Carefully Select Which Sales Presentation Method To Use

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Questions Bank

The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

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Question 1

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According to the Golden Rule of Selling,the heart of the sales presentation is the salesperson's approach to the customer or prospect.

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Question 2

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According to the Golden Rule of Selling,the honesty of your sales presentation will convince people that you can be trusted.

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Question 3

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

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Question 4

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A sales presentation involves a persuasive explanation of a business proposition.

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Question 5

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Partnering selling generally is more structured,whereas transactional selling requires a more customized presentation.

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Question 6

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

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Question 7

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In the memorized sales presentation,the salesperson takes time initially to understand the prospect's needs.

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Question 8

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The memorized sales presentation is effective when the product is technical.

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Question 9

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A disadvantage of the memorized sales presentation is that it moves very slowly in most cases.

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Question 10

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The memorized presentation is also called the persuasive selling presentation.

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Question 11

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The formula sales presentation is based on the assumption that similar prospects in similar situations can be approached with similar presentations.

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Question 12

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In the formula sales presentation,the prospect generally controls the conversation during the sales talk,especially at the beginning.

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Question 13

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

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Question 14

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The formula selling approach is appropriate for straight rebuy situations,especially when selling consumer goods.

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Question 15

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

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Question 16

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In terms of the 10-step productive retail sales call developed by SmithKline Beecham Products,the presentation step includes answering questions and handling objections.

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Question 17

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The need-satisfaction sales presentation is highly structured.

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Question 18

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The need-satisfaction format is appropriate for selling industrial and technical goods.

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Question 19

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

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Question 20

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The customer does most of the talking in the approach and presentation stages of the need- satisfaction method.

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