Question 1

A selling format that consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect is referred to as a __________.

Accepted Answer

A formula selling presentation is a structured approach that requires salespeople to provide information in an accurate, thorough, and step-by-step manner to inform the prospect. This approach helps to ensure that all pertinent information is covered and increases the likelihood of closing the sale. The other options listed do not necessarily require a structured approach or a focus on providing thorough information.

Question 2

The __________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Accepted Answer

The answer of The __________ is a selling format that...

Question 3

A selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers is referred to as a __________.

Accepted Answer

The answer of A selling format that emphasizes probing and...

Question 4

A waitress at a Cracker Barrel restaurant uses __________ when she asks a family if "they have left any room left for dessert."

Accepted Answer

The waitress at Cracker Barrel is using suggestive selling by suggesting to the family that they may want to order dessert even if they may be full from their meal. This is a common technique in the restaurant industry to increase sales.

Question 5

A formula selling presentation refers to a format that

Accepted Answer

The answer of A formula selling presentation refers to a...

Question 6

A sales technique whereby complementary products are presented to a customer after the customer has demonstrated a desire and willingness to purchase a particular product is referred to as a __________.

Accepted Answer

The given sales technique where complementary products are presented after a customer has demonstrated a desire and willingness to purchase a particular product is known as suggestive selling. It is an effective technique that aims to increase the average purchase value of a customer by encouraging them to buy more than they originally intended.

Question 7

Two selling styles associated with the need-satisfaction presentation format are

Accepted Answer

The two selling styles associated with the need-satisfaction presentation format are adaptive selling and consultative selling. In adaptive selling, the salesperson adjusts their approach based on the customer's needs and behavior. In consultative selling, the salesperson acts as a consultant, asking questions to understand the customer's needs and then making recommendations based on that understanding. Both of these selling styles focus on identifying and satisfying the customer's specific needs.

Question 8

The car salesman was overheard having the following conversation with a prospective customer: "What type of driving do you do?" "How many people will you usually have riding in your car?" "Maybe you should look at vans instead of sedans." From this information,the car salesman was using a

Accepted Answer

The car salesman's conversation with the customer suggests a need-satisfaction presentation, where the salesman asks questions to understand the customer's needs and then suggests a suitable product.

Question 9

Suggestive selling is a form of __________.

Accepted Answer

The answer of Suggestive selling is a form of __________.
...

Question 10

A memorized,standardized message conveyed to every prospect is referred to as a __________.

Accepted Answer

A canned sales presentation is a memorized, standardized message conveyed to every prospect. Option A is incorrect because stimulus-response presentation is a theory that describes behavior and not a selling technique. Option C is incorrect because there is no such thing as directed selling presentation. Option D is incorrect because mnemonic sales format refers to the behavioral principles used to create the presentation, while option E is incorrect because there is no such thing as standardized sales format.

Question 11

The __________ format,which emphasizes problem solving and customer solutions,is the most consistent with the marketing concept and relationship building.

Accepted Answer

The need-satisfaction format emphasizes problem solving and finding solutions to customer needs and is consistent with the marketing concept and relationship building. This approach places the customer's needs and satisfaction at the forefront, rather than pushing a pre-determined sales pitch or utilizing manipulative tactics.

Question 12

A stimulus-response presentation refers to a format that

Accepted Answer

Stimulus-response presentation is a format in which the salesperson assumes that if they provide the appropriate stimulus or trigger, the prospect will buy. It relies heavily on the salesperson's ability to identify the prospect's needs and present the product or service in a way that appeals to those needs. The salesperson presents a stimulus, and the prospect responds either by making a purchase or by providing feedback that allows the salesperson to adjust their approach.

Question 13

Harry goes to the local Staples store to purchase a laptop computer.He asks many questions to the salesclerk,compares various models on display,and decides on the Sony Vaio.The salesperson then recommends to Harry that he should purchase an extended warranty service contract for the computer.This is an example of

Accepted Answer

The salesperson recommending an extended warranty service contract is an example of suggestive selling, which involves recommending additional products or services to complement the customer's original purchase.

Question 14

A waitress at a Chili's restaurant uses a __________ when she asks a family if "they have any room left for dessert."

Accepted Answer

The answer of A waitress at a Chili's restaurant uses...

Question 15

Which of the following statements describes a major drawback associated with a canned sales presentation?

Accepted Answer

A major drawback associated with a canned sales presentation is that it allows little room for customer feedback. The presentation is pre-planned and doesn't allow for customization or addressing specific concerns or questions that may come up during the presentation. This can make the presentation seem rigid and less personal, potentially turning off potential customers.

Question 16

A salesclerk at L.L.Bean uses a __________ when he asks a customer if they also need a pair of hiking socks with the purchase of her mountain boots.

Accepted Answer

The answer of A salesclerk at L.L.Bean uses a __________...

Question 17

In a __________,the salesperson tries one appeal after another,hoping to "hit the right button."

Accepted Answer

The answer of In a __________,the salesperson tries one appeal...

Question 18

A need-satisfaction presentation refers to a presentation format that

Accepted Answer

A need-satisfaction presentation focuses on identifying the needs and interests of prospects through probing and listening. The salesperson uses this information to tailor the presentation to meet the specific needs of the prospect and increase the likelihood of a sale. This presentation format is customer-focused and emphasizes building a relationship with the customer based on their needs and interests. The other options listed refer to different presentation formats or techniques.

Question 19

Which type of sales presentation would be best suited for an inexperienced,less knowledgeable salesperson?

Accepted Answer

A canned sales presentation provides a scripted and structured approach for the salesperson to follow, which can be helpful for an inexperienced and less knowledgeable salesperson. It allows them to have a clear understanding of the product, the key selling points, and the overall sales pitch. This can help them to feel more confident and prepared in their sales interactions, even if they do not have deep expertise about the product or service they are selling.

Question 20

When Tracy went to work as a new sales rep for Paradise Candles,she was told to use the following speech in her sales presentations: "Hello,Mr./Ms.(customer name).My name is (your name here).I'm calling on behalf of Paradise Candles.We carry the best wax-burning mechanical candles available in the commercial decorating industry…." Paradise instructed Tracy to use

Accepted Answer

The speech given to Tracy follows a formulaic approach, where she is given a pre-written script to present to customers in a certain order. This is known as a formula selling presentation, which is often used in sales environments where the focus is on the product being sold and the benefits it offers, rather than the individual needs of the customer.

Quiz 17: Personal Selling and Sales Management