336 Midterm Review

What is the primary purpose of an effective sales presentation?

• To entertain the buyer with stories.

• To clearly and thoroughly explain the salesperson’s proposition as it relates to the

  buyer’s need.

• To persuade the buyer without considering their needs.

• To focus on the salesperson’s personal achievements.

What type of selling approach involves a salesperson bringing company resource people

to discuss a major problem or opportunity with the customer?

• Salesperson to buyer group

• seminar selling

• conference selling

• sales team to buyer group

How many presentation methods are there?

• 1

• 2

• 3

• 4

In memorized sales presentation, salesperson does many percent of talking?

• 20-30%

• 40-50%

• 50-70%

• 80-90%

In Memorized Sales Presentation, which one is not the Advantages?

• Well-planned presentation, salespeople discuss the same information

• Selling time is short, as in door-to-door or telephone selling

• It presents features that may not be important to the buyer

• Product is nontechnical- such as books, cooking utensils, and cosmetics

In Memorized Sales Presentation, which one is not the Disadvantages?

• It allows for little prospect participation

• It is impractical to use when selling technical products

• It both supports and gives confidence to inexperienced salespeople.

• Salesperson close or ask for the order several times, the prospect may see it as

  high-pressure selling

The formula presentation is also known as .........?

• Transactional Selling Presentation

• Provocative Selling Presentation

• Persuasive Selling Presentation

• Provocative Selling Presentation

Which of the following situations is formula selling likely to be most effective?

• When reaching out to new customers with limited background knowledge.

• When engaging with existing customers and well-researched prospects.

• When dealing with customers who prefer a highly personalised sales approach.

• When approaching customers with little to no interest in the product.

Which of the following is one type of product from Formula Presentation?

• Simple Products

• Technical products

• Complex products

• Trivial

Which of the following come from Need-Satisfaction presentation

• Share control between buyer and seller

• Designed as a flexible, interactive sales presentation

• The most challenging and creative form of selling

• All of them are correct