ABC of Relationship Selling through Service 12th Edition by Charles Futrell test bank

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ABC of Relationship Selling through Service 12th Edition by Charles Futrell test bank

Description

Chapter 08 Carefully Select Which Sales Presentation Method to Use

True / False Questions

1. (p. 255) According to the Golden Rule of Selling, the heart of the sales presentation is the salespersons approach to the customer or prospect.
Answer: False
Learning Objective: 08-01
Topic: The Golden Rule: Presentation
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The heart of the sales presentation is the discussion of the product, marketing plan, and business proposition. The question is, To whom is the presentation being given? Once this question is answered, the salesperson can choose the type of sales presentation method best suited to the prospect or customer.

2. According to the Golden Rule of Selling, the honesty of your sales presentation will convince people that you can be trusted.
Answer: True
Learning Objective: 08-01
Topic: The Golden Rule: Presentation
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Honesty during a sales presentation conveys to a prospect that the salesperson can be trusted, which bridges the gap between buyer and seller.

3. The selection of the sales presentation method is dependent on the type of audience the salesperson is facing.
Answer: True
Learning Objective: 08-01
Topic: The Golden Rule: Presentation
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Choosing a sales presentation method depends on the audience, the salespersons knowledge of the customer, the sales call objective, and the customer benefit plan.

4. The third step in the relationship selling process is the first step in sales presentation.
Answer: True
Learning Objective: 08-01
Topic: The Golden Rule: Presentation
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The third step in the sales process is the first step in the sales presentation. The sales presentation method determines how you open your presentation.

5. The basic difference in the four sales presentation methods is the type of product being sold.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The basic difference in the four methods is the percentage of the conversation controlled by the salesperson. In the more structured memorized and formula selling techniques, the salesperson normally has a monopoly on the conversation, whereas the less structured methods allow for greater buyerseller interaction; both parties participate equally in the conversation.

6. In the memorized sales presentation, the prospect does very little talking.
Answer: True
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: In the more structured memorized and formula selling techniques, the salesperson normally has a monopoly on the conversation, whereas the less structured methods allow for greater buyerseller interaction; both parties participate equally in the conversation.

7. The canned presentation is ineffective in door-to-door selling.
Answer: False
Learning Objective: 08-0
Topic:
Blooms: Remember Understand
AACSB:
Level of Difficulty: Easy Medium
Explanation: Canned presentations are still used today by telemarketers and door-to-door salespeople. The method is fairly effective in these situations.

8. The memorized sales presentation is impractical to use when selling technical products.
Answer: True
Learning Objective: 08-01
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The memorized method is impractical to use when selling technical products that require prospect input and discussion. In this method, the salesperson dominates the discussion.

9. The canned sales presentation is primarily used by experienced salesmen.
Answer: False
Learning Objective: 08-01
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The memorized method ensures that the salesperson gives a well-planned presentation and that all of the companys salespeople discuss the same information. The method both aids and lends confidence to the inexperienced salesperson.

10. The memorized sales presentation may focus on benefits unimportant to the prospect.
Answer: True
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The memorized method has several major drawbacks. One of the disadvantages is that it presents features, advantages, and benefits that may not be important to the buyer.

11. The memorized sales presentation cannot be used in telephone selling.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Canned presentations are still used today by telemarketers and door-to-door salespeople. The method is fairly effective in these situations where time is limited.

12. The memorized sales presentation is referred to as persuasive selling presentation.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The formula presentation, often referred to as the persuasive selling presentation, is akin to the memorized method. However, the salesperson follows a less structured, general outline in making a presentation, allowing more flexibility and less direction.

13. To use the formula sales presentation, the salesperson need not know anything about the prospect.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: For the formula method to be effective, the salesperson must first know something about the prospective buyer. The salesperson follows a less structured, general outline in making a presentation, allowing more flexibility and less direction.

14. The formula presentation method is more structured compared to the canned sales presentation method.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: 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.

15. The formula presentation is appropriate for repeat purchases.
Answer: True
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Straight rebuy situations, especially with consumer goods, lend themselves to the formula presentation method. Many prospects or customers buy because they are familiar with the salespersons company.

16. A disadvantage of the formula sales presentation is that its format often prevents information from being logically presented.
Answer: False
Learning Objective: 08-0
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The formula sales method ensures that all information is presented logically. The method obtains its name from the salesperson using the attention, interest, desire, and action (AIDA) procedure of developing and giving the sales presentation.

17. The formula sales presentation can be adapted to a large majority of complex sales situations.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The formula technique is not adaptable to all complex selling situations. Such sales situations require other sales presentation methods.

18. The need-satisfaction sales presentation is highly structured.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The need-satisfaction presentation is different from the memorized and the formalized approach; it is designed as a flexible, interactive sales presentation. It is the most challenging and creative form of selling.

