Deck 8: The Approach Begin Your Presentation Strategically

Question 1

The memorized sales presentation proceeds rapidly through the sales presentation to the close.

Answer 1

True

Question 2

A particular company insists that its salespeople use the same "canned" sales presentation.One of the possible reasons for the company's position could be the fact its sale force is inexperienced.

Answer 2

True

Question 3

The basic difference in the four sales presentation methods is the degree of attention that the salesperson pays to their clients.

Answer 3

False

Question 4

The canned presentation is very effective in door-to-door selling.

Question 5

In your role as a professional salesperson, it is safe to select the need-satisfaction method as it works for most sales call objectives and benefit plans.

Question 6

In the interactive need-satisfaction sales presentation, both the salesperson and the client share equal amount of conversation time.

Question 7

The formula sales presentations call for very little talking on the part of the salesperson.In fact, the objective of these types of sales presentations is simply to ascertain customers' needs.

Question 8

Of all the possible sales presentation methods, structured selling is by far the most effective.

Question 9

First impressions are often overrated and play no role in supporting your ability to increase sales for your company.

Question 10

The formula sales presentation has virtually no benefits to the company or the salesperson; hence, it should be avoided.

Question 11

The interactive need-satisfaction presentation is the only method which successfully establishes long-term buyer-seller relationships with mutual win-win outcomes.

Question 12

In the interactive need-satisfaction sales presentation, the first 50 to 60 percent of the conversation time (referred to as the need development phase) is devoted to allowing the prospect to discuss his needs.

Question 13

Prospects only want to know how the products will benefit them and their company; therefore, salespeople should focus on discussing the benefits in the trial close phase with their clients.

Question 14

The interactive need-satisfaction sales presentation method is most appropriate where the salesperson provides all the information to the client.

Question 15

One of the ways that a salesperson earns the right to her prospect's attention is by exhibiting specific product knowledge.

Question 16

The interactive need-satisfaction sales presentation is unstructured.

Question 17

To use the formula sales presentation, the salesperson needs to know something about the prospect.

Question 18

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

Question 19

The memorized selling approach is based on the AIDA procedure of developing and giving the sales presentation.

Question 20

A problem-solution sales presentation method has normally six different but interrelated steps that should be followed carefully.

Question 21

When a salesperson uses questions in his/her sales presentation, he/she should only ask questions that he/she can anticipate the answer to.

Question 22

Product technique is used in an opening with a statement approach.

Question 23

The primary reason salespeople use questions in their approach is to get the attention and interest of the prospect.

Question 24

Topics such as the weather or local political topics are recommended as part of "small talk" to aid in building rapport between the salesperson and the prospect.

Question 25

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

Question 26

Habits are easy to change and, therefore, the salesperson goes through the training usage stages quickly.

Question 27

Part of preparing for a group presentation is to develop a proposal document that can serve as a reference source that tells the client what they bought if they said yes.

Question 28

The salesperson was trying to use the curiosity approach when she entered the office of the hospital purchasing department wearing a surgical mask and gown and asked if they were worried about catching a life-threatening disease.

Question 29

"May I help you" is not an example of a direct question that leads the prospect towards a specific topic.

Question 30

A salesperson should always be prepared to change any part of her sales presentation to meet the particular characteristics of a specific selling situation.

Question 31

The SPIN approach uses a series of four categories of questions which must be used in an exact order.In fact, professional sales people never deviate from asking the SPIN questions in the same order.

Question 32

An example of an opening statement approach would be to highlight the cost savings associated with developing a long-term relationship with your company.

Question 33

Another term that a salesperson might use for a question is a probe.

Question 34

A salesperson using the product approach would hand his or her product to the prospect and ask, "What do you think of that?"

Question 35

Customer benefit, curiosity, opinion, and shock are all examples used in opening with questions.

Question 36

The opinion approach is especially effective for a new salesperson.

Question 37

The SPIN approach is really nothing more than a needs analysis tool.

Question 38

To better understand the prospect's needs and force the prospect's participation in the interview, the salesperson should use the questioning approach technique.

