Exam 8: Carefully Select Which Sales Presentation Method to Use

List the three stages of the need-satisfaction sales presentation.

During the _____ phase of the need-satisfaction sales presentation,the salesperson begins to take control of the conversation by restating the prospect's needs to clarify the situation.

The _____ is the primary factor that differentiates the four sales presentation methods.

Pierre LaSaunt needs to make a proposal to a group of engineers.Why has his sales manager instructed him to omit prices from the proposal document?

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

The selection of the sales presentation method is dependent on the type of audience the salesperson is facing.

The _____ presentation method is based on the assumption that similar prospects in similar situations can be approached with similar presentations.

Which of the following is an unstructured sales presentation method that typically requires significant creativity?

Assuming that you are a salesperson making a group sales presentation,which of these statements is true?

At the end of a group sales presentation,the salesperson should provide prospects with a(n):

Which of the following is a disadvantage of the memorized sales presentation?

Identify the correct sequence of steps used in a problem-solution presentation.

With the _____ sales technique,the salesperson monopolizes the conversation and often talks about benefits which are of no use to the prospect.This sales presentation method is often perceived as a high-pressure sales presentation method.

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

The first phase of any sales negotiation is studying the prospect's business.

Which of the following is a major advantage of using the memorized sales presentation method?

The memorized sales presentation is impractical to use when selling technical products.

Elisha Levi believes that a flexible,customized approach to selling is best when dealing with highly complex products or services.She typically performs an in-depth study of a prospect's needs before developing a well-planned presentation.Levi obviously favors the _____ presentation method.

Shawn sells office supplies and paper to large corporations,many of whom are current customers.What sales presentation method should Shawn most likely use?

Which of the following correctly represent the discussion sequence in a sales presentation?