19. In the need-satisfaction presentation, the need-awareness phase occurs in the first stage of the presentation.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Need development occurs in the first stage of a need-satisfaction presentation. Need-awareness occurs next.

20. In the need-satisfaction sales presentation, the first 50 to 60 percent of the conversation time is referred to as the need awareness phase.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The first 50 to 60 percent of conversation time (referred to as the need-development phase) is devoted to a discussion of the buyers needs.

21. The customer does most of the talking in the approach and presentation stages of the need- satisfaction method.
Answer: True
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: During the approach and presentation stages of the need-satisfaction method, the customer dominates the conversation. The salesperson talks more in the closing stage.

22. In the need-satisfaction presentation method, salespeople enjoy good control over the selling situation.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Some salespeople are uncomfortable with the need-satisfaction approach because they feel less in control of the selling situation than with a canned or formula presentation.

23. Another name for the need-satisfaction presentation is the problem-solution presentation.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The need-satisfaction and problem-solution methods are two different techniques for giving sales presentations.

24. The problem-solution sales presentation consists of six steps. It begins when the salesperson and the prospect agree on the problems that the buyer wants solved.
Answer: False
Learning Objective: 08-0
Topic:
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The problem-solution presentation involves six steps. However, the first step is convincing the prospect to allow the salesperson to conduct the analysis. The salesperson and prospect agree on the problem to solve in the third step.

25. The problem-solution method is best suited for selling insurance and similar financial products.
Answer: True
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: In selling highly complex or technical products such as insurance, industrial equipment, accounting systems, office equipment, and computers, salespeople often are required to make several sales calls to develop a detailed analysis of a prospects needs. For this reason, the problem-solution method is best.

26. The problem-solution presentation is a flexible method that requires a detailed analysis of the prospects needs.
Answer: True
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The problemsolution presentation is a flexible, customized approach involving an in-depth study of a prospects needs, and it requires a well-planned presentation.

27. The problem-solution approach is better than the memorized approach when time is limited.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The memorized presentation method can be used when time is short and the product is simple. The problemsolution presentation is excellent for selling high-cost technical products or services, and especially for system selling involving several sales calls and a business proposition.

28. Prior contact with the buyer is essential in the problem-solution method.
Answer: False
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Prior contact with the buyer is not necessary with the problem-solution approach. With the formula approach, prior contact is common.

29. When delivering a group presentation, the salesperson will find it necessary to be less structured when dealing with larger groups than when dealing with smaller groups.
Answer: False
Learning Objective: 08-03
Topic: The Group Presentation
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The larger the group, the more structured your presentation. It would not work if everyone jumped in with feedback and ideas simultaneously, so a semblance of order has to be arranged.

30. During the sales presentation, the salesman should not mention the companys relative position in terms of competition as it may sound too aggressive.
Answer: False
Learning Objective: 08-03
Topic: The Group Presentation
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Right up front you can succinctly tell the group where your company stands relative to the competition. Dont get into a detailed analysis of comparative strengths and weaknesses; just make it clear that you can do better than the competition.

31. Developing a proposal document that can serve as a script during the presentation is a part of the group presentation preparation.
Answer: False
Learning Objective: 08-03
Topic: The Group Presentation
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: During your presentation, do not read from the document. It is not the presentation; it is strictly a resource of facts to give your prospect after a decision is made.

32. When selling to a group, it is necessary to modify the ten step selling process by omitting the trial close step.
Answer: False
Learning Objective: 08-03
Topic: The Group Presentation
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: When selling to a group, the trial close remains part of the selling process. It is important to gather feedback from the group by asking questions.

33. For a group sales presentation, prices should be included in an appendix of the proposal document.
Answer: False
Learning Objective: 08-03
Topic: The Group Presentation
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The best way to present a proposal document is without prices because some people will go directly to the prices without reading through the document. In addition, prices tend to prejudice nondecision makers, who should not be concerned with prices.

34. Salespeople should not question the listening skills of the group members by giving a benefit summary at the conclusion of a group sales presentation.
Answer: False
Learning Objective: 08-03
Topic: The Group Presentation
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: At the end, summarize your proposal by giving a benefits summary. It is important to remind the group about how the benefits will address their specific problems.

35. Not all styles of sales presentation require that the salesperson be prepared to negotiate.
Answer: False
Learning Objective: 08-04
Topic: Negotiating So Everyone Wins
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: No matter what type of presentation method you use, or whether you talk to one person or a group of people, be prepared to negotiate.

36. The first phase of any sales negotiation is studying the prospects business.
Answer: False
Learning Objective: 08-04
Topic: Negotiating So Everyone Wins
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Learning about the prospects business is the first step of negotiation. Search for reports of previous sales to the business and research the competition as well.

