Question 1

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

Accepted Answer

The third step in the relationship selling process is the first step in sales presentation because it involves building rapport with the customer and understanding their needs.

Question 2

The formula sales presentation can be adapted to a large majority of complex sales situations.

Accepted Answer

The formula sales presentation is typically more suited for straightforward sales situations and may not effectively address the nuances and specific needs of complex sales scenarios.

Question 3

The formula presentation is appropriate for repeat purchases.

Accepted Answer

The formula presentation is often used in marketing and sales strategies to create a structured approach for repeat purchases, emphasizing the benefits and consistency of the product or service to encourage customer loyalty and recurring transactions.

Question 4

The need-satisfaction sales presentation is highly structured.

Accepted Answer

The need-satisfaction sales presentation is less structured, focusing on identifying and meeting the specific needs of the customer through interactive dialogue rather than following a strict script.

Question 5

In the memorized sales presentation, the prospect does very little talking.

Accepted Answer

In a memorized sales presentation, the salesperson follows a set script, leaving little room for the prospect to talk, as the focus is on delivering a pre-planned message rather than engaging in a two-way conversation.

Question 6

The memorized sales presentation may focus on benefits unimportant to the prospect.

Accepted Answer

A memorized sales presentation may not be tailored to the specific needs and interests of the prospect, potentially focusing on benefits that are irrelevant or unimportant to them.

Question 7

The memorized sales presentation cannot be used in telephone selling.

Accepted Answer

The memorized sales presentation can be used in telephone selling as it allows the salesperson to deliver a consistent and well-prepared message to potential customers.

Question 8

According to the Core Principles of Professional Selling, the heart of the sales presentation is the salesperson's approach to the customer or prospect.

Accepted Answer

The heart of the sales presentation is actually understanding the customer's needs and presenting a solution that addresses those needs, not just the salesperson's approach.

Question 9

In the need-satisfaction presentation, the need-awareness phase occurs in the first stage of the presentation.

Accepted Answer

The answer of In the need-satisfaction presentation, the need-awareness phase...

Question 10

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

Accepted Answer

The four sales presentation methods (memorized, formula, need-satisfaction, and problem-solution) are not based on the type of product but on the approach used to sell the product or service.

Question 11

The canned presentation is ineffective in door-to-door selling.

Accepted Answer

A canned presentation can be effective in door-to-door selling as it ensures consistency in the message, can be well-rehearsed to improve delivery, and can be designed to address common customer concerns and objections.

Question 12

The memorized sales presentation is impractical to use when selling technical products.

Accepted Answer

Technical products often require customization and addressing specific customer questions or concerns, which a memorized sales presentation cannot adequately accommodate.

Question 13

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

Accepted Answer

The formula presentation is similar to the memorized method. However, with the formula method, the salesperson follows a less structured, general outline in making a presentation, allowing more flexibility and less direction.

Question 14

The canned sales presentation is primarily used by experienced salespeople.

Accepted Answer

Canned sales presentations are more commonly used by less experienced salespeople or in situations where a standardized message is necessary, as they are pre-organized and scripted presentations, not requiring the customization and adaptability often employed by experienced salespeople.

Question 15

The memorized sales presentation is referred to as persuasive selling presentation.

Accepted Answer

The memorized sales presentation is actually referred to as a canned sales presentation, not a persuasive selling presentation. A canned presentation is a scripted pitch that does not change from customer to customer.

Question 16

The selection of the sales presentation method is dependent on the type of audience the salesperson is facing.

Accepted Answer

The selection of the sales presentation method is indeed dependent on the type of audience, as different audiences have varying needs, interests, and levels of understanding, requiring tailored approaches for effective communication and persuasion.

Question 17

According to the Core Principles of Professional Selling, the honesty of your sales presentation will convince people that you can be trusted.

Accepted Answer

Being honest in your sales presentation helps to build trust with potential customers, as it demonstrates integrity and transparency, which are key components of a trustworthy relationship.

Question 18

In the need-satisfaction sales presentation, the first 50 to 60 percent of the conversation time is referred to as the need awareness phase.

Accepted Answer

The first 50 to 60 percent of conversation time is referred to as the need-development phase. This time is devoted to a discussion of the buyer's needs.

Question 19

To use the formula sales presentation, the salesperson need not know anything about the prospect.

Accepted Answer

The formula sales presentation requires the salesperson to adapt the presentation based on the prospect's specific needs, interests, and situation, which necessitates knowing about the prospect.

Question 20

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

Accepted Answer

The formula sales presentation is designed to follow a structured and logical sequence, ensuring that information is presented in an organized and coherent manner.

Quiz 8: Carefully Select Which Sales Presentation Method to Use