56) Which of the following is an unstructured sales presentation method that typically requires
significant creativity?
A) Memorized presentation
B) Stimulus response presentation
C) Need-satisfaction presentation
D) Canned sales presentation method
E) Problem-solution presentation
57) According to the text, the ________ method of sales presentation is semi-structured.
A) formula
B) memorized
C) stimulus response
D) need-satisfaction
E) problem-solution
58) With the ________ sales technique, the salesperson monopolizes the conversation and often
talks about benefits which are of no use to the prospect. This sales presentation method is often
perceived as a high-pressure sales presentation method.
A) professional
B) need-satisfaction
C) barrier
D) memorized
E) problem-solution
59) You would most likely find canned sales presentations being used to sell:
A) office equipment and cash registers.
B) home entertainment centers.
C) perishable products.
D) vacuum cleaners.
E) legal services.
60) Arlene, a new cosmetics salesperson, is planning to go door-to-door in a neighborhood in
which she has never conducted business. Which sales presentation method would most likely be
appropriate for Arlene?
A) Need-satisfaction
B) Problem-solution
C) Customized
D) Memorized
E) Formula
61) Donna is planning her first Pampered Chef party during which she will try to sell the
company’s cooking utensils and gadgets. Donna is new to sales and feels nervous about the sales
presentation. Which of the following methods would be best for Donna?
A) Formula
B) Memorized
C) Customized
D) Problem-solution
E) Need-satisfaction
62) Which of the following is a major advantage of using the memorized sales presentation
method?
A) It allows moderate participation from the prospect.
B) It allows the salespeople to highlight different benefits for different customers.
C) It lends confidence to inexperienced salespeople.
D) It allows salespeople to proceed quickly and answer more customer questions.
E) It can be used well for selling technical products.
63) Which of the following is an advantage of using a memorized sales presentation?
A) It ensures that the company’s salespeople provide the same information to all customers.
B) It has a problem solving orientation that ensures customized benefits.
C) It is flexible and adapts readily to long or short presentation times.
D) It keeps prospect participation at a minimum.
E) It can be used for highly technical products.
64) Which of the following is a disadvantage of the memorized sales presentation?
A) The difficulty involved in preparing and using the memorized sales presentation often
frightens inexperienced salespeople.
B) The memorized sales presentation includes too much prospect participation.
C) The memorized sales presentation is not effective when selling time is short.
D) The memorized sales presentation presents features, advantages and benefits that may not be
important to the buyer.
E) Salespeople are often disorganized when they use the memorized sales presentation.
65) Products that are suitable for the memorized sales presentation method are best described as:
A) trendy.
B) simple.
C) complex.
D) technical.
E) industrial.
66) Which of the following is characteristic of the memorized sales presentation?
A) Requires prior contact with buyer
B) Perceived as high pressure selling
C) Used for multi-day presentations
D) Lacks structure and organization
E) Opens with questions to prospect
67) One of the disadvantages of the memorized sales presentation is the fact it:
A) does not allow the seller to control the conversation.
B) requires the seller’s presentation to follow the AIDA approach.
C) requires even inexperienced sellers to adapt to the buyer’s personality.
D) is inappropriate for transactional selling.
E) allows for limited prospect participation.
68) All of the following are the advantages of a formula sales presentation EXCEPT:
A) It ensures that all information is presented logically.
B) It allows reasonable amount of buyer-seller interaction.
C) It allows for smooth handling of anticipated questions.
D) It is effective when the product is non-technical.
E) It is a fully structured sales presentation method.
69) The formula presentation is often referred to as the ________ presentation.
A) modified rebuy
B) AIDA
C) persuasive selling
D) transactional
E) need-development
70) The ________ presentation method is based on the assumption that similar prospects in
similar situations can be approached with similar presentations.
A) need-satisfaction
B) barrier
C) persuasive selling
D) relationship
E) problem-solution
71) 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) Customers get the greatest amount of talking time at the beginning of the formula sales
presentation.
E) To successfully use the formula sales presentation method, the salesperson must have
previously identified the prospect’s needs and wants.
72) Shawn sells office supplies and paper to large corporations, many of whom are current
customers. What sales presentation method should Shawn most likely use?
A) Need-satisfaction
B) Memorized
C) Barrier
D) Persuasive selling
E) Problem-solution
73) ________ is effective for consumer goods salespeople in straight rebuy situations.
A) Need-satisfaction
B) Memorized
C) Barrier
D) Problem-solution
E) Formula
74) In the formula selling method, customer talking time peaks during:
A) the approach stage.
B) prospecting.
C) the presentation stage.
D) negotiation and close.
E) preapproach.
75) Which statement about the formula sales presentation is INCORRECT?
A) The formula sales presentation is based on the AIDA procedure of developing and giving the
sales presentation.
B) Modified rebuy situations are a good time to use the formula sales presentation method.
C) The formula sales presentation is the best method to use when the prospect allows a few
minutes for the presentation.
D) The customer has the largest amount of talking time during the latter half of the presentation
phase of the formula sales presentation.
E) To successfully use the formula sales presentation method, the salesperson must have
previously identified the prospect’s needs and wants.
76) The formula sales presentation is most closely associated with:
A) the AIDA procedure.