37. The number one asset of a strong negotiator is his or her preparation.
Answer: True
Learning Objective: 08-04
Topic: Negotiating So Everyone Wins
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The key to strong negotiations is preparation. Review the competition as well as previous sales to the business.

38. The key to selling and negotiating is to always seek a win-win situation in which both the buyer and seller are happy.
Answer: True
Learning Objective: 08-0
Topic:
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The successful resolution of a negotiation starts with a commitment to do business together. It is then necessary for both parties to maintain common interests and resolve any conflicts cooperatively. The key to selling and negotiating is to always seek a winwin solution for buyers and sellers.

39. Every purchase is made with decision-making criteria in mind. There are usually four levels of desire within the decision-making criteria.
Answer: False
Learning Objective: 08-04
Topic: Negotiating So Everyone Wins
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Every purchase is made with decision-making criteria in mind, either consciously or subconsciously. Within those criteria, there are usually three levels of desire: must have, should have, and would be nice to have.

40. The successful resolution of a negotiation starts with a commitment to do business together.
Answer: True
Learning Objective: 08-04
Topic: Negotiating So Everyone Wins
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The successful resolution of a negotiation starts with a commitment to do business together. It is then necessary for both parties to maintain common interests and resolve any conflicts cooperatively.

41. The first discussion point in a sales presentation should address the features, advantages, and benefits that the prospect desires.
Answer: True
Learning Objective: 08-05
Topic: The Parallel Dimensions of Selling
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Discussing the features, advantages, and benefits of a product is the first action to take in a sales presentation according to the parallel dimensions of selling.

42. Pre-approach is the first stage in the selling process.
Answer: False
Learning Objective: 08-05
Topic:
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The first stage in the selling process is prospecting. Pre-approach and planning occur next.

43. The training usage phases progress from natural to awkward to conscious.
Answer: False
Learning Objective: 08-05
Topic: Practice and Time
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Many salespeople feel awkward at first. In the second phase of training usage, the salesperson consciously uses the training more and more, slowly becoming better at its application on the job. In the third phase of training usage, the new techniques become a natural part of the day-to-day job.

Multiple Choice Questions

44. Which of the following is the fourth step in the sales process?
A. Prospecting
B. Preapproach
C. Presentation
D. Approach
E. Handling objections
Answer: c
Learning Objective: 08-01
Topic: The Golden Rule: Presentation
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The sales process begins with prospecting, which is followed by preapproach and approach. The sales presentation is the fourth step in the process.

45. _____ selling occurs when a companys sales team provides an education-oriented presentation for the customer.
A. Problem-solution
B. Need-satisfaction
C. Seminar
D. Direct
E. Conference
Answer: c
Learning Objective: 08-01
Topic: Sales Presentation Strategy
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: During seminar selling, a company team conducts an educational seminar for the customer company about state-of-the-art developments. Conference selling involves the salesperson bringing company resource people to discuss a major problem or opportunity.

46. _____ occurs when the salesperson brings company resource people to discuss a major problem or opportunity.
A. Educational selling
B. Need-satisfaction selling
C. Seminar selling
D. Conference selling
E. SWOT selling
Answer: d
Learning Objective: 08-01
Topic: Sales Presentation Strategy
Blooms: Understand
AACSB:
Level of Difficulty: Easy
Explanation: Conference selling involves the salesperson bringing company resource people to discuss a major problem or opportunity. With seminar selling, a company team conducts an educational seminar for the customer company about state-of-the-art developments.

47. Why should a salesperson first select a sales presentation method and then the approach?
A. The sales presentation method is unimportant.
B. The sales approach is the last step in a sales presentation.
C. The salesperson can integrate trial closes into the approach.
D. The sales presentation method determines how to open the presentation.
E. A good sales presentation can compensate for a poor sales approach method.
Answer: d
Learning Objective: 08-01
Topic: The Golden Rule: Presentation
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Once you select the presentation method for a specific prospect or customer, it is time to determine how to open or begin the sales presentation. The sales opener, or approach, as shown is the first major step in the sales presentation.

48. In all four sales presentation methods, the salesperson is most likely to dominate the conversation during the _____ stage.
A. approach
B. presentation
C. close
D. preapproach
E. prospecting
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The basic difference in the four methods is the percentage of the conversation controlled by the salesperson. More interaction occurs in less structured methods, but in all cases, the salesperson talks more during closing since that is when the salesperson is trying to make a sale.

49. The _____ involves a persuasive vocal and visual explanation of a business proposition.
A. pre-approach
B. display premise
C. sales presentation
D. trial close
E. service follow-up
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Sales presentations involve both verbal and visual explanations of a business proposition for a prospect. Pre-approach refers to the preparation that occurs prior to the presentation.

