Deck 8: Carefully Select Which Sales Presentation Method to Use

Question 1

The third step in the relationship selling process is the first step in sales presentation.

Answer 1

True

Question 2

The formula sales presentation can be adapted to a large majority of complex sales situations.

Answer 2

False

Question 3

The formula presentation is appropriate for repeat purchases.

Answer 3

True

Question 4

The need-satisfaction sales presentation is highly structured.

Question 5

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

Question 6

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

Question 7

The memorized sales presentation cannot be used in telephone selling.

Question 8

According to the Core Principles of Professional Selling, the heart of the sales presentation is the salesperson's approach to the customer or prospect.

Question 9

In the need-satisfaction presentation, the need-awareness phase occurs in the first stage of the presentation.

Question 10

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

Question 11

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

Question 12

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

Question 13

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

Question 14

The canned sales presentation is primarily used by experienced salespeople.

Question 15

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

Question 16

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

Question 17

According to the Core Principles of Professional Selling, the honesty of your sales presentation will convince people that you can be trusted.

Question 18

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

Question 19

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

Question 20

A disadvantage of the formula sales presentation is that its format often prevents information from being logically presented.

Question 21

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

Question 22

Salespeople should not question the listening skills of the group members by giving a benefit summary at the conclusion of a group sales presentation.

Question 23

Another name for the need-satisfaction presentation is the problem-solution presentation.

Question 24

It is important for the salesperson using familiar terminology and buzzwords to speak in a formal tone to convey its importance.

Question 25

When delivering a group presentation, the salesperson will find it necessary to be less structured when dealing with larger groups than when dealing with smaller groups.

Question 26

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

Question 27

In the need-satisfaction presentation method, salespeople enjoy good control over the selling situation.

Question 28

For a group sales presentation, prices should be included in an appendix of the proposal document.

Question 29

The problem-solution method is best suited for selling insurance and similar financial products.

Question 30

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

Question 31

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

Question 32

During the sales presentation, the salesperson should not mention the company's relative position in terms of competition as it may sound too aggressive.

Question 33

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

Question 34

Prior contact with the buyer is essential in the problem-solution method.

Question 35

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

Question 36

Every purchase is made with decision-making criteria in mind. There are usually four levels of desire within the decision-making criteria.

Question 37

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

Question 38

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

Question 39

Not all styles of sales presentation require that the salesperson be prepared to negotiate.

Question 40

The problem-solution sales presentation consists of six steps. It begins when the salesperson and the prospect agreeing on the problems that the buyer wants solved.

Question 41

'Preapproach' is the first stage in the selling process.

Question 42

According to the text, the ________ method of sales presentation is semi-structured.

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

Question 43

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

A) type of customer
B) percentage of the conversation controlled by the salesperson
C) type of product
D) measurability of the sales call objective
E) number of decision makers

Question 44

According to the text, which of the following is the most structured sales presentation method?

A) The memorized approach
B) The AIDA approach
C) The need-satisfaction approach
D) The formula approach
E) The problem-solution approach

Question 45

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

A) Memorized presentation
B) Stimulus response presentation
C) Need-satisfaction presentation
D) Canned sales presentation method
E) Problem-solution presentation

Question 46

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

Question 47

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.

A) professional
B) need-satisfaction
C) barrier
D) memorized
E) problem-solution

Question 48

Ashley Trist has selected a selling technique in which she has more control over the conversation between buyer and seller than with any other sales presentation method. What technique is Ashley most likely using?

A) Professional
B) Memorized
C) Need-satisfaction
D) Barrier
E) Problem-solution

Question 49

________ selling occurs when a company's sales team provides an education-oriented presentation for the customer.

A) Problem-solution
B) Need-satisfaction
C) Seminar
D) Direct
E) Conference

Question 50

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

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

Question 51

Arlene, a new cosmetics salesperson, is planning to go door-to-door in a neighborhood in which she has never conducted business. Which sales presentation method would most likely be appropriate for Arlene?

