Question 1

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.

Accepted Answer

A)  stimulus-response 
B)  need-satisfaction 
C)  formula 
D)  canned 
E)  persuasive

Question 2

The number one asset of a strong negotiator is his or her preparation.

Accepted Answer

A) True 
 B)False

Question 3

What are three advantages of using the canned sales presentation method?

Accepted Answer

The answer of What are three advantages of using the...

Question 4

The parallel dimensions of selling enable salespeople to:

Accepted Answer

A)  negotiate with new customers. 
B)  compare sales presentation methods. 
C)  adhere to the Core Principles of Professional Selling. 
D)  create sales where there is no customer need. 
E)  understand the interactions between each component.

Question 5

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

Question 6

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

Accepted Answer

A)  formula 
B)  memorized 
C)  stimulus response 
D)  need-satisfaction 
E)  problem-solution

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A)  Prospecting 
B)  Preapproach 
C)  Presentation 
D)  Approach 
E)  Handling objections

Question 9

All of the following should be included in a proposal document EXCEPT:

Accepted Answer

A)  testimonials. 
B)  data and statistics. 
C)  product prices. 
D)  criteria for success. 
E)  solutions to specific problems.

Question 10

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

Question 11

Comment on the following statement: "No matter what the situation, the need-satisfaction presentation is always the most effective."

Accepted Answer

The answer of Comment on the following statement: "No matter...

Question 12

During the sales presentation, the salesperson 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 13

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

Accepted Answer

A)  The salesperson must give the prospect some control of the selling situation. 
B)  The method is impractical for selling highly technical products. 
C)  The salesperson must present unimportant benefits to the buyer. 
D)  The approach requires the salesperson to close too quickly. 
E)  The method allows very little prospect participation.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is a major difference between the need-satisfaction method and the formula sales method?

Accepted Answer

A)  The formula sales method opens with questions to the prospect unlike the need-satisfaction method. 
B)  The need-satisfaction method is better for repeat buyers than the formula approach. 
C)  The need-satisfaction method is more flexible than the formula selling technique. 
D)  The formula sales approach is less structured than the need-satisfaction approach. 
E)  The formula method is more interactive than the need-satisfaction method.

Question 16

One of the disadvantages of the memorized sales presentation is the fact it:

Accepted Answer

A)  does not allow the seller to control the conversation. 
B)  requires the seller's presentation to follow the AIDA approach. 
C)  requires even inexperienced sellers to adapt to the buyer's personality. 
D)  is inappropriate for transactional selling. 
E)  allows for limited prospect participation.

Question 17

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

Question 18

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

Question 19

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.

Accepted Answer

A) True 
 B)False

Question 20

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.

Exam 8: Carefully Select Which Sales Presentation Method to Use

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.

The number one asset of a strong negotiator is his or her preparation.

What are three advantages of using the canned sales presentation method?

The parallel dimensions of selling enable salespeople to:

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

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

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

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

All of the following should be included in a proposal document EXCEPT:

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

Comment on the following statement: "No matter what the situation, the need-satisfaction presentation is always the most effective."

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

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.

Which of the following is a major difference between the need-satisfaction method and the formula sales method?

One of the disadvantages of the memorized sales presentation is the fact it:

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

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?

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.

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