50. The _____ is the primary factor that differentiates the four sales presentation methods.
A. type of customer
B. percentage of the conversation controlled by the salesperson
C. type of product
D. measurability of the sales call objective
E. number of decision makers
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The basic difference in the four methods is the percentage of the conversation controlled by the salesperson. More interaction occurs in less structured methods, but in all cases, the salesperson talks more during closing since that is when the salesperson is trying to make a sale.

51. When compared to other types of sales presentations, memorized selling is the:
A. least communicated.
B. most interactive.
C. least used in telemarketing.
D. most used in technical sales.
E. most structured.
Answer: e
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Memorized selling is the most structured type because the salesperson gives a canned speech and little interaction occurs. Formula selling is slightly less structured than memorized.

52. Ashley Trist has selected a selling technique in which she has more control over the conversation between buyer and seller than with any other sales presentation method. What technique is Ashley most likely using?
A. Professional
B. Memorized
C. Need-satisfaction
D. Barrier
E. Problem-solution
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Memorized selling is the most structured type because the salesperson gives a canned speech and little interaction occurs. Need-satisfaction and problem-solution methods encourage more interaction with the buyer.

53. According to the text, which of the following is the most structured sales presentation method?
A. The memorized approach
B. The AIDA approach
C. The need-satisfaction approach
D. The formula approach
E. The problem-solution approach
Answer: a
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Memorized selling is the most structured type because the salesperson gives a canned speech and little interaction occurs. Formula selling is semi-structured, while need-satisfaction and problem-solution methods are less structured.

54. According to the text, _____ is the most customized sales presentation method.
A. formula
B. problem-solution
C. memorized
D. stimulus response
E. need-satisfaction
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: A problem-solution presentation is customized to meet the specific needs of a prospect. Memorized, formula, and need-satisfaction involve less tailoring to specific customers.
55. Which of the following is an unstructured sales presentation method that typically requires significant creativity?
A. Memorized presentation
B. Stimulus response presentation
C. Need-satisfaction presentation
D. Canned sales presentation method
E. Problem-solution presentation
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The need-satisfaction presentation is designed as a flexible, unstructured, interactive sales presentation. It is the most challenging and creative form of selling.

56. According to the text, the _____ method of sales presentation is semi-structured.
A. formula
B. memorized
C. stimulus response
D. need-satisfaction
E. problem-solution
Answer: a
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The formula presentation method is less structured than the memorized method. The salesperson follows a less structured, general outline in making a presentation, allowing more flexibility and less direction.

57. With the _____ sales technique, the salesperson monopolizes the conversation and often talks about benefits which are 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. memorized
E. problem-solution
Answer: d
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The memorized method presents the same features, advantages, and benefits to all prospects without regard to interest. The salesperson dominates 80-90% of the conversation, which may be perceived as aggressive.

58. You would most likely find canned sales presentations being used to sell:
A. office equipment and cash registers.
B. home entertainment centers.
C. perishable products.
D. vacuum cleaners.
E. legal services.
Answer: d
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Simple products such as vacuum cleaners and cosmetics are often sold with the memorized approach. More costly and complex products require other methods that allow for customer interaction.

59. Arlene, a new cosmetics salesperson, is planning to go door-to-door in a neighborhood in which she has never conducted business. Which sales presentation method would most likely be appropriate for Arlene?
A. Need-satisfaction
B. Problem-solution
C. Customized
D. Memorized
E. Formula
Answer: d
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Apply
AACSB:
Level of Difficulty: Hard
Explanation: The memorized approach is best when the product is simple and time is limited. In addition, Arlene is a new salesperson, so having a memorized presentation will most likely give her confidence.

60. Donna is planning her first Pampered Chef party during which she will try to sell the companys cooking utensils and gadgets. Donna is new to sales and feels nervous about the sales presentation. Which of the following methods would be best for Donna?
A. Formula
B. Memorized
C. Customized
D. Problem-solution
E. Need-satisfaction
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Apply
AACSB:
Level of Difficulty: Hard
Explanation: The memorized approach is best when the product is simple, time is limited, and the salesperson is inexperienced. Having a memorized presentation will most likely give Donna some confidence and reduce her nervousness.

61. Which of the following is a major advantage of using the memorized sales presentation method?
A. It allows moderate participation from the prospect.
B. It allows the salespeople to highlight different benefits for different customers.
C. It lends confidence to inexperienced salespeople.
D. It allows salespeople to proceed quickly and answer more customer questions.
E. It can be used well for selling technical products.
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The memorized approach boosts the confidence of inexperienced salespeople who may not know what to say to prospects. However, the method offers little customer participation and presents benefits that may not be important to all customers. The method is perceived as high pressure because it moves so quickly.

