Deck 6: Communicating the Sales Message

Question 1

Which of following is a weakness associated with memorized sales presentations?

A)Discussing aspects of the product that are not important to the customer
B)Limits customer participation
C)Often seems high pressure sales to customers
D)All of the choices are correct.

Answer 1

D

Question 2

Babet is ready for her next sales presentation.She knows she needs to establish a link between her __________ and the customers' ____________.

A)Manager; manager.
B)Needs; needs.
C)Company's products; problems.
D)All of the choices are correct.

Answer 2

C

Question 3

In a problem-solving sales presentation,the salesperson puts greater focus on the ___________ and spends more time ___________.

A)Customer; listening.
B)Customer; talking.
C)Product; listening.
D)Product; talking.

Answer 3

A

Question 4

When should a formula sales presentation NOT be used?

A)When the salesperson already knows the customer.
B)When the customer is rebuying.
C)When the selling situation is complex and requires significant interaction.
D)All of the choices are correct.

Question 5

Bill knows his company's value proposition.His challenge,in a sales presentation,is to:

A)Be enthusiastic about it.
B)Reduce the cost to the customer.
C)Provide sufficient visuals to excite the customer.
D)Make sure the customer understands it clearly.

Question 6

Loren was in the middle of a sales presentation when he realized he was losing the attention of the customer.He asked his sales partner to close the presentation.Loren knows one of the characteristics of a great sales presentation is:

A)Explains the value proposition
B)Asserts the advantages and benefits of the product
C)Creates a memorable experience
D)Enhances the customer's knowledge of the company product and service.

Question 7

Brendan is developing a need satisfaction sales presentation to be used by his sales staff.The key to a successful need satisfaction sales presentation is:

A)The right combination of questions.
B)Listening.
C)Analysis.
D)All of the choices are correct.

Question 8

The advantage of a formula sales presentation is:

A)Information is provided in a constructed format.
B)There is no place for objections.
C)Feedback is minimized.
D)All of the choices are correct.

Question 9

The goal of a sales presentation is to:

A)Make the sale.
B)Create a friendship.
C)Create a strong value proposition.
D)Provide support for the buying decision.

Question 10

The sales presentation is:

A)Everything from leads through qualifying.
B)The delivery of information relevant to solving customers' problems.
C)The easiest part of the sales process.
D)The least costly part of the sales process.

Question 11

What formula is used in formula presentations?

A)AIDA
B)FABS
C)SPIN
D)CARB

Question 12

In a need satisfaction sales presentation,the salesperson gives up a degree of presentation control for a greater:

A)Memorization of the value proposition.
B)Control of the sales presentation formula.
C)Efficiency in the sales presentation.
D)Understanding of the customer's problems.

Question 13

Brenda is meeting with a customer.She sees the customer is interested in her product.During the sales presentation,Brenda hopes to transition the customer from interest and desire to:

A)Conviction to purchase the product.
B)Higher priced products.
C)Understanding of how the product works.
D)All of the choices are correct.

Question 14

Logically,a need satisfaction sales presentation should address need ___________,followed by need __________,and lastly need ______________.

A)Identification,analysis,satisfaction.
B)Satisfaction,identification,analysis.
C)Analysis,identification,satisfaction.
D)Assessment,Analysis,Action.

Question 15

Unlike a memorized or formula sales presentation,a need satisfaction presentation shifts the focus to the:

A)Product.
B)the talk/listen ratio.
C)Company.
D)Customer.

Question 16

Which of the following is NOT one of the stages in a formula sales presentation?

A)Attention.
B)Investment.
C)Desire.
D)Action.

Question 17

The preferred sales presentation strategy for creating long-term relationships and win-win solutions is the ____________ sales presentation strategy.

A)Memorized.
B)Formula.
C)Need satisfaction.
D)Problem-solving.

Question 18

Vanessa is engaged in a problem-solving sales presentation.She listens attentively to the customer.She then needs to:

A)Identify and analyze the customer's needs.
B)Present the solution.
C)Ask many more questions.
D)Recall the presentation she memorized.

Question 19

Rachel is trying to use a formula presentation but,she begins with a request for the order.Rachel has probably forgotten she needs to first create:

A)Attention.
B)Interest.
C)Desire.
D)All of the choices are correct.

Question 20

In addition to obtaining customer commitment,every sales presentation should have at least one of the following goals,EXCEPT:

A)Educate the customer.
B)Get the customer's attention.
C)Build interest for the company's products and services.
D)Nurture the customer's confidence in him or herself.

