Question 1

You would most likely find canned sales presentations being used to sell:

Accepted Answer

A) office equipment and cash registers. 
B) home entertainment centers. 
C) perishable products. 
D) vacuum cleaners. 
E) legal services. 
A) office equipment and cash registers. 
B) home entertainment centers. 
C) perishable products. 
D) vacuum cleaners. 
E) legal services.

Question 2

Which of the following products would most likely require a problem-solution sales presentation?

Accepted Answer

A) Automobiles 
B) Cosmetics 
C) Corporate insurance 
D) Personal computers 
E) Home sound system 
A) Automobiles 
B) Cosmetics 
C) Corporate insurance 
D) Personal computers 
E) Home sound system

Question 3

The customer does most of the talking in the approach and presentation stages of the need- satisfaction method.

Accepted Answer

A) True 
 B)False

Question 4

Ager is making a presentation to an opera company.The company's producer is planning a show that involves the lead tenor hovering over the audience,a stunt that requires a customized winch and lift system.So far,Ager has made four trips to the set in order to take measurements and evaluate the facilities.Ager is most likely using the _____ presentation method to convince the opera company that Stage Technologies should design and build the needed equipment.

Accepted Answer

A) logical reasoning 
B) problem-solution 
C) formula 
D) persuasive selling 
E) need-satisfaction 
A) logical reasoning 
B) problem-solution 
C) formula 
D) persuasive selling 
E) need-satisfaction

Question 5

_____ selling occurs when a company's sales team provides an education-oriented presentation for the customer.

Accepted Answer

A) Problem-solution 
B) Need-satisfaction 
C) Seminar 
D) Direct 
E) Conference 
A) Problem-solution 
B) Need-satisfaction 
C) Seminar 
D) Direct 
E) Conference

Question 6

A salesperson's chosen presentation method and approach technique should be based on which of the following?

Accepted Answer

A) Delivery schedule 
B) Product and prospect 
C) Customer preference 
D) Interest and demand 
E) Group behavior 
A) Delivery schedule 
B) Product and prospect 
C) Customer preference 
D) Interest and demand 
E) Group behavior

Question 7

_____ presentation method is best suited for selling trivial products.

Accepted Answer

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

Question 8

What are the four phases of negotiation?

Accepted Answer

A) Planning,meeting,studying,and proposing 
B) Attention,interest,desire,and action 
C) Interest,desire,conviction,and buying 
D) Planning,proposing,reciprocating,and closing 
E) Planning,studying,sampling,and closing 
A) Planning,meeting,studying,and proposing 
B) Attention,interest,desire,and action 
C) Interest,desire,conviction,and buying 
D) Planning,proposing,reciprocating,and closing 
E) Planning,studying,sampling,and closing

Question 9

Typically the first step of the problem-solution sales presentation is to:

Accepted Answer

A) prepare the presentation based on previously gathered customer knowledge. 
B) convince the prospect to allow the salesperson to analyze the problem. 
C) have the prospect and the salesperson agree on the nature of the problem. 
D) prepare a written problem-solution proposal for the prospect. 
E) analyze the prospect's problem in order to find possible solution. 
A) prepare the presentation based on previously gathered customer knowledge. 
B) convince the prospect to allow the salesperson to analyze the problem. 
C) have the prospect and the salesperson agree on the nature of the problem. 
D) prepare a written problem-solution proposal for the prospect. 
E) analyze the prospect's problem in order to find possible solution.

Question 10

The need-satisfaction sales presentation has several phases.Which of the following presents those phases in the correct order?

Accepted Answer

A) Need-perception,need-comprehension,and need-satisfaction 
B) Need-realization,need-utilization,and need-development 
C) Need-utilization,need-fulfillment,and need-satisfaction 
D) Need-development,need-awareness,and need-fulfillment 
E) Need-awareness,need-development,and need-satisfaction 
A) Need-perception,need-comprehension,and need-satisfaction 
B) Need-realization,need-utilization,and need-development 
C) Need-utilization,need-fulfillment,and need-satisfaction 
D) Need-development,need-awareness,and need-fulfillment 
E) Need-awareness,need-development,and need-satisfaction

Question 11

What is the first step in a typical problem-solution sales presentation?

Accepted Answer

To convince the pros

Question 12

In the beginning of a group sales presentation,a salesperson should:

Accepted Answer

A) explain how the FAB formula will be used in the presentation. 
B) provide every member of the group with a customer profile. 
C) give quality assurances and qualifications. 
D) ignore the group's behavioral style. 
E) summarize the marketing plan. 
A) explain how the FAB formula will be used in the presentation. 
B) provide every member of the group with a customer profile. 
C) give quality assurances and qualifications. 
D) ignore the group's behavioral style. 
E) summarize the marketing plan.