62. Which of the following is an advantage of using a memorized sales presentation?
A. It ensures that the companys salespeople provide the same information to all customers.
B. It has a problem solving orientation that ensures customized benefits.
C. It is flexible and adapts readily to long or short presentation times.
D. It keeps prospect participation at a minimum.
E. It can be used for highly technical products.
Answer: a
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: All salespeople present the same information in the same way, which is beneficial. However, the method offers little customer participation and presents benefits that may not be important to all customers.

63. Which of the following is a disadvantage of the memorized sales presentation?
A. The difficulty involved in preparing and using the memorized sales presentation often frightens inexperienced salespeople.
B. The memorized sales presentation includes too much prospect participation.
C. The memorized sales presentation is not effective when selling time is short.
D. The memorized sales presentation presents features, advantages and benefits that may not be important to the buyer.
E. Salespeople are often disorganized when they use the memorized sales presentation.
Answer: d
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The memorized method offers little customer participation and presents benefits that may or may not be important to all customers. However, the method boosts the confidence of new salespeople and is best when time is limited.

64. Products that are suitable for the memorized sales presentation method are best described as:
A. trendy.
B. simple.
C. complex.
D. technical.
E. industrial.
Answer:
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The memorized sales presentation method is best for trivial and simple products, such as cosmetics and knives. The formula, need-satisfaction, and problem-solution methods are better for increasingly complex or technical products.

65. Which of the following is characteristic of the memorized sales presentation?
A. Requires prior contact with buyer
B. Perceived as high pressure selling
C. Used for multi-day presentations
D. Lacks structure and organization
E. Opens with questions to prospect
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The memorized method is often perceived as a high-pressure sales approach. No prior contact with the buyer is necessary for the brief, structured presentation.

66. One of the disadvantages of the memorized sales presentation is the fact it:
A. does not allow the seller to control the conversation.
B. requires the sellers presentation to follow the AIDA approach.
C. requires even inexperienced sellers to adapt to the buyers personality.
D. is inappropriate for transactional selling.
E. allows for limited prospect participation.
Answer: e
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The memorized sales presentation method allows little participation from the prospect because the salesperson dominates the conversation. The method is best for transactional selling.

67. All of the following are the advantages of a formula sales presentation EXCEPT:
A. It ensures that all information is presented logically.
B. It allows reasonable amount of buyer-seller interaction.
C. It allows for smooth handling of anticipated questions.
D. It is effective when the product is non-technical.
E. It is a fully structured sales presentation method.
Answer: e
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The formula approach is semi-structured, which allows for some buyer-seller interaction. The method ensures that information about non-technical products is presented logically.

68. The formula presentation is often referred to as the _____ presentation.
A. modified rebuy
B. AIDA
C. persuasive selling
D. transactional
E. need-development
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The formula presentation, often referred to as the persuasive selling presentation, is akin to the memorized method.

69. The _____ presentation method is based on the assumption that similar prospects in similar situations can be approached with similar presentations.
A. need-satisfaction
B. barrier
C. persuasive selling
D. relationship
E. problem-solution
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The formula presentation, often referred to as the persuasive selling presentation, is akin to the memorized method: It is based on the assumption that similar prospects in similar situations can be approached with similar presentations.

70. Which of these statements about formula presentations is true?
A. The formula presentation is based on the SPIN procedure of developing and giving the sales presentation.
B. New-task buying situations are a good time to use the formula presentation method.
C. An advantage of the formula presentation is that it is most adaptable to complex selling situations.
D. Customers get the greatest amount of talking time at the beginning of the formula sales presentation.
E. To successfully use the formula sales presentation method, the salesperson must have previously identified the prospects needs and wants.
Answer: e
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Formula selling is effective for calling on customers who currently buy and for prospects about whose operations the salesperson has learned a great deal. The method involves the use of the AIDA procedure and is not very useful for complex selling situations.

71. Shawn sells office supplies and paper to large corporations, many of whom are current customers. What sales presentation method should Shawn most likely use?
A. Need-satisfaction
B. Memorized
C. Barrier
D. Persuasive selling
E. Problem-solution
Answer: d
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Apply
AACSB:
Level of Difficulty: Hard
Explanation: Formula selling is effective for calling on customers who currently buy and for prospects about whose operations the salesperson has learned a great deal. Need-satisfaction and problem-solution are better for more technical or complex selling situations.

72. _____ is effective for consumer goods salespeople in straight rebuy situations.
A. Need-satisfaction
B. Memorized
C. Barrier
D. Problem-solution
E. Formula
Answer: e
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Formula selling is effective for calling on customers who currently buy and for prospects about whose operations the salesperson has learned a great deal. Straight rebuy situations, especially with consumer goods, lend themselves to the formula method.