Question 21

Jennifer introduces herself to the customer and then mentions that a close mutual friend recommended they speak.Jennifer knows the referral approach adds to her ____________ and reduces the customer's ______________.

A)Costs; number of questions.
B)Self-image; time.
C)Credibility; anxiety.
D)Happiness; sadness.

Question 22

When Todd uses the question approach,he runs the risk of:

A)Acting stupid.
B)Getting an answer that will end the presentation.
C)Getting too much information to process.
D)Ruining his product demonstration.

Question 23

The advantages and disadvantages of validation questions are:

A)Encourages the customer to speak; is time consuming.
B)Provides customer buy-in; can derail the sales presentation.
C)Uncovers relevant data; wastes customer time.
D)Gets specific information; discourages dialogue.

Question 24

Ron is a new salesperson.He has just completed a formula sales presentation but the customer has not given him a purchase order.Ron needs to learn that customers will not give him the purchase order until,he or she:

A)Has time to reflect.
B)Receives an incentive from Ron.
C)Believes Ron's products offer the best solution to their problem.
D)Consults their mentor.

Question 25

After their initial greeting,Ellen moves into the approach stage of her sales presentation with the goals of:

A)Listening and overcoming any objections the customer.
B)Introducing herself and spelling her name for the customer.
C)Getting the customer's attention and creating interest.
D)All of the choices are correct.

Question 26

Nancy always strives to make a good first impression with her new customers,but she knows that ultimately,a good customer relationship begins with:

A)A smile.
B)The content and delivery of her presentation.
C)The timing and texture of her sales presentation.
D)A gift.

Question 27

Ryan works closely with customers assessing their current situation,goals,and problems.The advantages of this assessment sales approach are it is:

A)Avoids asking questions and is more profitable for transactional sales.
B)Follows a formula and almost always creates a sales opportunity.
C)Relatively non-threatening and provides a summary that can be shared with the customer.
D)Takes less time and is easy to memorize.

Question 28

People often make an assessment about someone within the first _________ of their initial meeting.

A)5 minutes.
B)30 seconds.
C)10 minutes.
D)3 seconds.

Question 29

Regarding sales meeting times,a simple rule is:

A)The early bird gets the worm.
B)All in good time.
C)Never make the customer wait.
D)When in Rome,do as the Romans do.

Question 30

For a different customer Todd uses the question approach in his sales presentation.Todd knows the advantages of the question approach are it __________ the customer,and provides ______________.

A)Excites; market intelligence.
B)Benefits; low cost information.
C)Involves; feedback.
D)Satisfies; an intimate space.

Question 31

Rhonda,a sales rep for an insurance company,knows that the goal of the sales meeting dictates:

A)What time she needs to arrive.
B)When to ask for the order.
C)How often she needs to repeat herself.
D)What will happen during the meeting with the customer

Question 32

Before greeting the customer make sure

A)All wireless communication devices are silenced or off.
B)Your phone is on so you can impress the customer when you have to take another customer's call
C)You leave wireless communication in the car.
D)You forward calls to the prospect's secretary

Question 33

Fred is a new salesman.He often asks customers lots of questions.The weakness in using this sales strategy is:

A)He may learn too much about the customer.
B)He may appear unprepared.
C)He may define too many needs.
D)All of the choices are correct.

Question 34

Carol is one of the most successful salespeople in her industry.She has a special talent for asking:

A)The right questions at the right time.
B)For the purchase decision early in the sales presentation.
C)When decisions will be made.
D)Challenging questions that cause the customer to think and worry.

Question 35

A good first impression does not guarantee a sale,but a bad first impression can:

A)Lose a sale.
B)Be easily overcome.
C)Be offset by humor.
D)All of the choices are correct.

Question 36

The single factor shown to differentiate successful salespeople from the rest of the pack is their ability to:

A)Overcome objections.
B)Create a positive first impression.
C)Discover the customer's needs.
D)All of the choices are correct.

Question 37

Jordan introduces herself to the client and then mentions that the client's brother recommended Jordan speak with him.Jordan is using the_________ sales approach.

A)Customer benefit.
B)Referral.
C)Question.
D)Assessment.

Question 38

Todd begins the approach stage of his sales presentation by describing the benefits of his product for the customer.Todd is comfortable with this approach strategy because he has:

A)Always used this strategy and it works.
B)Developed a thorough understanding of the customer's situation before the meeting.
C)Created a basis of trust through referrals.
D)Studied his company's products and knows what the benefits are.

