Question 1

The need-satisfaction sales presentation is highly structured.

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) It ensures that the company's salespeople provide the same information to all customers. 
B) It has a problem solving orientation that ensures customized benefits. 
C) It is flexible and adapts readily to long or short presentation times. 
D) It keeps prospect participation at a minimum. 
E) It can be used for highly technical products. 
A) It ensures that the company's salespeople provide the same information to all customers. 
B) It has a problem solving orientation that ensures customized benefits. 
C) It is flexible and adapts readily to long or short presentation times. 
D) It keeps prospect participation at a minimum. 
E) It can be used for highly technical products.

Question 3

Which of the following statements about group sales presentations is most likely true?

Accepted Answer

A) Use the proposal document as a script during the presentation. 
B) Provide a detailed SWOT analysis for each potential competitor. 
C) During the presentation avoid mentioning previous or current clients. 
D) Determine the behavioral style of the group to maintain the attention of all members. 
E) Avoid contact with decision makers prior to a presentation to prevent the appearance of being unethical. 
A) Use the proposal document as a script during the presentation. 
B) Provide a detailed SWOT analysis for each potential competitor. 
C) During the presentation avoid mentioning previous or current clients. 
D) Determine the behavioral style of the group to maintain the attention of all members. 
E) Avoid contact with decision makers prior to a presentation to prevent the appearance of being unethical.

Question 4

_____ occurs when the salesperson brings company resource people to discuss a major problem or opportunity.

Accepted Answer

A) Educational selling 
B) Need-satisfaction selling 
C) Seminar selling 
D) Conference selling 
E) SWOT selling 
A) Educational selling 
B) Need-satisfaction selling 
C) Seminar selling 
D) Conference selling 
E) SWOT selling

Question 5

The training usage phases progress from natural to awkward to conscious.

Accepted Answer

A) True 
 B)False

Question 6

Hastie walks into a prospect's office and asks,"How would you like to increase rehearsal time and ensure long-term cost savings?" From this opening line,you can assume that Hastie is most likely using a _____ presentation.

Accepted Answer

A) persuasive selling 
B) logical reasoning 
C) need-satisfaction 
D) formula 
E) price/value 
A) persuasive selling 
B) logical reasoning 
C) need-satisfaction 
D) formula 
E) price/value

Question 7

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

Accepted Answer

(1)It ensures that the salesperson gives

Question 8

Ager and Hastie are presenting a proposal to a theater group.People in attendance include various accountants,actors,and producers.The sales presentation should include all of the following EXCEPT a(n):

Accepted Answer

A) statement regarding the firm's guarantees. 
B) list of theaters the company has equipped. 
C) history of the company and its mission. 
D) list of the firm's safety credentials. 
E) price list for basic systems. 
A) statement regarding the firm's guarantees. 
B) list of theaters the company has equipped. 
C) history of the company and its mission. 
D) list of the firm's safety credentials. 
E) price list for basic systems.

The need-satisfaction sales presentation is highly structured.

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

Which of the following statements about group sales presentations is most likely true?

_____ occurs when the salesperson brings company resource people to discuss a major problem or opportunity.

The training usage phases progress from natural to awkward to conscious.

Hastie walks into a prospect's office and asks,"How would you like to increase rehearsal time and ensure long-term cost savings?" From this opening line,you can assume that Hastie is most likely using a _____ presentation.

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

Ager and Hastie are presenting a proposal to a theater group.People in attendance include various accountants,actors,and producers.The sales presentation should include all of the following EXCEPT a(n):

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 need-satisfaction sales presentation is highly structured.

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

Which of the following statements about group sales presentations is most likely true?

_____ occurs when the salesperson brings company resource people to discuss a major problem or opportunity.

The training usage phases progress from natural to awkward to conscious.

Hastie walks into a prospect's office and asks,"How would you like to increase rehearsal time and ensure long-term cost savings?" From this opening line,you can assume that Hastie is most likely using a _____ presentation.

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

Ager and Hastie are presenting a proposal to a theater group.People in attendance include various accountants,actors,and producers.The sales presentation should include all of the following EXCEPT a(n):

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