73. In the formula selling method, customer talking time peaks during:
A. the approach stage.
B. prospecting.
C. the presentation stage.
D. negotiation and close.
E. preapproach.
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation:

74. Which statement about the formula sales presentation is INCORRECT?
A. The formula sales 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 allows a few minutes for the presentation.
D. The customer has the largest amount of talking time during the latter half of the presentation phase of the formula sales presentation.
E. To successfully use the formula sales presentation method, the salesperson must have previously identified the prospects needs and wants.
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The memorized method is best when only a few minutes are available, but the formula method typically requires a half-hour. The method is based on the AIDA procedure and is best in rebuy situations with familiar customers.

75. The formula sales presentation is most closely associated with:
A. the AIDA procedure.
B. the SELL sequence.
C. need-development.
D. problem-solution.
E. the CCC GOMES steps.
Answer: a
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The formula selling approach obtains its name from the salesperson using the attention, interest, desire, and action (AIDA) procedure of developing and giving the sales presentation.

76. In AIDA procedure, D stands for:
A. demand.
B. desire.
C. describe.
D. develop.
E. define.
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: AIDA refers to attention, interest, desire, and action. It is a method of developing and giving a sales presentation.

77. Which of the following is the first step in AIDA procedure?
A. Approach
B. Attention
C. Attraction
D. Action
E. Attire
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: AIDA refers to attention, interest, desire, and action. It is a method of developing and giving a sales presentation.

78. A salesperson using the formula sales presentation method would most likely open with a:
A. reminder of past purchases.
B. canned introduction.
C. open-ended question.
D. request for analysis.
E. brief story.
Answer: a
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Since the formula method is most often used in rebuy situations, a salesperson would probably remind the customer of previous purchases. A canned introduction is used with the memorized method, and questions are used to open the need-satisfaction approach.

79. Which of the following statements describes an advantage associated with the formula sales presentation?
A. It reduces anxiety and nervousness for new salespeople.
B. It requires little prospect participation or interaction.
C. It is best for selling technical products that require prospect input.
D. It ensures that all sales information is presented logically.
E. It is effective when the selling time is very brief.
Answer: d
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The formula sales presentation approach is flexible enough to allow prospect input and participation but structured enough so that information flows logically.

80. Which of the following is the problem associated with using the formula sales approach without knowing customers needs?
A. It will reduce the buyer-seller interaction and make the job difficult for the salesperson.
B. The customer will raise objections only at the closing stage and complicate the sale.
C. The salesperson cannot implement any trial closes with confidence.
D. The customer may not respond to the salespersons questions.
E. Customer objections may arise early in the presentation.
Answer: e
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The formula presentation method allows for smooth handling of anticipated questions and objections. However, if the salesperson does not know a customers needs and uses a planned presentation, the customer will probably raise objections early in the presentation.

81. The _____ presentation is the most challenging and creative form of selling because it is designed to be interactive.
A. formula
B. stimulus-response
C. need-satisfaction
D. straight-rebuy
E. problem-solution
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The need-satisfaction presentation is different from the memorized and the formalized approach; it is designed as a flexible, interactive sales presentation. It is the most challenging and creative form of selling.

82. A salesperson opens his sales call with the question, What type of functions are you looking for in your computer? is most likely utilizing the _____ presentation method.
A. transactional
B. need-satisfaction
C. stimulus-response
D. participative
E. formula selling
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The salesperson typically starts the presentation with a probing question. This opening starts a discussion of the prospects needs and also gives the salesperson an opportunity to determine whether any of the products being offered might be beneficial.

83. Gulf Technology manufactures platforms for deep sea oil rigs. Costs for the platforms can exceed $1 million. Which sales approach would a Gulf Technology salesperson most likely use?
A. Persuasive selling
B. Need-satisfaction
C. Response-stimulus
D. AIDA selling
E. Participative
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The need-satisfaction format is especially suited to the sale of industrial and technical goods with stringent specifications and high price tags.

84. At the beginning of a presentation, a salesperson asks a catalog retailer, What type of inventory management software would you like your company to use? The salesperson is more than likely using the _____ sales presentation method.
A. problem-solution
B. stimulus-response
C. participative
D. persuasive selling
E. need-satisfaction
Answer: e
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation:

85. The need-satisfaction sales presentation has several phases. Which of the following presents those phases in the correct order?
A. Need-perception, need-comprehension, and need-satisfaction
B. Need-realization, need-utilization, and need-development
C. Need-utilization, need-fulfillment, and need-satisfaction
D. Need-development, need-awareness, and need-fulfillment
E. Need-awareness, need-development, and need-satisfaction
Answer: d
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The need-satisfaction approach moves from need-development, to need-awareness, and then to need-fulfillment.