Question 13

The typical last step of the problem-solution sales presentation is to:

Accepted Answer

A) make the sales presentation. 
B) propose follow-up activities. 
C) analyze prospect's problems against those of its competitors'. 
D) prepare a written solution for the prospect's problem(s). 
E) handle prospect's objections to the solution. 
A) make the sales presentation. 
B) propose follow-up activities. 
C) analyze prospect's problems against those of its competitors'. 
D) prepare a written solution for the prospect's problem(s). 
E) handle prospect's objections to the solution.

Question 14

In what kind of selling situation is the need-satisfaction sales presentation approach the most effective?

Accepted Answer

Need-satisfaction selling is most effect

Question 15

Which type of sales presentation method is best when a salesperson has sold products to a prospect in the past?

Accepted Answer

A) Stimulus response 
B) Memorized 
C) Barrier 
D) Problem-solution 
E) Formula selling 
A) Stimulus response 
B) Memorized 
C) Barrier 
D) Problem-solution 
E) Formula selling

Question 16

The formula sales presentation is most closely associated with:

Accepted Answer

A) the AIDA procedure. 
B) the SELL sequence. 
C) need-development. 
D) problem-solution. 
E) the CCC GOMES steps. 
A) the AIDA procedure. 
B) the SELL sequence. 
C) need-development. 
D) problem-solution. 
E) the CCC GOMES steps.

Question 17

What are three advantages associated with using the formula sales presentation method?

Accepted Answer

(1)It ensures all information will be pr

Question 18

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

Accepted Answer

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

Question 19

Gulf Technology manufactures platforms for deep sea oil rigs.Costs for the platforms can exceed $1 million.Which sales approach would a Gulf Technology salesperson most likely use?

Accepted Answer

A) Persuasive selling 
B) Need-satisfaction 
C) Response-stimulus 
D) AIDA selling 
E) Participative 
A) Persuasive selling 
B) Need-satisfaction 
C) Response-stimulus 
D) AIDA selling 
E) Participative

Question 20

Prior contact with the buyer is essential in the problem-solution method.

Accepted Answer

A) True 
 B)False

You would most likely find canned sales presentations being used to sell:

Which of the following products would most likely require a problem-solution sales presentation?

The customer does most of the talking in the approach and presentation stages of the need- satisfaction method.

_____ selling occurs when a company's sales team provides an education-oriented presentation for the customer.

A salesperson's chosen presentation method and approach technique should be based on which of the following?

_____ presentation method is best suited for selling trivial products.

What are the four phases of negotiation?

Typically the first step of the problem-solution sales presentation is to:

The need-satisfaction sales presentation has several phases.Which of the following presents those phases in the correct order?

What is the first step in a typical problem-solution sales presentation?

In the beginning of a group sales presentation,a salesperson should:

The typical last step of the problem-solution sales presentation is to:

In what kind of selling situation is the need-satisfaction sales presentation approach the most effective?

Which type of sales presentation method is best when a salesperson has sold products to a prospect in the past?

The formula sales presentation is most closely associated with:

What are three advantages associated with using the formula sales presentation method?

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

Gulf Technology manufactures platforms for deep sea oil rigs.Costs for the platforms can exceed $1 million.Which sales approach would a Gulf Technology salesperson most likely use?

Prior contact with the buyer is essential in the problem-solution method.

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

You would most likely find canned sales presentations being used to sell:

Which of the following products would most likely require a problem-solution sales presentation?

The customer does most of the talking in the approach and presentation stages of the need- satisfaction method.

_____ selling occurs when a company's sales team provides an education-oriented presentation for the customer.

A salesperson's chosen presentation method and approach technique should be based on which of the following?

_____ presentation method is best suited for selling trivial products.

What are the four phases of negotiation?

Typically the first step of the problem-solution sales presentation is to:

The need-satisfaction sales presentation has several phases.Which of the following presents those phases in the correct order?

What is the first step in a typical problem-solution sales presentation?

In the beginning of a group sales presentation,a salesperson should:

The typical last step of the problem-solution sales presentation is to:

In what kind of selling situation is the need-satisfaction sales presentation approach the most effective?

Which type of sales presentation method is best when a salesperson has sold products to a prospect in the past?

The formula sales presentation is most closely associated with:

What are three advantages associated with using the formula sales presentation method?

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

Gulf Technology manufactures platforms for deep sea oil rigs.Costs for the platforms can exceed $1 million.Which sales approach would a Gulf Technology salesperson most likely use?

Prior contact with the buyer is essential in the problem-solution method.

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