Question 1

The interactive need-satisfaction sales presentation method is most appropriate where the salesperson provides all the information to the client.

Accepted Answer

A) True 
 B)False

Question 2

"One of your colleagues at Kwantlen Polytechnic University suggested I contact you about our advanced interactive sales simulators." What type of approach statement is being used in this statement?

Accepted Answer

A) introductory 
B) referral 
C) premium 
D) complimentary 
E) product

Question 3

Discuss the following statement: "The problem-solution approach to selling is so unstructured that it has no prescribed steps."

Accepted Answer

The answer of Discuss the following statement: "The problem-solution approach...

Question 4

The primary reason salespeople use questions in their approach is to get the attention and interest of the prospect.

Accepted Answer

A) True 
 B)False

Question 5

The memorized selling approach is based on the AIDA procedure of developing and giving the sales presentation.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following types of opening statements is the most common and least powerful way to begin a sales presentation?

Accepted Answer

A) "Mr.Longo, you certainly sell a lot of perennials to landscaping companies." 
B) "Good afternoon does your company need a secure local area network?" 
C) "Hello, Mr.Patel at Country Stay Inn told me that you might be interested in my company's new line of mildew-proof shower curtains." 
D) "Here, Ms.Lopez, try one of my company's throat lozenges." 
E) "Hello, my name is Fran Rogers."

Question 7

The formula sales presentations call for very little talking on the part of the salesperson.In fact, the objective of these types of sales presentations is simply to ascertain customers' needs.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is NOT an example of a question that a salesperson might ask as part of using creative imagery?

Accepted Answer

A) "Would this prospect be interested in saving money?" 
B) "What's the best thing that could happen in this sales interview?" 
C) "What's the worst thing that could happen during this sales interview?" 
D) "What are the chances that the prospect will ask a question I can't answer?" 
E) "What are the chances that my product demonstration will fail?"

Question 9

Which of the following should NOT be part of an approach checklist?

Accepted Answer

A) confirm your appointment 
B) prepare your sales aids 
C) arrive right on time 
D) organize your presentation materials 
E) ensure you have the right directions to the meeting

Question 10

The situation you face determines which approach technique you should use to begin your sales presentation to a client.Often, many situational variables impact the situation you will face.Which of the following is NOT a common situational variable identified in the textbook?

Accepted Answer

A) the type of product you're selling 
B) whether this is a repeat call on a customer you've called on before 
C) whether the prospect is aware of a problem 
D) your sales call objective 
E) your degree of knowledge about the customer's needs

Question 11

Which of the following objectives is unique to the questions approach technique?

Accepted Answer

A) to create a selling environment 
B) to capture the attention of the prospect 
C) to stimulate the prospect's interest 
D) to uncover the needs or problems of the prospect 
E) to provide a transition into the sales presentation

Question 12

Which of the following sales presentation methods is most often used by experienced salespersons selling directly to businesses?

Accepted Answer

A) the memorized approach 
B) the customized approach 
C) the interactive need-satisfaction approach 
D) the semi-structured approach 
E) the problem-solving approach

Question 13

You have been asked to describe "creative imagery" as a stress reduction technique.Which of the following is NOT likely to be part of your descriptive?

Accepted Answer

A) prepares a salesperson to deal with possible negative outcomes that may create stress 
B) helps salespeople develop contingency plans in case the planned sales talk must be abandoned 
C) a technique that helps you focus on being creative with the content of your sales presentation 
D) method salespeople use to deal with stress 
E) a stress reduction technique

Question 14

A problem-solution sales presentation method has normally six different but interrelated steps that should be followed carefully.

Accepted Answer

A) True 
 B)False

Question 15

Which opening statement approach is so weak that it usually must be used in conjunction with another approach?

Accepted Answer

A) referral 
B) premium 
C) introductory 
D) complimentary 
E) product

Question 16

Francois, a sales representative for an accounting software service provider will be making a sales call on Martin, Smith and Dhillon Ltd a local accounting firm.He will be meeting the procurement officer in the next couple of days to demonstrate the value added his product line provides.The day before the meeting, he had a bunch of balloons and a note that said, "Friday will be your lucky day," sent to accounting firm's procurement officer.What kind of approach is Francois using?

Accepted Answer

A) curiosity 
B) product 
C) opinion 
D) SPIN 
E) customer benefit

Question 17

"Mrs.Kamel, would you be interested in seeing our new line of photocopiers which I feel may save your company $25,000 per year in printing costs?" What kind of approach is this question an example of?

Accepted Answer

A) curiosity 
B) opinion 
C) benefit 
D) shock 
E) product

Question 18

Which of the following presentation methods allows for greater customization according to the textbook?

Accepted Answer

A) formula 
B) problem-solving 
C) memorized 
D) unstructured 
E) interactive need-satisfaction

Question 19

Karen sells cars at a local dealership.She notices a potential customer looking carefully at a convertible red sports car.She approaches the potential customer, introduces herself and asks; "What features are you looking for in a sports car?" What kind of probe is Karen using?

Accepted Answer

A) direct 
B) redirect 
C) rephrasing 
D) participative 
E) open-ended

Question 20

Which of the following would you NOT consider to be an advantage of a structured sales presentation?

Accepted Answer

A) helps the salesperson identify hidden needs 
B) ensures consistency in the presentation message 
C) great for inexperienced salespersons 
D) helps focus the presentation on the product's features and benefits 
E) the salesperson controls most of the presentation

Exam 8: The Approach Begin Your Presentation Strategically

The interactive need-satisfaction sales presentation method is most appropriate where the salesperson provides all the information to the client.

"One of your colleagues at Kwantlen Polytechnic University suggested I contact you about our advanced interactive sales simulators." What type of approach statement is being used in this statement?

Discuss the following statement: "The problem-solution approach to selling is so unstructured that it has no prescribed steps."

The primary reason salespeople use questions in their approach is to get the attention and interest of the prospect.

The memorized selling approach is based on the AIDA procedure of developing and giving the sales presentation.

Which of the following types of opening statements is the most common and least powerful way to begin a sales presentation?

The formula sales presentations call for very little talking on the part of the salesperson.In fact, the objective of these types of sales presentations is simply to ascertain customers' needs.

Which of the following is NOT an example of a question that a salesperson might ask as part of using creative imagery?

Which of the following should NOT be part of an approach checklist?

The situation you face determines which approach technique you should use to begin your sales presentation to a client.Often, many situational variables impact the situation you will face.Which of the following is NOT a common situational variable identified in the textbook?

Which of the following objectives is unique to the questions approach technique?

Which of the following sales presentation methods is most often used by experienced salespersons selling directly to businesses?

You have been asked to describe "creative imagery" as a stress reduction technique.Which of the following is NOT likely to be part of your descriptive?

A problem-solution sales presentation method has normally six different but interrelated steps that should be followed carefully.

Which opening statement approach is so weak that it usually must be used in conjunction with another approach?

"Mrs.Kamel, would you be interested in seeing our new line of photocopiers which I feel may save your company $25,000 per year in printing costs?" What kind of approach is this question an example of?

Which of the following presentation methods allows for greater customization according to the textbook?

Karen sells cars at a local dealership.She notices a potential customer looking carefully at a convertible red sports car.She approaches the potential customer, introduces herself and asks; "What features are you looking for in a sports car?" What kind of probe is Karen using?

Which of the following would you NOT consider to be an advantage of a structured sales presentation?