Question 1

The typical last step of the problem-solution sales presentation is to:

Accepted Answer

A)   make the sales presentation.
B)   propose follow-up activities.
C)   analyze the prospect's problem.
D)   prepare a written solution for the prospect's problem.
E)   agree with the prospect on the specific problem to address.F) B) and E)
G) B) and D)

Question 2

The salesperson typically monopolizes the conversation during _____ and _____ sales presentations.

Accepted Answer

A)   memorized; formula
B)   transactional; memorized
C)   memorized; need-satisfaction
D)   modified rebuy; straight rebuy
E)   memorized; stimulus-responseF) B) and D)
G) B) and E)

Question 3

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 most likely starting a _____ presentation.

Accepted Answer

A)   transactional
B)   stimulus-response
C)   formula
D)   persuasive selling
E)   need-satisfactionF) C) and D)
G) None of the above

Question 4

The basic difference in the four sales presentation methods is the type of product being sold.

Accepted Answer

A) True 
 B)False

Question 5

In the beginning of a group sales presentation, a salesperson should:

Accepted Answer

A)   explain how the FAB formula will be used in the presentation.
B)   provide every member of the group with a customer profile.
C)   give quality assurances and qualifications.
D)   ignore the group's behavioral style.
E)   summarize the marketing plan.F) A) and C)
G) B) and D)

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

According to the Golden Rule of Selling, the heart of the sales presentation is the salesperson's approach to the customer or prospect.

Accepted Answer

A) True 
 B)False

Question 9

A salesperson's chosen presentation method and approach technique should most likely be based on which of the following?

Accepted Answer

A)   Delivery schedule
B)   Product and prospect
C)   Customer preference
D)   Interest and demand
E)   Group behaviorF) A) and D)
G) B) and E)

Question 10

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.F) C) and E)
G) B) and D)

Question 11

What is the most likely reason that some salespeople dislike the need-satisfaction sales presentation approach?

Accepted Answer

A)   The salesperson must give the prospect some control of the selling situation.
B)   The method is impractical for selling highly technical products.
C)   The salesperson must present unimportant benefits to the buyer.
D)   The approach requires the salesperson to close too quickly.
E)   The method allows very little prospect participation.F) A) and E)
G) B) and E)

Question 12

Which of the following methods of sales presentation is more likely to be used when it is necessary to present the proposal to a group of individuals?

Accepted Answer

A)   Formula
B)   Memorized
C)   Problem-solution
D)   Influential
E)   PersuasiveF) A) and C)
G) A) and B)

Question 13

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.

Accepted Answer

A)   need-fulfillment
B)   need-awareness
C)   need-utilization
D)   need-feedback
E)   need-diffusionF) C) and D)
G) A) and B)

Question 14

The parallel dimensions of selling enable salespeople to:

Accepted Answer

A)   negotiate with new customers.
B)   compare sales presentation methods.
C)   adhere to the Golden Rule of Selling.
D)   create sales where there is no customer need.
E)   understand the interactions between each component.F) C) and D)
G) B) and D)

Question 15

The need-satisfaction format is appropriate for selling industrial and technical goods.

Accepted Answer

A) True 
 B)False

Question 16

When compared to other types of sales presentations, memorized selling is the:

Accepted Answer

A)   least structured.
B)   most interactive.
C)   least used in telemarketing.
D)   most used in technical sales.
E)   most structured.F) B) and D)
G) A) and C)

Question 17

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

Accepted Answer

A)   memorized
B)   stimulus response
C)   problem-solution
D)   need-satisfaction
E)   formulaF) B) and D)
G) A) and D)

Question 18

In terms of the 10-step productive retail sales call developed by SmithKline Beecham Products, the presentation step includes answering questions and handling objections.

Accepted Answer

A) True 
 B)False

Question 19

The customer does most of the talking in the approach and presentation stages of the need- satisfaction method.

Accepted Answer

A) True 
 B)False

Question 20

The key to selling and negotiating is seeking to:

Accepted Answer

A)   identify gatekeepers.
B)   create a win-win situation.
C)   provide all product information.
D)   generate profitable, one-time sales.
E)   understand significant group behaviors.F) B) and E)
G) B) and D)

Exam 9: Carefully Select Which Sales Presentation Method to Use

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 most likely starting a _____ presentation.

Correct AnswerverifiedShow Answer

The salesperson typically monopolizes the conversation during _____ and _____ sales presentations.

Correct AnswerverifiedShow Answer

What is the most likely reason that some salespeople dislike the need-satisfaction sales presentation approach?

Correct AnswerverifiedShow Answer

The key to selling and negotiating is seeking to:

Correct AnswerverifiedShow Answer

Which of these statements about formula presentations is true?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

According to the Golden Rule of Selling, the heart of the sales presentation is the salesperson's approach to the customer or prospect.

Correct AnswerverifiedShow Answer

The customer does most of the talking in the approach and presentation stages of the need- satisfaction method.

Correct AnswerverifiedShow Answer

When compared to other types of sales presentations, memorized selling is the:

Correct AnswerverifiedShow Answer

The typical last step of the problem-solution sales presentation is to:

Correct AnswerverifiedShow Answer

The basic difference in the four sales presentation methods is the type of product being sold.

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

In terms of the 10-step productive retail sales call developed by SmithKline Beecham Products, the presentation step includes answering questions and handling objections.

Correct AnswerverifiedShow Answer

Which of the following methods of sales presentation is more likely to be used when it is necessary to present the proposal to a group of individuals?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The parallel dimensions of selling enable salespeople to:

Correct AnswerverifiedShow Answer

A salesperson's chosen presentation method and approach technique should most likely be based on which of the following?

Correct AnswerverifiedShow Answer

The need-satisfaction format is appropriate for selling industrial and technical goods.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In the beginning of a group sales presentation, a salesperson should:

Correct AnswerverifiedShow Answer

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The salesperson typically monopolizes the conversation during _ and _ sales presentations.

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