Question 39

A customer may NOT wish to be use as a referral because:

A)There is concern the relationship might deteriorate in the future.
B)The salesperson may be calling on competitors.
C)Both A and B.
D)Neither A nor B.

Question 40

The advantages and disadvantages of investigation questions are:

A)Encourages the customer to speak; is time consuming.
B)Provides customer buy-in; can derail the sales presentation.
C)Helps uncover customer needs; difficult to manage responses.
D)Gets specific information; discourages dialogue.

Question 41

Inexperienced salespeople incorrectly assume that asking customers questions about their business is the same as:

A)Selling
B)Assessment.
C)Identifying their needs.
D)The FAB approach.

Question 42

One popular selling technique is FAB,meaning:

A)Features,Attributes,and Benefits.
B)Formulas,Actions,and Benefits.
C)Features,Advantages,and Benefits.
D)Facts,Answers,and Basics.

Question 43

Trey is the new sales manager for an automobile dealership.He reviews past FAB training his salespeople have received and realizes most of the training focused on __________ and relatively little of the training focused on _______________.

A)Advantages; features and benefits.
B)Benefits; features and advantages.
C)Features and benefits; advantages.
D)Features; advantages and benefits.

Question 44

If a salesperson knows the value proposition,it is easy to make customers understand it.

Question 45

Great sales presentations are the result of spontaneous creativity.

Question 46

If a customer says the phrase,"talk is cheap," what presentation strategy should a salesperson consider?

A)Assessment.
B)Questions.
C)Formula.
D)Demonstration.

Question 47

When considering space,in general,a salesperson should not violate a customer's _______ space except for a handshake.

A)Public
B)Social
C)Personal
D)Intimate

Question 48

When selling benefits of your company's products,you need to be ready to answer the question:

A)What's in it for me?
B)Where will this fit in our organization?
C)How much will it cost?
D)When can you deliver?

Question 49

The basic rule about asking questions in a sales presentation is:

A)Go over the questions before the presentation.
B)Anticipate the answers.
C)Listen to the customer's response.
D)All of the choices are correct

Question 50

The memorized sales presentation strategy is the most complex and difficult sales presentation technique.

Question 51

The stereotype of a sales presentation is a salesperson standing in front of an audience demonstrating his or her product.

Question 52

The most important factor differentiating successful salespeople is their ability to discover the needs of customers.

Question 53

Unlike the memorized and formula presentations,the need satisfaction presentation shifts the focus to the customer.

Question 54

The salesperson gives up a degree of presentation control for a greater understanding of the customer's concerns.

Question 55

Winning relationships with customers is a long process.

Question 56

First impressions are important for setting the tone of a sales presentation.

Question 57

Kathy is a great active listener.She focuses on:

A)The character of the person speaking.
B)What is being said as well as nonverbal messages.
C)Features that will actively benefit the customer.
D)Analyzing the profit potential of each customer.

Question 58

When asking investigation questions,salespeople talk about:

A)Data.
B)Current business issues and concerns.
C)Buying-in to the company's solutions.
D)All of the choices are correct.

Question 59

The SPIN sales strategy involves _______________ questions.

A)Situation,Problem,Implication,and Need payoff.
B)Social,Public,International,and Numerical.
C)Sales,Profit,Identification,and Need satisfaction.
D)Spatial,Personal,Integrative,and Interactive.

Question 60

When first meeting prospects,portray a slightly superior,authoritarian manner.

Question 61

What are the advantages of a formula sales presentation?

Question 62

Describe the characteristics of a great sales presentation.

Question 63

Given the many weaknesses associated with memorized presentations,why do companies use them?

Question 64

"Active listening" requires the salesperson to actively plan responses while the customer talks,rather than listen.

Question 65

A general rule is to ask as many data collection questions as possible.

Question 66

Compare the four types of sales presentation strategies in terms of the focal point of the presentation and the relative talk/listen ratio.

Question 67

What factors determine which type of sales presentation is most appropriate?

Question 68

Never arrive too early for a sales meeting.It may make you seem over anxious.Better to arrive just-in-time.

Question 69

What are the two fundamental differences between formula and need satisfaction sales presentation strategies?

Question 70

If you are going to use a demonstration in your sales presentation,what three key points do you need to keep in mind?

Question 71

What are the advantages of demonstrations in sales presentations?

Question 72

What two questions should a salesperson ask before a sales presentation?

Question 73

Why are validation questions an important part of sales presentations?

Question 74

What are five principle goals salespeople may have for a sales meeting?

Question 75

How does the customer influence the goal salespeople define for a sales meeting?

Question 76

What are the weaknesses associated with memorized sales presentations?