Question 1

All of the following are sales presentation formats EXCEPT:

Accepted Answer

Cold calling is a prospecting method, not a sales presentation format. The other four (B, C, D, and E) are all sales presentation formats.

Question 2

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 3

A formula selling presentation refers to a format that

Accepted Answer

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

Question 4

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 Candles instructed Tracy to use

Accepted Answer

The speech provided to Tracy follows a formula selling presentation, as it is a standardized and scripted approach that focuses on presenting the product's features and benefits to the customer. It does not take into account the customer's specific needs or preferences, which are key components of consultative selling or needs-satisfaction presentations.  Additionally, there is no indication that Tracy is being directed to use suggestive selling, whereby she would encourage the customer to buy additional or upgraded products beyond their initial purchase.

Question 5

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

Accepted Answer

A canned sales presentation provides a scripted approach for inexperienced salespeople to follow, allowing them to focus on delivering the message rather than developing a custom approach for each potential customer.

Question 6

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...

Question 7

Suggestive selling is a form of __________.

Accepted Answer

Suggestive selling is a technique where the salesperson suggests additional products or services to the customer based on their current purchase. This is a form of stimulus-response presentation where the salesperson provides a stimulus (the suggestion) and the customer responds by either accepting or rejecting the offer.

Question 8

A stimulus-response presentation refers to a format that

Accepted Answer

A stimulus-response presentation assumes that given the appropriate stimulus by a salesperson, the prospect will buy. This approach doesn't focus on problem identification nor does it involve adjusting the presentation to fit the selling situation. It is a very direct approach to selling.

Question 9

The objective at the __________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Accepted Answer

The answer of The objective at the __________ stage of...

Question 10

A waitress at a TGI Friday's restaurant uses __________ when she asks a party if they would like another round of drinks.

Accepted Answer

The technique mentioned in the scenario is suggestive selling, in which the waitress suggests another round of drinks to the customers. Option A (inquiry selling) is not applicable as the waitress is not asking any questions to the customer. Formula selling (B), method selling (D), and canned sales presentation (E) are not appropriate as they involve a pre-determined set of steps, whereas suggestive selling involves customization based on customer needs.

Question 11

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's recommendation to purchase an extended warranty service contract is an example of suggestive selling, where the salesperson suggests additional products or services that may complement the customer's purchase.

Question 12

A salesclerk at L.L. Bean uses a __________ when he asks a customer if she also needs 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 13

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

Suggestive selling involves suggesting or recommending additional products or services that complement or enhance the product the customer is already interested in purchasing, based on their needs and preferences. It is a common technique used to increase sales and revenue, as well as to improve customer satisfaction. The other answer choices do not accurately describe this technique.

Question 14

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 to selling that outlines the specific steps that a salesperson should follow when making a sales pitch. It is designed to provide accurate and thorough information to the prospect to help inform their purchasing decision. The other options listed do not involve a structured approach to providing information to the prospect.

Question 15

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a __________.

Accepted Answer

The answer of A selling format that assumes that given...

Question 16

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 feedback from prospective customers. A canned sales presentation is scripted and does not allow for flexibility or customization based on the customer's needs or questions. This can lead to a one-size-fits-all approach that may not be effective in meeting the unique needs of each customer. Without the ability to gather feedback and adjust the presentation accordingly, the salesperson may miss important opportunities to address the customer's concerns and objections.

Question 17

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 18

Three major presentation formats exist: (1) stimulus-response format; (2) formula selling format; and (3) __________.

Accepted Answer

The third major presentation format is the need-satisfaction format, which focuses on identifying and understanding the customer's needs and presenting how the product can meet those needs. This format aims to create a personalized and customer-centric approach to the sales presentation.

Question 19

Three major presentation formats exist: (1) stimulus-response format; (2) __________; and (3) need-satisfaction format.

Accepted Answer

The other options are not recognized presentation formats. The formula selling format involves a predetermined presentation that follows a logical sequence, typically starting with identifying the customer's needs and ending with closing the sale.

Question 20

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. It is a pre-planned approach to making a sales pitch that follows a specific script or format to ensure consistency in the message delivered to every potential customer.

Quiz 17: Personal Selling and Sales Management