B) the SELL sequence.
C) need-development.
D) problem-solution.
E) the CCC GOMES steps.
77) In AIDA procedure, ‘D’ stands for:
A) demand.
B) desire.
C) describe.
D) develop.
E) define.
78) Which of the following is the first step in AIDA procedure?
A) Approach
B) Attention
C) Attraction
D) Action
E) Attire
79) A salesperson using the formula sales presentation method would most likely open with a:
A) reminder of past purchases.
B) canned introduction.
C) open-ended question.
D) request for analysis.
E) brief story.
80) Which of the following statements describes an advantage associated with the formula sales
presentation?
A) It reduces anxiety and nervousness for new salespeople.
B) It requires little prospect participation or interaction.
C) It is best for selling technical products that require prospect input.
D) It ensures that all sales information is presented logically.
E) It is effective when the selling time is very brief.
81) Which of the following is the problem associated with using the formula sales approach
without knowing customers’ needs?
A) It will reduce the buyer-seller interaction and make the job difficult for the salesperson.
B) The customer will raise objections only at the closing stage and complicate the sale.
C) The salesperson cannot implement any trial closes with confidence.
D) The customer may not respond to the salesperson’s questions.
E) Customer objections may arise early in the presentation.
82) The ________ presentation is the most challenging and creative form of selling because it is
designed to be interactive.
A) formula
B) stimulus-response
C) need-satisfaction
D) straight-rebuy
E) problem-solution
83) A salesperson opens his sales call with the question, “What type of functions are you looking
for in your computer?” is most likely utilizing the ________ presentation method.
A) transactional
B) need-satisfaction
C) stimulus-response
D) participative
E) formula selling
84) Gulf Technology manufactures platforms for deep sea oil rigs. Costs for the platforms can
exceed $1 million. Which sales approach would a Gulf Technology salesperson most likely use?
A) Persuasive selling
B) Need-satisfaction
C) Response-stimulus
D) AIDA selling
E) Participative
85) At the beginning of a presentation, a salesperson asks a catalog retailer, “What type of
inventory management software would you like your company to use?” The salesperson is more
than likely using the ________ sales presentation method.
A) problem-solution
B) stimulus-response
C) participative
D) persuasive selling
E) need-satisfaction
86) The need-satisfaction sales presentation has several phases. Which of the following presents
those phases in the correct order?
A) Need-perception, need-comprehension, and need-satisfaction
B) Need-realization, need-utilization, and need-development
C) Need-utilization, need-fulfillment, and need-satisfaction
D) Need-development, need-awareness, and need-fulfillment
E) Need-awareness, need-development, and need-satisfaction
87) During the ________ phase of the need-satisfaction sales presentation, the conversation is
limited to a discussion of the buyer’s needs.
A) need-feedback
B) need-disclosure
C) need-development
D) need-fulfillment
E) need-awareness
88) During the ________ phase of the need-satisfaction sales presentation, the salesperson
begins to take control of the conversation by restating the prospect’s needs to clarify the
situation.
A) need-fulfillment
B) need-awareness
C) need-utilization
D) need-feedback
E) need-development
89) Which of the following is a major difference between the need-satisfaction method and the
formula sales method?
A) The formula sales method opens with questions to the prospect unlike the need-satisfaction
method.
B) The need-satisfaction method is better for repeat buyers than the formula approach.
C) The need-satisfaction method is more flexible than the formula selling technique.
D) The formula sales approach is less structured than the need-satisfaction approach.
E) The formula method is more interactive than the need-satisfaction method.
90) Windfall Computers instructs its salespeople to use a particular sales presentation method
when selling to corporations. Initially, prospects are asked to discuss the different problems and
requirements they have. After the prospects finish talking, the salesperson summarizes the
requirements of the customer and presents solutions. The salesperson’s act of summarizing can
be termed as:
A) need-summary.
B) need-awareness.
C) need-development.
D) need-diffusion.
E) need-fulfillment.
91) The salesperson is using a needs-satisfaction sales presentation. In the ________ phase, the
salesperson will show how the product being sold will satisfy mutual needs.
A) need-fulfillment
B) need-awareness
C) need-utilization
D) need-development
E) need-perception
92) In a need-satisfaction presentation, most of the time is spent in the ________ phase.
A) need-fulfillment
B) need-awareness
C) need-utilization
D) need-development
E) need-diffusion
93) What is the most likely reason that some salespeople dislike the need-satisfaction sales
presentation approach?
A) The salesperson must give the prospect some control of the selling situation.
B) The method is impractical for selling highly technical products.
C) The salesperson must present unimportant benefits to the buyer.
D) The approach requires the salesperson to close too quickly.
E) The method allows very little prospect participation.
94) Which of sales presentation method is normally used while presenting the proposal to a
group of individuals?
A) Stimulus response
B) Memorized
C) Barrier
D) Problem-solution
E) Formula selling
95) Elisha Levi believes that a flexible, customized approach to selling is best when dealing with
highly complex products or services. She typically performs an in-depth study of a prospect’s
needs before developing a well-planned presentation. Levi obviously favors the ________
presentation method.
A) memorized
B) stimulus response
C) problem-solution
D) need-satisfaction
E) formula