A) Need-satisfaction
B) Problem-solution
C) Customized
D) Memorized
E) Formula

Question 52

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

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

Question 53

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

Question 54

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

Question 55

You would most likely find canned sales presentations being used to sell:

A) office equipment and cash registers.
B) home entertainment centers.
C) perishable products.
D) vacuum cleaners.
E) legal services.

Question 56

According to the text, ________ is the most customized sales presentation method.

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

Question 57

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

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

Question 58

The ________ involves a persuasive vocal and visual explanation of a business proposition.

A) preapproach
B) display premise
C) sales presentation
D) trial close
E) service follow-up

Question 59

Which of the following is the fourth step in the sales process?

A) Prospecting
B) Preapproach
C) Presentation
D) Approach
E) Handling objections

Question 60

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

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 61

Which of the following is the first step in AIDA procedure?

A) Approach
B) Attention
C) Attraction
D) Action
E) Attire

Question 62

Products that are suitable for the memorized sales presentation method are best described as:

A) trendy.
B) simple.
C) complex.
D) technical.
E) industrial.

Question 63

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

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 64

In AIDA procedure, 'D' stands for:

A) demand.
B) desire.
C) describe.
D) develop.
E) define.

Question 65

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

A) Need-satisfaction
B) Memorized
C) Barrier
D) Persuasive selling
E) Problem-solution

Question 66

________ is effective for consumer goods salespeople in straight rebuy situations.

A) Need-satisfaction
B) Memorized
C) Barrier
D) Problem-solution
E) Formula

Question 67

The formula presentation is often referred to as the ________ presentation.

A) modified rebuy
B) AIDA
C) persuasive selling
D) transactional
E) need-development

Question 68

Donna is planning her first Pampered Chef party during which she will try to sell the company's cooking utensils and gadgets. Donna is new to sales and feels nervous about the sales presentation. Which of the following methods would be best for Donna?

A) Formula
B) Memorized
C) Customized
D) Problem-solution
E) Need-satisfaction

Question 69

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

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 70

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

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 71

Which of these statements about formula presentations is true?

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 72

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

A) It allows moderate participation from the prospect.
B) It allows the salespeople to highlight different benefits for different customers.
C) It lends confidence to inexperienced salespeople.
D) It allows salespeople to proceed quickly and answer more customer questions.
E) It can be used well for selling technical products.

Question 73

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

A) It ensures that all information is presented logically.
B) It allows reasonable amount of buyer-seller interaction.
C) It allows for smooth handling of anticipated questions.
D) It is effective when the product is non-technical.
E) It is a fully structured sales presentation method.

Question 74

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

A) need-satisfaction
B) barrier
C) persuasive selling
D) relationship
E) problem-solution

Question 75

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

A) The difficulty involved in preparing and using the memorized sales presentation often frightens inexperienced salespeople.
B) The memorized sales presentation includes too much prospect participation.
C) The memorized sales presentation is not effective when selling time is short.
D) The memorized sales presentation presents features, advantages and benefits that may not be important to the buyer.
E) Salespeople are often disorganized when they use the memorized sales presentation.

Question 76

Which statement about the formula sales presentation is INCORRECT?

A) The formula sales presentation is based on the AIDA procedure of developing and giving the sales presentation.
B) Modified rebuy situations are a good time to use the formula sales presentation method.
C) The formula sales presentation is the best method to use when the prospect allows a few minutes for the presentation.
D) The customer has the largest amount of talking time during the latter half of the presentation phase 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 77

Which of the following is characteristic of the memorized sales presentation?

A) Requires prior contact with buyer
B) Perceived as high pressure selling
C) Used for multi-day presentations
D) Lacks structure and organization
E) Opens with questions to prospect

Question 78

A salesperson using the formula sales presentation method would most likely open with a:

A) reminder of past purchases.
B) canned introduction.
C) open-ended question.
D) request for analysis.
E) brief story.

Question 79

In the formula selling method, customer talking time peaks during:

A) the approach stage.
B) prospecting.
C) the presentation stage.
D) negotiation and close.
E) preapproach.

Question 80

The formula sales presentation is most closely associated with:

A) the AIDA procedure.
B) the SELL sequence.
C) need-development.
D) problem-solution.
E) the CCC GOMES steps.