86. During the _____ phase of the need-satisfaction sales presentation, the conversation is limited to a discussion of the buyers needs.
A. need-feedback
B. need-disclosure
C. need-development
D. need-fulfillment
E. need-awareness
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The first 50 to 60 percent of conversation time (referred to as the need-development phase) is devoted to a discussion of the buyers needs. Once aware of the prospects needs (the need-awareness phase), the salesperson begins to take control of the conversation by restating the prospects needs to clarify the situation.

87. During the _____ phase of the need-satisfaction sales presentation, the salesperson begins to take control of the conversation by restating the prospects needs to clarify the situation.
A. need-fulfillment
B. need-awareness
C. need-utilization
D. need-feedback
E. need-development
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Once aware of the prospects needs (the need-awareness phase), the salesperson begins to take control of the conversation by restating the prospects needs to clarify the situation. During the last stage of the presentation, the need-fulfillment (or need-satisfaction) phase, the salesperson shows how the product will satisfy mutual needs.

88. Which of the following is a major difference between the need-satisfaction method and the formula sales method?
A. The formula sales method opens with questions to the prospect unlike the need-satisfaction method.
B. The need-satisfaction method is better for repeat buyers than the formula approach.
C. The need-satisfaction method is more flexible than the formula selling technique.
D. The formula sales approach is less structured than the need-satisfaction approach.
E. The formula method is more interactive than the need-satisfaction method.
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The need-satisfaction method is a flexible and creative sales presentation method that involves opening with questions to the prospect. The formula approach is more structured than the need-satisfaction method.

89. Windfall Computers instructs its salespeople to use a particular sales presentation method when selling to corporations. Initially, prospects are asked to discuss the different problems and requirements they have. After the prospects finish talking, the salesperson summarizes the requirements of the customer and presents solutions. The salespersons act of summarizing can be termed as:
A. need-summary.
B. need-awareness.
C. need-development.
D. need-diffusion.
E. need-fulfillment.
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Hard
AACSB:
Level of Difficulty: Hard
Explanation: The need-development phase is devoted to a discussion of the buyers needs. Once aware of the prospects needs (the need-awareness phase), the salesperson begins to take control of the conversation by restating the prospects needs to clarify the situation.

90. The salesperson is using a needs-satisfaction sales presentation. In the _____ phase, the salesperson will show how the product being sold will satisfy mutual needs.
A. need-fulfillment
B. need-awareness
C. need-utilization
D. need-development
E. need-perception
Answer: a
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: During the last stage of the presentation, the need-fulfillment (or
need-satisfaction) phase, the salesperson shows how the product will satisfy mutual needs. The first part of the conversation is referred to as the need-development phase.

91. In a need-satisfaction presentation, most of the time is spent in the _____ phase.
A. need-fulfillment
B. need-awareness
C. need-utilization
D. need-development
E. need-diffusion
Answer: d
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Approximately 50 to 60 percent of conversation time is devoted to a discussion of the buyers needs. This discussion occurs in the need development phase.

92. What is the most likely reason that some salespeople dislike the need-satisfaction sales presentation approach?
A. The salesperson must give the prospect some control of the selling situation.
B. The method is impractical for selling highly technical products.
C. The salesperson must present unimportant benefits to the buyer.
D. The approach requires the salesperson to close too quickly.
E. The method allows very little prospect participation.
Answer: a
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: some salespeople are uncomfortable with the need-satisfaction approach because they feel less in control of the selling situation than with a canned or formula presentation. The first half of the presentation is turned over to the prospect to discuss needs, which can be uncomfortable to some salespeople.

93. Which of sales presentation method is normally used while presenting the proposal to a group of individuals?
A. Stimulus response
B. Memorized
C. Barrier
D. Problem-solution
E. Formula selling
Answer: d
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Often, the problemsolution presentation is used when it is necessary to present the proposal to a group of individuals. The problemsolution presentation is a flexible, customized approach involving an in-depth study of a prospects needs, and it requires a well-planned presentation.

94. Elisha Levi believes that a flexible, customized approach to selling is best when dealing with highly complex products or services. She typically performs an in-depth study of a prospects needs before developing a well-planned presentation. Levi obviously favors the _____ presentation method.
A. memorized
B. stimulus response
C. problem-solution
D. need-satisfaction
E. formula
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The problemsolution presentation is a flexible, customized approach involving an in-depth study of a prospects needs, and it requires a well-planned presentation. The method is best for complex products and negotiations.

95. Typically the first step of the problem-solution sales presentation is to:
A. prepare the presentation based on previously gathered customer knowledge.
B. convince the prospect to allow the salesperson to analyze the problem.
C. have the prospect and the salesperson agree on the nature of the problem.
D. prepare a written problem-solution proposal for the prospect.
E. analyze the prospects problem in order to find possible solution.
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The first step of the problem-solution method is convincing the prospect to allow the salesperson to conduct an analysis. After making an analysis, both parties agree on the problem and determine that the buyer wants a solution.

