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1 | |
Which of the following statements about sales presentations is true? |
| | A) | Most successful salespeople will tell you that the easiest part of their job is developing sales presentations. |
| | B) | The first major step in the sales presentation is the preapproach. |
| | C) | There are five different sales presentations formats. |
| | D) | The sales presentation should completely and clearly explain all aspects of a salesperson's proposition as it relates to a buyer's needs. |
| | E) | All of the above statements about sales presentations are true. |
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2 | |
With the memorized sales presentation,: |
| | A) | the prospect does most of the talking |
| | B) | the salesperson does most of the listening |
| | C) | salespeople are best able to sell highly technical products |
| | D) | the salesperson attempts to determine the prospect's needs |
| | E) | the salesperson's job is to develop an initial stimulus into an affirmative response |
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3 | |
Which of the following statements describes a distinct advantage of the memorized sales presentation? |
| | A) | The memorized sales presentation can be interpreted by the prospect as high-pressure selling. |
| | B) | The memorized sales presentation both aids and lends confidence to inexperienced salespeople. |
| | C) | The memorized sales presentation always presents the features, advantages, and benefits that are important to the prospect. |
| | D) | The memorized sales presentation is extremely effective for selling complex products. |
| | E) | The memorized sales presentation is the most practical method to use when selling products that required prospect input. |
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4 | |
The formula sales presentation is also called the _____ presentation. |
| | A) | persuasive selling |
| | B) | FAB |
| | C) | need-satisfaction |
| | D) | memorized |
| | E) | benefit |
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5 | |
Which of the following statements about formula sales presentations is true? |
| | A) | The formula sales presentation has three phases. |
| | B) | The formula sales presentation is unstructured, flexible, and interactive. |
| | C) | To use the formula sales presentation effectively, the salesperson must know something about the prospective buyer. |
| | D) | Formula sales presentations are especially useful for new buy situations for industrial products. |
| | E) | All of the above statements about formula sales presentations are true. |
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6 | |
Ames & Hunt manufactures and sells oil well drilling platforms that are used in the Gulf of Mexico. The Environmental Protection Agency (EPA) requires the oil industry to meet strictly enforced regulations. Therefore, it is important the platforms be designed to meet the EPA standards and the needs of the individual oil drilling company. What type of sales presentation would Ames & Hunt be most likely to want its salespeople to use to sell to new customers? |
| | A) | memorized |
| | B) | stimulus-response |
| | C) | formula |
| | D) | need-satisfaction |
| | E) | persuasive selling |
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7 | |
Which phase of the need-satisfaction sales presentation takes the longest amount of time? |
| | A) | the need-development phase |
| | B) | the need-utilization phase |
| | C) | the need-awareness phase |
| | D) | the need-fulfillment phase |
| | E) | the need-assessment phase |
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8 | |
During the ____ phase of the need-satisfaction sales presentation, the salesperson shows how the product being sold will satisfy mutual needs. |
| | A) | need-development |
| | B) | need-utilization |
| | C) | need-awareness |
| | D) | need-fulfillment |
| | E) | need-assessment |
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9 | |
The problem-solution sales presentation: |
| | A) | is appropriate for selling highly technical or complex products |
| | B) | is often used to present a proposal to a group |
| | C) | consists of six steps |
| | D) | is used in sales situations in which the salesperson is called upon to make several sales calls to develop a detailed analysis of the prospect's needs |
| | E) | is accurately described by all of the above |
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10 | |
The group sales presentation: |
| | A) | are totally different from other types of sales presentation |
| | B) | should include a discussion of the company's and products' competitive advantages |
| | C) | is always more flexible than one-on-one meetings |
| | D) | requires a more unstructured presentation as the size of the group increases |
| | E) | is accurately described by none of the above |
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11 | |
Avril will be selling a new style of stadium seat to the owners of a large soccer arena in Melbourne, Australia. She will make her presentation to the arena's five owners, the two architects that designed the arena, and a representative from the construction company building the arena. During the first 20 minutes of her presentation, Avril should do all of the following EXCEPT: |
| | A) | determine the group's behavioral style |
| | B) | provide the group members with a list of other arenas her company has supplied with seats |
| | C) | provide the group with a brief history of her company |
| | D) | succinctly tell the group her company's competitive advantage |
| | E) | ask the group members if they will make their final decision at the conclusion of her presentation |
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12 | |
Jonathon is giving a sales presentation to a group of city commissioners. He is trying to convince the commissioners that his company should run the city school cafeteria. He wants to create a proposal document of the services his company can provide and how it can operate the cafeterias more efficiently than the city is currently operating them. Which of the following statements is most descriptive of this document if it is to help him make a sale? |
| | A) | His proposal document should contain all costs and savings data. |
| | B) | He should be prepared to read the document to the group. |
| | C) | He should summarize his proposal by giving a benefits summary. |
| | D) | He should make sure that only decision makes in the group get to view the proposal document. |
| | E) | He should not solicit input from the group once he has finished his presentation of the proposal document. |
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13 | |
The first step in the negotiation process is: |
| | A) | proposing |
| | B) | prospecting |
| | C) | the preapproach |
| | D) | planning |
| | E) | the approach |
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14 | |
A financial services company has its main operation located in three adjacent floors of an office building. It also has several regional and community offices located within a 200-mile radius from the main offices. This financial services company wants to set up an internal e-mail service in which it can send and receive sensitive documents to company employees. A Business Solutions Inc. salesperson is determining which of several different methods would best satisfy the company's need for privacy and the ability to share information. The salesperson will most likely use the _____ selling method. |
| | A) | problem-solution |
| | B) | need-satisfaction |
| | C) | persuasive |
| | D) | formula |
| | E) | memorized |
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15 | |
The three parallel dimensions of selling are: |
| | A) | the approach, objections, and the close |
| | B) | the discussion sequence, the selling process, and buyer's mental steps |
| | C) | technical, human, and intellectual skills |
| | D) | memorized selling, need-satisfaction selling, and problem-solution selling |
| | E) | features, advantages, and benefits |
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2002 McGraw-Hill Higher Education