ABC’s of Relationship Selling, 13e (Futrell)
Chapter 8 Carefully Select Which Sales Presentation Method to Use
1) According to the Core Principles of Professional Selling, the heart of the sales presentation is
the salesperson’s approach to the customer or prospect.
2) According to the Core Principles of Professional Selling, the honesty of your sales
presentation will convince people that you can be trusted.
3) The selection of the sales presentation method is dependent on the type of audience the
salesperson is facing.
4) The third step in the relationship selling process is the first step in sales presentation.
5) The basic difference in the four sales presentation methods is the type of product being sold.
6) In the memorized sales presentation, the prospect does very little talking.
7) The canned presentation is ineffective in door-to-door selling.
8) The memorized sales presentation is impractical to use when selling technical products.
9) The canned sales presentation is primarily used by experienced salespeople.
10) The memorized sales presentation may focus on benefits unimportant to the prospect.
11) The memorized sales presentation cannot be used in telephone selling.
12) The memorized sales presentation is referred to as persuasive selling presentation.
13) To use the formula sales presentation, the salesperson need not know anything about the
prospect.
14) The formula presentation method is more structured compared to the canned sales
presentation method.
15) The formula presentation is appropriate for repeat purchases.
16) A disadvantage of the formula sales presentation is that its format often prevents information
from being logically presented.
17) The formula sales presentation can be adapted to a large majority of complex sales situations.
18) The need-satisfaction sales presentation is highly structured.
19) In the need-satisfaction presentation, the need-awareness phase occurs in the first stage of the
presentation.
20) In the need-satisfaction sales presentation, the first 50 to 60 percent of the conversation time
is referred to as the need awareness phase.
21) The customer does most of the talking in the approach and presentation stages of the need-
satisfaction method.
22) In the need-satisfaction presentation method, salespeople enjoy good control over the selling
situation.
23) Another name for the need-satisfaction presentation is the problem-solution presentation.
24) The problem-solution sales presentation consists of six steps. It begins when the salesperson
and the prospect agreeing on the problems that the buyer wants solved.
25) The problem-solution method is best suited for selling insurance and similar financial
products.
26) The problem-solution presentation is a flexible method that requires a detailed analysis of the
prospect’s needs.
27) The problem-solution approach is better than the memorized approach when time is limited.
28) Prior contact with the buyer is essential in the problem-solution method.
29) It is important for the salesperson using familiar terminology and buzzwords to speak in a
formal tone to convey its importance.
30) When delivering a group presentation, the salesperson will find it necessary to be less
structured when dealing with larger groups than when dealing with smaller groups.
31) During the sales presentation, the salesperson should not mention the company’s relative
position in terms of competition as it may sound too aggressive.
32) Developing a proposal document that can serve as a script during the presentation is a part of
the group presentation preparation.
33) When selling to a group, it is necessary to modify the ten step selling process by omitting the
trial close step.
34) For a group sales presentation, prices should be included in an appendix of the proposal
document.
35) Salespeople should not question the listening skills of the group members by giving a benefit
summary at the conclusion of a group sales presentation.
36) Not all styles of sales presentation require that the salesperson be prepared to negotiate.
37) The first phase of any sales negotiation is studying the prospect’s business.
38) The number one asset of a strong negotiator is his or her preparation.
39) The key to selling and negotiating is to always seek a win-win situation in which both the
buyer and seller are happy.
40) Every purchase is made with decision-making criteria in mind. There are usually four levels
of desire within the decision-making criteria.
41) The successful resolution of a negotiation starts with a commitment to do business together.
42) The first discussion point in a sales presentation should address the features, advantages, and
benefits that the prospect desires.
43) ‘Preapproach’ is the first stage in the selling process.
44) The training usage phases progress from natural to awkward to conscious.
45) Which of the following is the fourth step in the sales process?
A) Prospecting
B) Preapproach
C) Presentation
D) Approach
E) Handling objections
46) ________ selling occurs when a company’s sales team provides an education-oriented
presentation for the customer.
A) Problem-solution
B) Need-satisfaction
C) Seminar
D) Direct
E) Conference
47) ________ occurs when the salesperson brings company resource people to discuss a major
problem or opportunity.
A) Educational selling
B) Need-satisfaction selling
C) Seminar selling
D) Conference selling
E) SWOT selling
48) Why should a salesperson first select a sales presentation method and then the approach?
A) The sales presentation method is unimportant.
B) The sales approach is the last step in a sales presentation.
C) The salesperson can integrate trial closes into the approach.
D) The sales presentation method determines how to open the presentation.
E) A good sales presentation can compensate for a poor sales approach method.
49) In all four sales presentation methods, the salesperson is most likely to dominate the
conversation during the ________ stage.
A) approach
B) presentation
C) close
D) preapproach
E) prospecting
50) The ________ involves a persuasive vocal and visual explanation of a business proposition.
A) preapproach
B) display premise
C) sales presentation
D) trial close
E) service follow-up
51) The ________ is the primary factor that differentiates the four sales presentation methods.
A) type of customer
B) percentage of the conversation controlled by the salesperson
C) type of product
D) measurability of the sales call objective
E) number of decision makers
52) When compared to other types of sales presentations, memorized selling is the:
A) least communicated.
B) most interactive.
C) least used in telemarketing.
D) most used in technical sales.
E) most structured.
53) 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?
A) Professional
B) Memorized
C) Need-satisfaction
D) Barrier
E) Problem-solution
54) According to the text, which of the following is the most structured sales presentation
method?
A) The memorized approach
B) The AIDA approach
C) The need-satisfaction approach
D) The formula approach
E) The problem-solution approach
55) According to the text, ________ is the most customized sales presentation method.
A) formula
B) problem-solution
C) memorized
D) stimulus response
E) need-satisfaction