Question 39

Professional salespeople using the premium approach tend to only show the product to the prospect when he/she is sure a sale will happen.

Question 40

During the "proposing" phase in negotiations, it is a good idea to attempt to identify what other companies, products, or services your prospect is considering.

Question 41

Which of the following presentation methods allows for greater customization according to the textbook?

A)formula
B)problem-solving
C)memorized
D)unstructured
E)interactive need-satisfaction

Question 42

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

A)formula
B)memorized
C)need-satisfaction
D)customized
E)problem-solving

Question 43

Which of the following sales presentation methods is most often used by experienced salespersons selling directly to businesses?

A)the memorized approach
B)the customized approach
C)the interactive need-satisfaction approach
D)the semi-structured approach
E)the problem-solving approach

Question 44

You have been asked to describe "creative imagery" as a stress reduction technique.Which of the following is NOT likely to be part of your descriptive?

A)prepares a salesperson to deal with possible negative outcomes that may create stress
B)helps salespeople develop contingency plans in case the planned sales talk must be abandoned
C)a technique that helps you focus on being creative with the content of your sales presentation
D)method salespeople use to deal with stress
E)a stress reduction technique

Question 45

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 salesperson has more control over the presentation than the buyer.
C)The memorized sales presentation is not effective when selling time is short.
D)The salesperson presents all the benefits of the product and hopes that he/she can convince the buyer to make a purchase.
E)Salespeople often are disorganized when they use the memorized sales presentation approach.

Question 46

A salesperson does most of the talking and often much of the talk is about benefits that are of no use to the prospect.Customers often perceive this approach as a high-pressure sale.What kind of sales presentation best fits these two statements?

A)semi-structure
B)interactive need-satisfaction
C)unstructured
D)memorized
E)problem-solving

Question 47

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

A)ensures that the company's salespeople provide the same information to all customers
B)seller focuses on the features of the products to convince the customer
C)is flexible and adapts readily to long or short presentation times
D)salesperson takes time to understand clients' needs
E)is easy to use with highly technical products

Question 48

Under what kind of setting are you most likely find a structured sales presentation being used?

A)selling office equipment and cash registers
B)retail department store clerks
C)selling perishable products
D)selling products on the telephone
E)selling to professionals like lawyers and architects

Question 49

Which of the following statements about the sales process is true?

A)The fourth step in the sales process is the first step in the sales presentation
B)The second step in the sales process is the first step in the sales presentation
C)The third step in the sales process is the first step in the sales presentation
D)The second step in the sales process is the third step in the sales presentation
E)The third step in the sales process is the second step in the sales presentation

Question 50

For which of the following products would a salesperson be most likely to use a problem solution sales presentation?

A)a case of Mountain Dew
B)baby powder, baby shampoo, and baby lotion
C)computer software for an accounting firm
D)a set of leather-bound books by Agatha Christie
E)a set of cardio machines for a gym

Question 51

What involves a persuasive vocal and visual explanation of a business proposition?

A)pre-approach
B)approach
C)sales presentation
D)trial close
E)objection

Question 52

Which of the following assumes that similar prospects facing similar situations should be approached with similar sales presentations?

A)formula
B)memorized
C)structured
D)unstructured
E)problem-solving

Question 53

Which type of presentation method is most likely to be used in a transactional sales interaction?

A)formula
B)need-satisfaction
C)unstructured
D)problem-solving
E)memorized

Question 54

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)The formula presentation is not suitable for inexperienced salespeople.
C)An advantage of the formula presentation is that it is most adaptable to complex selling situations.
D)The customer gets his or her greatest amount of talking time during the beginning of the formula sales presentation.
E)To successfully use the formula sales presentation method, the salesperson must previously have correctly identified the prospect's needs and wants.

Question 55

The textbook introduces four presentation methods.What is the basic distinguishing factor that differentiates these four presentation methods?

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

Question 56

Which of the following is NOT an example of a question that a salesperson might ask as part of using creative imagery?

