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Multiple Choice Quiz
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1

The basic difference in the four sales presentation methods is the percentage of the conversion controlled by the salesperson.
A)True
B)False
2

The canned sales presentation proceeds slowly through the sales presentation to the close.
A)True
B)False
3

The memorized sales presentation is not the same thing as the persuasive selling presentation.
A)True
B)False
4

The formula presentation is based on the SOLD procedure of developing and giving the sales presentation.
A)True
B)False
5

The problem-analyzing presentation is a flexible, customized approach involving an in-depth study of the prospect's needs.
A)True
B)False
6

Prices should be given to the participants in a group sales presentation in the proper context—not early in the sales presentation.
A)True
B)False
7

______ occurs when a company's sales team conducts an educational seminar for the customer company about state-of-the-art developments.
A)Educational selling
B)Need-satisfaction selling
C)Technical selling
D)Conferencing
E)Seminar selling
8

According to the text, the most customized of the sales presentation methods is the ______ method.
A)formula
B)problem solving
C)memorized
D)problem-solution
E)need-satisfaction
9

With the ______ sales technique, the salesperson monopolizes the conversation and often much of the talk is about benefits of no use to the prospect. This sales presentation method is often perceived as a high-pressure sales presentation method.
A)professional
B)need-satisfaction
C)barrier
D)problem-solution
E)memorized
10

An advantage of the impromptu sales presentation is the fact that it:
A)ensures that the company's salespeople provide the same information to all customers.
B)has a problem solving orientation.
C)is flexible and adapts readily to long or short presentation times.
D)keeps prospect participation at a minimum.
E)none of the above.
11

Which of these statements about the formula sales presentation is FALSE?
A)The formula sale presentation is based on the AIDA procedure of developing and giving the sales presentation.
B)Modified rebuy situations are a good time to use the formula sales presentation method.
C)The formula sales presentation is the best method to use when the prospect will allow very little time for the presentation.
D)The customer gets his or her greatest amount of talking time during the middle part of the formula sales presentation.
E)To successfully use the formula sales presentation method, the salesperson must previously have correctly identified the prospect's needs and wants.
12

The AIDA procedure is most closely related to the _____ presentation.
A)canned
B)persuasive selling
C)need-satisfaction
D)straight-rebuy
E)memorized
13

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. Which of the following types 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)problem-solution
E)persuasive selling
14

Lena will be selling modular concessions stands to the owners of a large soccer arena in Edinburgh, Scotland. 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, Lena 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
15

Taran is giving a sales presentation to a meeting of county commissioners and law enforcement officials. He is trying to convince the commissioners that his company should win the contract to run the county jail. He wants to create a proposal document of the services his company can provide and how it can operate the jail more efficiently than the county is currently operating it. 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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