Question 1

The memorized sales presentation cannot be used in telephone selling.

Accepted Answer

A) True 
 B)False

Question 2

All of the following would be potential bargaining chips for a salesperson during negotiations EXCEPT:

Accepted Answer

A) price flexibility. 
B) training availability. 
C) extra services to offer. 
D) optional equipment to provide. 
E) products available from competitors. 
A) price flexibility. 
B) training availability. 
C) extra services to offer. 
D) optional equipment to provide. 
E) products available from competitors.

Question 3

Which sales presentation method generally has the highest paid salespeople?

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 4

In all four sales presentation methods,the salesperson is most likely to dominate the conversation during the _____ stage.

Accepted Answer

A) approach 
B) presentation 
C) close 
D) preapproach 
E) prospecting 
A) approach 
B) presentation 
C) close 
D) preapproach 
E) prospecting

Question 5

Why is it most important for a salesperson to invest time in preparing for a group sales presentation?

Accepted Answer

A) Meet the different needs of each group member 
B) Prevent any questions from being raised 
C) Avoid having to reference the proposal 
D) Encourage more group involvement 
E) Present the data from memory 
A) Meet the different needs of each group member 
B) Prevent any questions from being raised 
C) Avoid having to reference the proposal 
D) Encourage more group involvement 
E) Present the data from memory

Question 6

Which of these statements about formula presentations is true?

Accepted Answer

A) The formula presentation is based on the SPIN procedure of developing and giving the sales presentation. 
B) New-task buying situations are a good time to use the formula presentation method. 
C) An advantage of the formula presentation is that it is most adaptable to complex selling situations. 
D) Customers get the greatest amount of talking time at the beginning 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 presentation is based on the SPIN procedure of developing and giving the sales presentation. 
B) New-task buying situations are a good time to use the formula presentation method. 
C) An advantage of the formula presentation is that it is most adaptable to complex selling situations. 
D) Customers get the greatest amount of talking time at the beginning 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 7

Hastie and Ager would most likely use the formula presentation approach when:

Accepted Answer

A) working with a prospect who has limited time. 
B) selling to a veteran stage production manager. 
C) making a proposal to a committee. 
D) dealing with a rebuy situation. 
E) negotiating with a manager. 
A) working with a prospect who has limited time. 
B) selling to a veteran stage production manager. 
C) making a proposal to a committee. 
D) dealing with a rebuy situation. 
E) negotiating with a manager.

Question 8

The problem-solution approach is better than the memorized approach when time is limited.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following statements describes an advantage associated with the formula sales presentation?

Accepted Answer

A) It reduces anxiety and nervousness for new salespeople. 
B) It requires little prospect participation or interaction. 
C) It is best for selling technical products that require prospect input. 
D) It ensures that all sales information is presented logically. 
E) It is effective when the selling time is very brief. 
A) It reduces anxiety and nervousness for new salespeople. 
B) It requires little prospect participation or interaction. 
C) It is best for selling technical products that require prospect input. 
D) It ensures that all sales information is presented logically. 
E) It is effective when the selling time is very brief.

Question 10

The _____ presentation is the most challenging and creative form of selling because it is designed to be interactive.

Accepted Answer

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

Question 11

Why should a salesperson first select a sales presentation method and then the approach?

Accepted Answer

A) The sales presentation method is unimportant. 
B) The sales approach is the last step in a sales presentation. 
C) The salesperson can integrate trial closes into the approach. 
D) The sales presentation method determines how to open the presentation. 
E) A good sales presentation can compensate for a poor sales approach method. 
A) The sales presentation method is unimportant. 
B) The sales approach is the last step in a sales presentation. 
C) The salesperson can integrate trial closes into the approach. 
D) The sales presentation method determines how to open the presentation. 
E) A good sales presentation can compensate for a poor sales approach method.

Question 12

Which of the following is the problem associated with using the formula sales approach without knowing customers' needs?

Accepted Answer

A) It will reduce the buyer-seller interaction and make the job difficult for the salesperson. 
B) The customer will raise objections only at the closing stage and complicate the sale. 
C) The salesperson cannot implement any trial closes with confidence. 
D) The customer may not respond to the salesperson's questions. 
E) Customer objections may arise early in the presentation. 
A) It will reduce the buyer-seller interaction and make the job difficult for the salesperson. 
B) The customer will raise objections only at the closing stage and complicate the sale. 
C) The salesperson cannot implement any trial closes with confidence. 
D) The customer may not respond to the salesperson's questions. 
E) Customer objections may arise early in the presentation.

Question 13

The canned presentation is ineffective in door-to-door selling.