A)"Would this prospect be interested in saving money?"
B)"What's the best thing that could happen in this sales interview?"
C)"What's the worst thing that could happen during this sales interview?"
D)"What are the chances that the prospect will ask a question I can't answer?"
E)"What are the chances that my product demonstration will fail?"

Question 57

Which of the following is a disadvantage of the interactive needs-satisfaction sales presentation?

A)Salespeople sometimes feel they are less in control when using the interactive needs-satisfaction sales presentation.
B)The interactive needs-satisfaction sales presentation is impractical for selling highly technical products.
C)The salesperson can easily ask questions or clarify things with their clients in the interactive needs-satisfaction sales presentation
D)The interactive needs-satisfaction sales presentation presents features, advantages, and benefits that may not be important to the buyer.
E)The interactive needs-satisfaction sales presentation permits very little prospect participation.

Question 58

Which of the following would you NOT consider to be an advantage of a structured sales presentation?

A)helps the salesperson identify hidden needs
B)ensures consistency in the presentation message
C)great for inexperienced salespersons
D)helps focus the presentation on the product's features and benefits
E)the salesperson controls most of the presentation

Question 59

Which of the following terms is a relaxation technique discussed in the textbook that has been found to decrease stress levels in salespeople?

A)stress-relieving concentration
B)creative imagery
C)doubt referral
D)success imaging
E)positive emoting

Question 60

For which of the following products would a salesperson be most likely to use a memorized sales presentation?

A)a set of encyclopedias
B)an interactive video for training salespeople
C)a five-star hotel property
D)an around-the-world cruise
E)an automobile

Question 61

"Ms.Flores (handing her the product to examine), I want to leave samples for you, your cosmetic representative, and your best customers, of Revlon's newest addition to our perfume line." What kind of opening statement best captures this interaction between the salesperson and Ms.Flores?

A)customer benefit
B)premium
C)introductory
D)referral
E)complimentary

Question 62

Which opening statement approach is so weak that it usually must be used in conjunction with another approach?

A)referral
B)premium
C)introductory
D)complimentary
E)product

Question 63

Which of the following would NOT be a technique for using the questions approach to open the sales presentation?

A)opinion
B)curiosity
C)customer benefit
D)product
E)shock

Question 64

Which of the following objectives is unique to the questions approach technique?

A)to create a selling environment
B)to capture the attention of the prospect
C)to stimulate the prospect's interest
D)to uncover the needs or problems of the prospect
E)to provide a transition into the sales presentation

Question 65

"One of your colleagues at Kwantlen Polytechnic University suggested I contact you about our advanced interactive sales simulators." What type of approach statement is being used in this statement?

A)introductory
B)referral
C)premium
D)complimentary
E)product

Question 66

The situation you face determines which approach technique you should use to begin your sales presentation to a client.Often, many situational variables impact the situation you will face.Which of the following is NOT a common situational variable identified in the textbook?

A)the type of product you're selling
B)whether this is a repeat call on a customer you've called on before
C)whether the prospect is aware of a problem
D)your sales call objective
E)your degree of knowledge about the customer's needs

Question 67

Which of the following two presentation methods can be used when opening with either a statement or a demonstration?

A)Problem-solving and Formula sales presentation methods
B)Memorized and Formula sales presentation methods
C)Need-satisfaction and problem-solving sales presentation methods
D)Need-satisfaction and Memorized sales presentation methods
E)Memorized and Problem-solving sales presentation methods

Question 68

Knowing his prospect would be concerned about the possibility of contamination of the foods he was processing with his packing equipment, Luca opened by saying, "Did you know that 2 deaths in Canada last year were attributed to toxic lubricants in food processing equipment.To prove to you the conveyer belt lubricant I'm offering you is non-toxic, I'm going to eat a spoon-full right now." With that, Luca opened the can of grease in front of him and began eating.What questions approach was Luca using?

A)referral
B)premium
C)shock
D)showmanship
E)complimentary

Question 69

Which of the following statements about approach techniques and presentation methods is correct?