96. Identify the correct sequence of steps used in a problem-solution presentation.
A. Permission to conduct analysis, analysis, problem identification, proposal, preparation, presentation.
B. Permission to conduct analysis, analysis, proposal, negotiation, preparation, presentation.
C. Permission to conduct analysis, preparation, analysis, proposal, and presentation.
D. Preparation, permission to conduct analysis, analysis, problem identification, proposal, presentation.
E. Preparation, permission to conduct analysis, analysis, proposal, presentation.
Answer: a
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The first step of the problem-solution method is convincing the prospect to allow the salesperson to conduct an analysis. After making an analysis, both parties agree on the problem and determine that the buyer wants a solution. A proposal is developed and then plans are made for a sales presentation.

97. Which of the following products would most likely require a problem-solution sales presentation?
A. Automobiles
B. Cosmetics
C. Corporate insurance
D. Personal computers
E. Home sound system
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Apply
AACSB:
Level of Difficulty: Hard
Explanation: Complex products or services, like corporate-wide insurance, require the problem-solution method. The need-satisfaction method would be best for surround sound systems in the home.

98. A salesperson using the problem-solution sales presentation method is most likely selling a(n) ________ product or service.
A. trivial
B. simple
C. complex
D. mechanical
E. technical
Answer: c
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The problem-solution method is best for highly complex products and services that may or may not be technical or mechanical in nature.

99. In selling highly complex products, such as industrial equipment and accounting systems, salespeople make several sales calls to develop a detailed analysis of a prospects needs. What kind of sales presentation method is most likely required?
A. Formula
B. Memorized
C. Stimulus response
D. Need-satisfaction
E. Problem-solution
Answer: e
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: In selling highly complex or technical products such as insurance, industrial equipment, accounting systems, office equipment, and computers, salespeople often are required to make several sales calls to develop a detailed analysis of a prospects needs.

100. The typical last step of the problem-solution sales presentation is to:
A. make the sales presentation.
B. propose follow-up activities.
C. analyze prospects problems against those of its competitors.
D. prepare a written solution for the prospects problem(s).
E. handle prospects objections to the solution.
Answer: a
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The final step for the problem-solution approach is making the actual sales presentation. Prior to the presentation, the salesperson analyzed the problem and developed a proposal.

101. Which sales presentation method generally has the highest paid salespeople?
A. Problem-solution
B. Transactional selling
C. Formula sales approach
D. Canned sales approach
E. Need satisfaction
Answer: a
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Salespeople who make calls requiring the problem-solution method generally earn the highest salary due to the complexity of such sales situations. The lowest earners are salespeople who use the memorized method.

102. _____ presentation method is best suited for selling trivial products.
A. Problem-solution
B. Transactional selling
C. Formula sales approach
D. Canned sales approach
E. Need satisfaction
Answer: d
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: The memorized method is primary used for selling simple, trivial products, such as cosmetics and vacuum cleaners. The formula method would be best for selling cars and appliances.

103. Which sales presentation method is best for selling group insurance policies to organizations?
A. Need-satisfaction
B. Transactional selling
C. Formula sales approach
D. Canned sales approach
E. Problem-solution
Answer: e
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Selling complex products and services, such as group insurance to a corporation, requires the problem-solution sales presentation method.

104. Why is it most important for a salesperson to invest time in preparing for a group sales presentation?
A. Meet the different needs of each group member
B. Prevent any questions from being raised
C. Avoid having to reference the proposal
D. Encourage more group involvement
E. Present the data from memory
Answer: a
Learning Objective: 08-03
Topic: The Group Presentation
Blooms: Analyze
AACSB:
Level of Difficulty: Hard
Explanation: It is especially important prior to a group presentation that a salesperson considers all possible concerns and questions the various decision makers may have. Each person in a group has specific needs, and the salesperson must be prepared to address them all.

105. The _____ sales presentation method is most appropriate when information needs to be gathered from the prospect, as is often the case in selling industrial products.
A. stimulus-response
B. need-satisfaction
C. formula
D. canned
E. persuasive
Answer: b
Learning Objective: 08-02
Topic: Sales Presentation MethodsSelect One Carefully
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Need-satisfaction is the best method to use when the salesperson needs to collect information from a buyer regarding wants and needs. The method is often used when selling industrial products that require certain features and specifications.

106. Identify the most appropriate sales presentation method that can be used when time is short and the product is simple.
A. Stimulus response
B. Memorized
C. Barrier
D. Problem-solution
E. Formula selling
Ans

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