Accepted Answer

A) True 
 B)False

Question 14

Windfall Computers instructs its salespeople to use a particular sales presentation method when selling to corporations.Initially,prospects are asked to discuss the different problems and requirements they have.After the prospects finish talking,the salesperson summarizes the requirements of the customer and presents solutions.The salesperson's act of summarizing can be termed as:

Accepted Answer

A) need-summary. 
B) need-awareness. 
C) need-development. 
D) need-diffusion. 
E) need-fulfillment. 
A) need-summary. 
B) need-awareness. 
C) need-development. 
D) need-diffusion. 
E) need-fulfillment.

Question 15

The formula presentation method is more structured compared to the canned sales presentation method.

Accepted Answer

A) True 
 B)False

Question 16

According to the Golden Rule of Selling,the honesty of your sales presentation will convince people that you can be trusted.

Accepted Answer

A) True 
 B)False

Question 17

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. 
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 18

Robert,a sales representative for JBR International,is giving a group sales presentation.Robert has gone through the opening steps of establishing the credibility of JBR.What should Robert most likely do next?

Accepted Answer

A) Provide an overview of the firm's growth 
B) Use visual aids to discuss proposal specifics 
C) Discuss the price for implementing the proposal 
D) Gather input about the criteria for making a purchase 
E) Summarize the short-term and long-term benefits of the product 
A) Provide an overview of the firm's growth 
B) Use visual aids to discuss proposal specifics 
C) Discuss the price for implementing the proposal 
D) Gather input about the criteria for making a purchase 
E) Summarize the short-term and long-term benefits of the product

Question 19

The business proposal document prepared by the salesperson after a group sales presentation should be:

Accepted Answer

A) less than ten pages. 
B) be written on company stationery. 
C) used as a substitute for a presentation. 
D) be viewed as a customer reference source 
E) an identical script of the sales presentation. 
A) less than ten pages. 
B) be written on company stationery. 
C) used as a substitute for a presentation. 
D) be viewed as a customer reference source 
E) an identical script of the sales presentation.

Question 20

Explain the formula sales presentation method.When is it effective to use the formula sales method?

Accepted Answer

Formula sales presentation is based on t

The memorized sales presentation cannot be used in telephone selling.

All of the following would be potential bargaining chips for a salesperson during negotiations EXCEPT:

Which sales presentation method generally has the highest paid salespeople?

In all four sales presentation methods,the salesperson is most likely to dominate the conversation during the _____ stage.

Why is it most important for a salesperson to invest time in preparing for a group sales presentation?

Which of these statements about formula presentations is true?

Hastie and Ager would most likely use the formula presentation approach when:

The problem-solution approach is better than the memorized approach when time is limited.

Which of the following statements describes an advantage associated with the formula sales presentation?

The _____ presentation is the most challenging and creative form of selling because it is designed to be interactive.

Why should a salesperson first select a sales presentation method and then the approach?

Which of the following is the problem associated with using the formula sales approach without knowing customers' needs?

The canned presentation is ineffective in door-to-door selling.

The formula presentation method is more structured compared to the canned sales presentation method.

According to the Golden Rule of Selling,the honesty of your sales presentation will convince people that you can be trusted.

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

Robert,a sales representative for JBR International,is giving a group sales presentation.Robert has gone through the opening steps of establishing the credibility of JBR.What should Robert most likely do next?

The business proposal document prepared by the salesperson after a group sales presentation should be:

Explain the formula sales presentation method.When is it effective to use the formula sales 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

The memorized sales presentation cannot be used in telephone selling.

All of the following would be potential bargaining chips for a salesperson during negotiations EXCEPT:

Which sales presentation method generally has the highest paid salespeople?

In all four sales presentation methods,the salesperson is most likely to dominate the conversation during the _____ stage.

Why is it most important for a salesperson to invest time in preparing for a group sales presentation?

Which of these statements about formula presentations is true?

Hastie and Ager would most likely use the formula presentation approach when:

The problem-solution approach is better than the memorized approach when time is limited.

Which of the following statements describes an advantage associated with the formula sales presentation?

The _____ presentation is the most challenging and creative form of selling because it is designed to be interactive.

Why should a salesperson first select a sales presentation method and then the approach?

Which of the following is the problem associated with using the formula sales approach without knowing customers' needs?

The canned presentation is ineffective in door-to-door selling.

The formula presentation method is more structured compared to the canned sales presentation method.

According to the Golden Rule of Selling,the honesty of your sales presentation will convince people that you can be trusted.

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

Robert,a sales representative for JBR International,is giving a group sales presentation.Robert has gone through the opening steps of establishing the credibility of JBR.What should Robert most likely do next?

The business proposal document prepared by the salesperson after a group sales presentation should be:

Explain the formula sales presentation method.When is it effective to use the formula sales 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