A)The benefit technique is recommended for the formula presentation method.
B)The showmanship technique is most effective with prospects that you are calling on for the first time.
C)The approach technique should be chosen before the presentation method.
D)The statement approach technique is effective with any presentation method.
E)The interactive need-satisfaction and problem-solving sales presentation methods should always use the questions approach technique.

Question 70

This type of presentation tends to be complex and requires that the salesperson often conduct a certain level of analysis on his/her prospect.What type of sales presentation best fits this description?

A)memorized
B)semi-structured
C)problem-solution
D)unstructured
E)formula

Question 71

It is often said that "you can only make one first impression." Which of the following guidelines have NOT been recommended in the textbook as best practices in helping a salesperson make a favourable first impression?

A)refrain from smoking, eating, or drinking in the prospect's office
B)learn how to pronounce the prospect's name
C)keep an erect posture - if the prospect offers a chair, sit down
D)avoid eye contact during the early part of the presentation to allow the prospect to examine your appearance
E)do not apologize for taking the prospect's time

Question 72

Which of the following is not a good practice when creating a social media profile?

A)it's worth having a professional headshot taken that is optimized for online usage
B)include business accomplishments and other information that is relevant to your business
C)post links to articles, videos, and product information
D)make it a point to establish a presence on popular sites like LinkedIn and Twitter
E)make sure to make your presence known on social media on an occasional basis

Question 73

Which of these statements about the customer benefit approach is NOT true?

A)The salesperson should never ask a question that implies the product will benefit the prospect.
B)The salesperson should avoid anticipating the prospect's response.
C)The salesperson should not consider using a question instead of a benefit approach if he or she is already aware of the prospect's needs.
D)The salesperson should not use the customer's response as a reference point later in the presentation.
E)The customer benefit approach is a weak opening and must be used in conjunction with another approach to be effective.

Question 74

Approach techniques can be grouped into three general categories.What are those three categories?

A)participative, standard, and benefit
B)compliment, referral, and participative
C)probe, parry, and thrust
D)statement, demonstration, and question
E)question, compliment, and benefit

Question 75

Which of the following is not a Primary objective?

A)Introduce your solution to key decision makers
B)Demonstrate the ROI for your proposition
C)Leave samples of products
D)Provide details of satisfied customers
E)Secure a commitment to purchase

Question 76

The salesperson walked into the wholesale floral centre and said, "Ms.Allyn, in my job I visit a lot of nurseries, and I believe you grow the most beautiful flowers I have ever seen." Which kind of opening statement best describes this interaction?

A)introductory
B)complimentary
C)appreciation
D)premium product
E)feature

Question 77

Ingrid is selling a local area network (LAN) to an engineering company.She is doing a sales presentation to all of the people who will be using the LAN.She has just finished giving a brief history of her company and discussing the firm's philosophy to the 25 people in the room.She has also mentioned a few large companies that her firm has worked with in the past.What is Ingrid attempting to do by providing the company's history and its philosophy?

A)building a rapport
B)establish credibility
C)bragging about the company's success
D)educate her audience
E)showcasing how her company has no competition

Question 78

Which of the following types of opening statements is the most common and least powerful way to begin a sales presentation?

A)"Mr.Longo, you certainly sell a lot of perennials to landscaping companies."
B)"Good afternoon does your company need a secure local area network?"
C)"Hello, Mr.Patel at Country Stay Inn told me that you might be interested in my company's new line of mildew-proof shower curtains."
D)"Here, Ms.Lopez, try one of my company's throat lozenges."
E)"Hello, my name is Fran Rogers."

Question 79

Manny walked into the office of the buyer for a large discount store and placed a small box of what appeared to be multicoloured rocks about the size of an Oreo cookie on her desk.Then Manny sat down and waited for the prospect to make some kind of comment about what he had put on her desk.What kind of demonstration opening is Manny using?

A)premium
B)showmanship
C)product
D)referral
E)introductory

Question 80

Dani likes to introduce the 100 percent organic fruit juice her company has just begun to manufacture by giving retail store managers a small sample bottle to take home and try.What kind of opening statement is Dani using in this statement?

A)demonstration
B)sample product
C)showmanship
D)customer benefit
E)premium