

The problem-solution method is best suited for selling insurance and similar financial products.

Accepted Answer

A) True 
 B)False

Question 18

Salespeople should not question the listening skills of the group members by giving a benefit summary at the conclusion of a group sales presentation.

Accepted Answer

A) True 
 B)False

Question 19

Name the most challenging and creative type of sales presentation.

Accepted Answer

The need-s

Question 20

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

Accepted Answer

A) leave quickly. 
B) ask the reasons why. 
C) attempt to negotiate. 
D) revise the marketing plan. 
E) send a follow-up questionnaire. 
A) leave quickly. 
B) ask the reasons why. 
C) attempt to negotiate. 
D) revise the marketing plan. 
E) send a follow-up questionnaire.

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

Donna is planning her first Pampered Chef party during which she will try to sell the company's cooking utensils and gadgets.Donna is new to sales and feels nervous about the sales presentation.Which of the following methods would be best for Donna?

'Pre-approach' is the first stage in the selling process.

What is the basic difference between the four sales presentation methods?

Most inexperienced salespeople generally operate in a _____ mode during negotiation.

Robert,a sales representative for JBR International,is giving a group sales presentation.Which of the following would be LEAST effective for Robert to do at the beginning of the presentation?

What steps are involved in the problem-solution approach to selling?

A salesperson using the formula sales presentation method would most likely open with a:

Which sales presentation method is best for selling group insurance policies to organizations?

In the need-satisfaction presentation method,salespeople enjoy good control over the selling situation.

Another name for the need-satisfaction presentation is the problem-solution presentation.

During the _____ phase of the need-satisfaction sales presentation,the conversation is limited to a discussion of the buyer's needs.

During the sales presentation,the salesman should not mention the company's relative position in terms of competition as it may sound too aggressive.

Which statement about the formula sales presentation is INCORRECT?

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

The problem-solution method is best suited for selling insurance and similar financial products.

Salespeople should not question the listening skills of the group members by giving a benefit summary at the conclusion of a group sales presentation.

Name the most challenging and creative type of sales presentation.

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

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters

Exam 8: Carefully Select Which Sales Presentation Method to Use

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

Donna is planning her first Pampered Chef party during which she will try to sell the company's cooking utensils and gadgets.Donna is new to sales and feels nervous about the sales presentation.Which of the following methods would be best for Donna?

'Pre-approach' is the first stage in the selling process.

What is the basic difference between the four sales presentation methods?

Most inexperienced salespeople generally operate in a _____ mode during negotiation.

Robert,a sales representative for JBR International,is giving a group sales presentation.Which of the following would be LEAST effective for Robert to do at the beginning of the presentation?

What steps are involved in the problem-solution approach to selling?

A salesperson using the formula sales presentation method would most likely open with a:

Which sales presentation method is best for selling group insurance policies to organizations?

In the need-satisfaction presentation method,salespeople enjoy good control over the selling situation.

Another name for the need-satisfaction presentation is the problem-solution presentation.

During the _____ phase of the need-satisfaction sales presentation,the conversation is limited to a discussion of the buyer's needs.

During the sales presentation,the salesman should not mention the company's relative position in terms of competition as it may sound too aggressive.

Which statement about the formula sales presentation is INCORRECT?

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

The problem-solution method is best suited for selling insurance and similar financial products.

Salespeople should not question the listening skills of the group members by giving a benefit summary at the conclusion of a group sales presentation.

Name the most challenging and creative type of sales presentation.

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

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters