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Discuss the following statement: "The problem-solution approach to selling is so unstructured that it has no prescribed steps."

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The problem-solution approach usually co...

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What should a salesperson do in the beginning of a group sales presentation?


A) provide every member of the group with a cold or warm drink
B) introduce himself, his company, and establish credibility with the prospect
C) identify all of his competitors
D) discuss his company's past mistakes
E) try to close the sale

F) A) and B)
G) B) and C)

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You are a sales representative for an e-book supplier and you call on John Radcliffe,the procurement manager for a local university.After a few minutes of "small talk," John asks you to step into his office for a meaningful conversation about your e-books.Which of the following best characterizes John's "mental process?"


A) John believes your e-books will fill his specific needs.
B) a sale is made
C) You have achieved the interest stage of John's mental process.
D) John has a boiling desire for your product.
E) John understands why he should buy from you.

F) B) and D)
G) C) and D)

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Assume you are the salesperson making a group sales presentation.Which of these statements is true?


A) The larger the group, the less structured your presentation must be.
B) You should not talk to the members of the buying group prior to the presentation.
C) Establish your credibility early in the presentation.
D) Prepare a written proposal document, and be sure to include prices.
E) Omit trial closes from your presentation.

F) A) and D)
G) D) and E)

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What should a good opening statement during a telephone call would include?


A) Ask for and refer to your prospect by name
B) Identification of yourself and company
C) Getting their attention
D) The salesperson smiling while speaking
E) All of these choices are correct

F) B) and D)
G) C) and E)

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Which of the following is the best way to deal with voice mail?


A) hang up before leaving a message.
B) leave a long and detailed message
C) leave a memorized sales presentation as a message
D) make a call to action-ask them to call you or tell them you'll call back
E) none of these choices are correct

F) A) and B)
G) C) and E)

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Which of the following is NOT associated with the classic types of personalities related with call reluctance?


A) Overpreparer
B) Separationist
C) Role Rejector
D) Telephobic
E) Over Confident

F) A) and E)
G) A) and D)

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Which of the following is not a Primary objective?


A) Introduce your solution to key decision makers
B) Demonstrate the ROI for your proposition
C) Leave samples of products
D) Provide details of satisfied customers
E) Secure a commitment to purchase

F) B) and C)
G) C) and E)

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Which of the following sales presentation methods is most often used by experienced salespersons selling directly to businesses?


A) the memorized approach
B) the stimulus response approach
C) the interactive need-satisfaction approach
D) the formula approach
E) the problem-solving approach

F) D) and E)
G) C) and D)

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Using the FAT formula,a salesperson can convert a lukewarm prospect to a prospect that develops a desire for your product or service

A) True
B) False

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Which of the following is an advantage of a memorized sales presentation?


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) is easy to use with highly technical products

F) A) and E)
G) A) and B)

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When selling to a group,it is necessary to modify the ten step selling process by omitting the trial close step.

A) True
B) False

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The formula sales presentation and memorized sales presentation methods are really different names for the exact same kind of sales presentation.Do you agree or disagree with the aforementioned statement?

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The formula method is based on the assum...

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Part of preparing for a group presentation is to develop a proposal document that can serve as a script during your presentation.

A) True
B) False

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Salespeople need to be creative problem solvers who develop and combine non-traditional alternatives to meet the customer's specific needs.

A) True
B) False

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When salespeople meet customers' strategic needs,both the seller and the customer win by attaining mutual goals.

A) True
B) False

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Which sales presentation method is the all-around best approach in most sales scenarios?


A) problem-solution
B) interactive need-satisfaction
C) memorized
D) formula
E) none of these choices are correct

F) None of the above
G) A) and C)

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

A) True
B) False

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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) The customer gets his or her greatest amount of talking time during the beginning 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.

F) D) and E)
G) A) and B)

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You are reluctant to call customers or new prospects yet you realize this reluctance is costing you commissions and impacting your company's revenues.What are three methods you could use to overcome this reluctance?

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1.Admit to it.
2.Determine you...

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