The salesperson should find probes to be useful for:

The salesperson should find probes to be useful for:

a. limiting prospect participation
b. controlling the motivation of the prospect
c. creating a buyer-seller chain of command
d. maintaining a one-way communication
e. obtaining information from the prospect








Answer: E

The opinion approach is most effective when:

The opinion approach is most effective when:

a. the prospect is making a straight rebuy
b. the salesperson needs to use a technological sales presentation
c. am experienced sales person is trying to sell to a competitor's customer
d. the prospect has an inflated ego
e. the salesperson is inexperienced










Answer: E

According to the text, what is the most structured of the sales presentation methods?

According to the text, what is the most structured of the sales presentation methods?

a. the AIDA approach
b. the need-satisfaction approach
c. the problem-solution approach
d. the memorized approach
e. the formula approach









Answer: D

The ______ is the basic distinguishing factor for the 4 sales presentation methods.

The ______ is the basic distinguishing factor for the 4 sales presentation methods.

a. type of product
b. percentage of the conversation controlled by the salesperson
c. measurability of the sales call objective
d. number of decision makers
e. type of customer









Answer: B

________ occurs when a company's sales team conducts an educational seminar for the customer company about state of the art developments

________ occurs when a company's sales team conducts an educational seminar for the customer company about state of the art developments

a. conferencing
b. seminar selling
c. technical selling
d. need-satisfaction selling
e. educational selling








Answer: B

In selling highly complex or technical products, such as insurance, industrial equipment, accounting systems, and computers, salespeople often are required to make several sales calls to developed a detailed analysis of a prospect's needs. What kind of sales presentation would such a selling situation require?

In selling highly complex or technical products, such as insurance, industrial equipment, accounting systems, and computers, salespeople often are required to make several sales calls to developed a detailed analysis of a prospect's needs. What kind of sales presentation would such a selling situation require?

a. problem-solution
b. stimulus response
c. formula
d. memorized
e. need-satisfaction






Answer: A