Question 1

The _____ approach is considered weak because it fails to grab the attention of a prospect.

referral

premium

introductory

complimentary

product

Question 2

According to the text, the _____ method of sales presentation is semi-structured.

formula

memorized

stimulus response

need-satisfaction

problem-solution

Question 3

The salesperson who asks the prospect, "Are you dissatisfied with how frequently you have to charge your rechargeable batteries?" is:

beginning the implementation of the FAB approach.

at the implication stage of the SPIN approach.

at the need-payoff stage of the SPIN approach.

remembering the KISS.

using probes.

Question 4

The salesperson prepares to ask the prospect to make a purchase after conviction has been established.

True

False

Question 5

The problem-solution presentation is a flexible method that requires a detailed analysis of the prospect's needs.

True

False

Question 6

Which of the following involves a presentation constructed around three parts?

Participation

Trial closes

Dramatization

Logical reasoning

Visual aids

Question 7

Which of these statements about formula presentations is true?

The formula presentation is based on the SPIN procedure of developing and giving the sales presentation.

New-task buying situations are a good time to use the formula presentation method.

An advantage of the formula presentation is that it is most adaptable to complex selling situations.

Customers get the greatest amount of talking time at the beginning of the formula sales presentation.

To successfully use the formula sales presentation method, the salesperson must have previously identified the prospect's needs and wants.

Question 8

As a salesperson, you should know that the second of the five mental steps that a prospect goes through in deciding to buy from you is:

interest.

insight.

intent.

inference.

incubation.

Question 9

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

True

False

Question 10

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?

Professional

Memorized

Need-satisfaction

Barrier

Problem-solution

Question 11

A salesperson asks a bookstore owner, "Do you know why students who use our test preparation books increase their SAT scores?" What approach is being used?

Product

Opinion

Curiosity

SPIN

Customer benefit

Question 12

Keri Marten has opened a day care center for children aged one to six. She seeks the assistance of local pediatricians in identifying those in need of her services. Identify the method of prospecting utilized by Keri.

Cold canvas

Center of influence

Group

Public exhibition

Endless chain

Question 13

Because they are so busy, many executives have filtration systems to protect their time. In order to get through this system, you, as a professional salesperson, should do all of the following EXCEPT:

not waste time waiting.

develop friends in the prospect's firm.

call at the right time on the right person.

believe in yourself.

follow the prospect.

Question 14

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.

stimulus-response

need-satisfaction

formula

canned

persuasive

Question 15

Which of the following refers to a brief story used to illustrate a point and to compare something familiar to something unfamiliar?

Metaphor

Simile

Analogy

Parable

Imagery

Question 16

Many prospects will hang up the phone as soon as they suspect an attempt is being made to sell them something.

True

False

Question 17

Melissa sells insurance to homeowners and renters. Every weekend she goes out looking for moving vans and people unloading U-Haul trucks. She writes down the addresses of those who seem to be moving in. Every Monday she calls the list she has gathered during the weekend and asks them if they are interested in insurance. Melissa is using the _____ method of prospecting.

center of influence

observation

networking

preapproach

endless chain

Question 18

The FAB formula helps a salesperson increase a prospect's desire for a product.

True

False

Question 19

What is considered the best visual aid to use during a sales presentation?

Sample ads

Product videos

Customer testimonials

The actual product

A product manual

Question 20

Which of the following statements is true about a nondirective question?

Most nondirective questions are closed ended.

A nondirective question usually begins with do or are.

Nondirective questions are used to find points of agreement.

A nondirective question clarifies a prospect's previous statement.

One word questions can sometimes be used as nondirective questions.

Question 21

A successful demonstration should have all of the following characteristics EXCEPT being:

organized.

necessary.

ethical.

theatrical.

professional.

Question 22

_____ attempts to have prospects imagine using the product themselves.

Suggestive proposition

Prestige suggestion

Empathetic suggestion

Autosuggestion

Ideal-self suggestion

Question 23

Which of the following is characteristic of the memorized sales presentation?

Requires prior contact with buyer

Perceived as high pressure selling

Used for multi-day presentations

Lacks structure and organization

Opens with questions to prospect

Question 24

Innovative Installers provides a variety of services related to office space and relocations such as installing modular office furniture and providing space planning and layout consultations Innovative Installers is owned and operated by Mierzett Evans and his sister Glenda Heldris. The company was founded in 1992. It had more than $2 million sales in 2003. The company uses a variety of marketing methods including a Web site, cold calls, and direct mail. Evans and Heldris believe the company could better communicate with potential customers who may not know of the company's existence.

The siblings use the corporate Web site to inform potential customers about the services their company offers. The Web address is included in all of the company's advertising. In other words, Evans and Heldris are using:

e-prospecting.

direct communication.

direct sales.

Internet dialoguing.

cold sales.

Question 25

Perry Rodriguez wants to create a network of prospects for his landscaping business. Which of the following would be the LEAST effective method?

Sending thank-you notes to people who give him leads

Focusing on meeting center-of-influence people

Asking open-ended, feel-good types of questions

Sending contacts monthly sales promotional items

Sending contacts unflattering information about the competition