Question 1

In which of the mental steps does the prospect decide he should buy from you because there are no remaining doubts in his mind?

Accepted Answer

The answer of In which of the mental steps does...

Question 2

A salesperson's prospects go through several mental steps in deciding whether to buy or not to buy the product.Select these steps in their correct order.

Accepted Answer

The traditional AIDA (Attention, Interest, Desire, Action) model has been modified by some to include "conviction," which refers to the process of overcoming objections or concerns the prospect may have. Therefore, the correct order is attention, interest, desire, conviction, and purchase. The option D adds "action" after the purchase, which is redundant, as the purchase itself is an action.

Question 3

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

Accepted Answer

A sales presentation involves a persuasive vocal and visual explanation of a business proposition to a potential customer or client. The preapproach refers to the stage of preparing for the sales presentation, while the trial close and benefit close are techniques used during the presentation to gauge the customer's interest and close the sale. The display premise is not a commonly used term in sales.

Question 4

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

Accepted Answer

A structured sales presentation is typically more focused on delivering a consistent message and highlighting product features and benefits, rather than identifying hidden needs, which often requires a more flexible and interactive approach.

Question 5

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

Accepted Answer

A memorized sales presentation involves the salesperson doing most of the talking, often focusing on a set script that may not address the specific needs of the prospect, leading to a perception of high-pressure sales.

Question 6

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

Accepted Answer

The interactive need-satisfaction approach is the most commonly used method for experienced salespeople selling directly to businesses. This approach involves engaging the customer in conversation to understand their specific needs and then positioning your product or service as the solution to those needs. It is more personalized and tailored to the customer, which can be effective in building trust and rapport. The other approaches listed may be more suitable for different sales situations, but the interactive need-satisfaction approach is the best fit for B2B sales.

Question 7

You are a sales representative for an e-book supplier and you call on John Radcliffe,the procurement manager for a local university.After a few minutes of "small talk," John asks you to step into his office for a meaningful conversation about your e-books.Which of the following best characterizes John's "mental process?"

Accepted Answer

John has expressed interest in your e-books by inviting you for a conversation. However, it does not necessarily mean that he believes your e-books will fill his specific needs or has a strong desire to buy your product yet. The conversation in his office will help you to understand where he is in his mental process and what factors may influence his decision.

Question 8

Which of the following is based on the assumption that similar prospects facing similar situations should be approached with similar sales presentations?

Accepted Answer

The assumption that similar prospects facing similar situations should be approached with similar sales presentations is the basis of the formula approach. This approach involves having a set of predetermined steps to follow when making a sales presentation based on the prospect's needs and situation.

Question 9

What is the second of the five mental steps that a prospect goes through in deciding to buy from you?

Accepted Answer

The second step in the buying decision process is "interest," where the prospect becomes interested in the product or service. They start to seek out more information and become open to considering a purchase.

Question 10

Peter works as a financial planner for a Canadian Bank.After several meetings Marie,a large potential investor,turns to Peter and says: "you and your company are the perfect fit for us and,we are prepared to make a large purchase." Which of the following steps best characterizes Marie's statement?

Accepted Answer

Marie's statement indicates that she has strong belief and confidence in Peter's ability and his company's suitability for her investment needs. This shows conviction in her decision to trust Peter and his company.

Question 11

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

Accepted Answer

Ardel is using the memorized selling technique in which she has preplanned and rehearsed a sales script that allows her to control the conversation and steer it towards a desired outcome. This technique is effective when the salesperson wants to stick to a predetermined message and ensure that all key points are covered during the conversation.

Question 12

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

Accepted Answer

In transactional sales interactions, the memorized presentation method is often used because it allows the salesperson to deliver a standardized pitch that is efficient and consistent, focusing on the product features and benefits without needing to tailor the presentation to individual customer needs.

Question 13

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

Accepted Answer

The answer of Under what kind of setting are you...

Question 14

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

Accepted Answer

The basic distinguishing factor that differentiates these four presentation methods is the percentage of the conversation controlled by the salesperson. The four presentation methods are: stimulus-response presentation, formula selling presentation, need satisfaction presentation, and problem-solving presentation. The stimulus-response presentation has the highest percentage controlled by the salesperson, followed by formula selling presentation, need satisfaction presentation, and problem-solving presentation has the lowest percentage controlled by the salesperson.

Question 15

The customer benefit plan contains the nucleus of the information used by a salesperson in a sales presentation.What would a salesperson NOT include in step three a customer benefit plan?

Accepted Answer

Step three of a customer benefit plan focuses on financial aspects like profit forecasts, payment plans, ROI, and margins, not product features.

Question 16

In which of the prospect's mental steps would interruptions by a secretary,a long-distance phone call,and the prospect's need to leave the office in the next fifteen minutes be most distracting to a salesperson?

Accepted Answer

The interruptions mentioned such as a secretary, phone call, and time constraints are most likely to distract the prospect during the attention phase. This is when the salesperson is trying to grab the prospect's attention and interest in the product or service being offered. Interruptions and distractions during this phase can derail the sales pitch and make it difficult for the salesperson to convey the value of the product or service.

Question 17

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

Accepted Answer

A memorized sales presentation is most effective for products that have a standard set of features and benefits that can be easily communicated, such as a set of encyclopedia, where the information is consistent and does not require customization.

Question 18

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

Accepted Answer

A memorized sales presentation ensures consistency in the information provided to all customers, which can help establish a professional and reliable image for the company.

Question 19

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

Accepted Answer

The answer of Which of the following presentation methods allows...

Question 20

Which of the following is best associated with turning a lukewarm prospect into a prospect that expresses a wish to have a product just like the one you are selling?

Accepted Answer

The answer of Which of the following is best associated...

Quiz 7: The Pre-Approach Planning Your Sales Call and Presentation