Deck 9: Carefully Select Which Sales Presentation Method to Use

Question 1

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

Answer 1

False

Question 2

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

Answer 2

True

Question 3

According to the Golden Rule of Selling, the honesty of your sales presentation will convince people that you can be trusted.

Answer 3

True

Question 4

The need-satisfaction sales presentation is highly structured.

Question 5

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

Question 6

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

Question 7

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

Question 8

A sales presentation involves a persuasive explanation of a business proposition.

Question 9

In the formula sales presentation, the prospect generally controls the conversation during the sales talk, especially at the beginning.

Question 10

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

Question 11

The memorized presentation is also called the persuasive selling presentation.

Question 12

In the memorized sales presentation, the salesperson takes time initially to understand the prospect's needs.

Question 13

The formula selling approach is appropriate for straight rebuy situations, especially when selling consumer goods.

Question 14

The memorized sales presentation is effective when the product is technical.

Question 15

A disadvantage of the memorized sales presentation is that it moves very slowly in most cases.

Question 16

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

Question 17

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 18

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

Question 19

Partnering selling generally is more structured, whereas transactional selling requires a more customized presentation.

Question 20

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

Question 21

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

Question 22

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

Question 23

Salespeople should always give a benefit summary at the conclusion of a group sales presentation.

Question 24

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

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

Question 25

By definition, the _____ clearly and completely explains all aspects of a salesperson's proposition as it relates to a buyer's needs.

A) preapproach
B) display premise
C) sales presentation
D) trial close
E) benefit close

Question 26

The decision-making criteria revolve around usually three levels of desire: must have, should have, and would be nice to have.

Question 27

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

Question 28

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

Question 29

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

Question 30

_____ 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) Empowerment selling

Question 31

The problem-solution presentation method is structured in nature.

Question 32

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

Question 33

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

Question 34

The number one asset of a strong negotiator is preparation.

Question 35

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 36

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

Question 37

What is the primary factor that differentiates the four sales presentation methods?

A) Type of customer
B) Number of decision-makers
C) Type and cost of product or service
D) Measurability of the sales call objective
E) Amount of communication controlled by the salesperson

Question 38

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 39

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

Question 40

The problem-solution sales presentation rarely requires multiple calls.

Question 41

Anna Reyes 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 Anna most likely using?

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

Question 42

The _____ presentation is the most challenging and creative form of selling because it is designed to be interactive.

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

Question 43

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 44

Which of the following is a semi-structure method of sales presentation?

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

Question 45

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 46

Which presentation method is based on the assumption that similar prospects in similar situations can be approached with similar presentations?

A) Persuasive selling
B) Problem-solution
C) Need-satisfaction
D) Relationship
E) AIDA

Question 47

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

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

Question 48

The need-satisfaction sales presentation has several phases. Which of the following presents those phases in the correct order?

A) Need perception, need-comprehension, and need-satisfaction
B) Need-realization, need-utilization, and need-development
C) Need-utilization, need-fulfillment, and need-satisfaction
D) Need-development, need-awareness, and need-fulfillment
E) Need-comprehension, need-development, and need-satisfaction

Question 49

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

Question 50

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

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

Question 51

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 52

Which of the following is the problem associated with using the formula sales approach without knowing customers' needs?

A) It will reduce the buyer-seller interaction and make the job difficult for the salesperson.
B) The customer will raise objections only at the closing stage and complicate the sale.
C) The salesperson cannot implement any trial closes with confidence.
D) The customer may not respond to the salesperson's questions.
E) Customer objections may arise early in the presentation.

Question 53

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 54

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 55

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.

A) transactional
B) stimulus-response
C) formula
D) persuasive selling
E) need-satisfaction

Question 56

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 57

Which of the following is a major difference between the need-satisfaction method and the formula sales method?

A) The formula sales method opens with questions to the prospect unlike the need-satisfaction method.
B) The need-satisfaction method is better for repeat buyers than the formula approach.
C) The need-satisfaction method is more flexible than the formula selling technique.
D) The formula sales approach is less structured than the need-satisfaction approach.
E) The formula method is more interactive than the need-satisfaction method.

Question 58

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 59

The AIDA procedure is most closely related to the _____ method of sales presentation.

