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Exam 8: Carefully Select Which Sales Presentation Method to Use

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Question 21

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When selling to a group,it is necessary to modify the ten step selling process by omitting the trial close step.

A) True
B) False

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verified

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Question 22

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What is another name for the formula sales presentation method?

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The persua...

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Question 23

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The problem-solution presentation is a flexible method that requires a detailed analysis of the prospect's needs.

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

The successful resolution of a negotiation starts with a commitment to do business together.

The first discussion point in a sales presentation should address the features,advantages,and benefits that the prospect desires.

The use of the memorized sales presentation is based on two different assumptions.List them.

A salesperson using the problem-solution sales presentation method is most likely selling a(n) ________ product or service.

What types of sales presentations would Hastie and Ager most likely use for new customers?

List the three parallel dimensions of selling.

To use the formula sales presentation,the salesperson need not know anything about the prospect.

In the need-satisfaction sales presentation,the first 50 to 60 percent of the conversation time is referred to as the need awareness phase.

All of the following are the advantages of a formula sales presentation EXCEPT:

At the beginning of a presentation,a salesperson asks a catalog retailer,"What type of inventory management software would you like your company to use?" The salesperson is more than likely using the _____ sales presentation method.

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

Developing a proposal document that can serve as a script during the presentation is a part of the group presentation preparation.

The memorized sales presentation is referred to as persuasive selling presentation.

The key to selling and negotiating is to always seek a win-win situation in which both the buyer and seller are happy.

In the memorized sales presentation,the prospect does very little talking.

The memorized sales presentation may focus on benefits unimportant to the prospect.