A) persuasive selling
B) problem-solution
C) need-satisfaction
D) straight rebuy
E) memorized

Question 60

In a need-satisfaction presentation, the maximum amount of time is spent in the _____ phase.

A) need-fulfillment
B) need-awareness
C) need-utilization
D) need-development
E) need-diffusion

Question 61

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.

A) need-fulfillment
B) need-awareness
C) need-utilization
D) need-feedback
E) need-diffusion

Question 62

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?

A) Formula
B) Memorized
C) Problem-solution
D) Influential
E) Persuasive

Question 63

At the end of a group sales presentation, the salesperson should provide prospects with a(n):

A) proposal document.
B) summary of benefits.
C) order form.
D) service contract.
E) price list.

Question 64

Assuming that you are a salesperson making a group sales presentation, which of these statements is most likely true?

A) The larger the group, the less structured your presentation must be.
B) Avoid talking to any members of the group prior to the presentation.
C) Establish your credibility in the early stage of the presentation.
D) Prepare a written proposal document that includes prices.
E) Omit trial closes from your presentation.

Question 65

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

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.

Question 66

Why is it best to exclude price from a proposal document created for a group presentation?

A) Fees and charges will create group confusion.
B) Prices charged by competitors are hard to obtain.
C) Fluctuations in the economy prevent pricing accuracy.
D) Shipping and handling fees are difficult to estimate.
E) Price rather than the document will become the focus.

Question 67

Which of the following products would most likely require a problem-solution sales presentation?

A) Automobiles
B) Cosmetics
C) Corporate insurance
D) Personal computers
E) Home sound system

Question 68

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

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.

Question 69

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.

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

Question 70

All of the following would be potential bargaining chips for a salesperson during negotiations EXCEPT:

A) price flexibility.
B) training availability.
C) extra services to offer.
D) optional equipment to provide.
E) products available from competitors.

Question 71

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

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.

Question 72

The four phases of negotiation are:

A) planning, meeting, studying, and proposing.
B) attention, interest, desire, and action.
C) interest, desire, conviction, and buying.
D) planning, proposing, reciprocating, and closing.
E) planning, studying, sampling, and closing.

Question 73

Robert, a sales representative for JBR International, is giving a group sales presentation. Robert has gone through the opening steps of establishing the credibility of JBR. What should Robert most likely do next?

A) Provide an overview of the firm's growth
B) Use visual aids to discuss proposal specifics
C) Discuss the price for implementing the proposal
D) Gather input about the criteria for making a purchase
E) Summarize the short-term and long-term benefits of the product

Question 74

What is the key to being a strong negotiator?

A) Service
B) Preparation
C) Extroversion
D) Good product features
E) Oral communication skills

Question 75

When selling highly complex or technical products, such as industrial equipment or accounting systems, salespeople often are required to make several sales calls to develop a detailed analysis of a prospect's needs. What kind of sales presentation would such a selling situation require?

A) Technical-selling
B) Persuasive selling
C) Stimulus response
D) Need-satisfaction
E) Problem-solution

Question 76

During the typical first step of the problem-solution presentation, a salesperson should:

A) prepare the sales presentation based on previously gathered customer knowledge.
B) convince the prospect to allow an analysis of the prospect's problem.
C) reach a mutual agreement with the prospect on the nature of the problem.
D) prepare a written problem-solution proposal for the prospect.
E) show how the product will satisfy mutual needs.

Question 77

The most inexperienced negotiators use the _____ mode of negotiating.

A) cooperative
B) attitudinal
C) competitive
D) organizational
E) personal

Question 78

Gulf Technology manufactures platforms for deep sea oil rigs. Costs for the platforms can exceed $1 million. Which sales approach would a Gulf Technology salesperson most likely use?

A) Persuasive selling
B) Need-satisfaction
C) Response-stimulus
D) AIDA selling
E) Participative

Question 79

The salesperson is using a need-satisfaction presentation. During the _____ phase, the salesperson will show how the product being sold will satisfy mutual needs.

A) need-fulfillment
B) need-awareness
C) need-utilization
D) need-development
E) need-diffusion

Question 80

All of the following should be included in a proposal document EXCEPT:

A) testimonials.
B) data and statistics.
C) product prices.
D) criteria for success.
E) solutions to specific problems.