96) Typically the first step of the problem-solution sales presentation is to:
A) prepare the presentation based on previously gathered customer knowledge.
B) convince the prospect to allow the salesperson to analyze the problem.
C) have the prospect and the salesperson agree on the nature of the problem.
D) prepare a written problem-solution proposal for the prospect.
E) analyze the prospect’s problem in order to find possible solution.
97) Identify the correct sequence of steps used in a problem-solution presentation.
A) Permission to conduct analysis, analysis, problem identification, proposal, preparation,
presentation.
B) Permission to conduct analysis, analysis, proposal, negotiation, preparation, presentation.
C) Permission to conduct analysis, preparation, analysis, proposal, and presentation.
D) Preparation, permission to conduct analysis, analysis, problem identification, proposal,
presentation.
E) Preparation, permission to conduct analysis, analysis, proposal, presentation.
98) Which of the following products would most likely require a problem-solution sales
presentation?
A) Automobiles
B) Cosmetics
C) Corporate insurance
D) Personal computers
E) Home sound system
99) A salesperson using the problem-solution sales presentation method is most likely selling
a(n) ________ product or service.
A) trivial
B) simple
C) complex
D) mechanical
E) technical
100) In selling highly complex products, such as industrial equipment and accounting systems,
salespeople make several sales calls to develop a detailed analysis of a prospect’s needs. What
kind of sales presentation method is most likely required?
A) Formula
B) Memorized
C) Stimulus response
D) Need-satisfaction
E) Problem-solution
101) The typical last step of the problem-solution sales presentation is to:
A) make the sales presentation.
B) propose follow-up activities.
C) analyze prospect’s problems against those of its competitors’.
D) prepare a written solution for the prospect’s problem(s).
E) handle prospect’s objections to the solution.
102) Which sales presentation method generally has the highest paid salespeople?
A) Problem-solution
B) Transactional selling
C) Formula sales approach
D) Canned sales approach
E) Need satisfaction
103) ________ presentation method is best suited for selling trivial products.
A) Problem-solution
B) Transactional selling
C) Formula sales approach
D) Canned sales approach
E) Need satisfaction
104) Which sales presentation method is best for selling group insurance policies to
organizations?
A) Need-satisfaction
B) Transactional selling
C) Formula sales approach
D) Canned sales approach
E) Problem-solution
105) Why is it most important for a salesperson to invest time in preparing for a group sales
presentation?
A) Meet the different needs of each group member
B) Prevent any questions from being raised
C) Avoid having to reference the proposal
D) Encourage more group involvement
E) Present the data from memory
106) 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.
A) stimulus-response
B) need-satisfaction
C) formula
D) canned
E) persuasive
107) Identify the most appropriate sales presentation method that can be used when time is short
and the product is simple.
A) Stimulus response
B) Memorized
C) Barrier
D) Problem-solution
E) Formula selling
108) Which type of sales presentation method is best when a salesperson has sold products to a
prospect in the past?
A) Stimulus response
B) Memorized
C) Barrier
D) Problem-solution
E) Formula selling
109) Which of the following is an implied comparison that uses a contrasting word or phrase to
evoke a vivid image?
A) Metaphor
B) Simile
C) Analogy
D) Parable
E) Imagery
110) When talking to prospects, it is most important for salespeople to:
A) ask personal questions.
B) use technical jargon.
C) provide parables.
D) speak formally.
E) use buzzwords.
111) A salesperson says, “Castrol GTX protects your car engine. It’s like having a dust cover for
your engine.” The salesperson is using a(n):
A) simile.
B) analogy.
C) metaphor.
D) parable.
E) image.
112) When two situations have something in common, they can be effectively compared by
using a(n):
A) metaphor.
B) simile.
C) analogy.
D) parable.
E) imagery.
113) “Mrs. Baird’s Bread is made with love. It is like my grandmother is making it in her
kitchen.” This statement is an example of a(n):
A) imagery.
B) metaphor.
C) analogy.
D) dramatization.
E) demonstration.
114) Which of the following refers to a brief story used to illustrate a point and to compare
something familiar to something unfamiliar?
A) Metaphor
B) Simile
C) Analogy
D) Parable
E) Imagery
115) “The Armour Brand protective coating is very tough. It is like covering something with
steel.” This statement is an example of a(n):
A) visual.
B) metaphor.
C) dramatization.
D) proof statement.
E) analogy.
116) Robert, a sales representative for JBR International, is giving a group sales presentation.
Which of the following would be LEAST effective for Robert to do at the beginning of the
presentation?
A) Briefly explain the premise of the proposal
B) Distribute account lists to group members
C) Summarize the warranty policies of JBR
D) State the competitive advantages of JBR
E) Give a lengthy history of JBR and its mission
117) In the beginning of a group sales presentation, a salesperson should:
A) explain how the FAB formula will be used in the presentation.
B) provide every member of the group with a customer profile.
C) give quality assurances and qualifications.
D) ignore the group’s behavioral style.
E) summarize the marketing plan.
118) Robert, a sales representative for JBR International, is giving a group sales presentation.
Robert has gone through the opening steps of establishing the credibility of JBR. What should
Robert most likely do next?
A) Provide an overview of the firm’s growth
B) Use visual aids to discuss proposal specifics
C) Discuss the price for implementing the proposal
D) Gather input about the criteria for making a purchase
E) Summarize the short-term and long-term benefits of the product
119) Avril is selling a uniform service to a company that cleans many of the office buildings in
Baltimore. She is doing a sales presentation to all of the members of the company’s buying
center. She has just finished giving a brief history of her company and discussing her firm’s
philosophy to the 25 people in the room. She has also mentioned a few large companies her firm
has worked with in the past. Avril has done this to:
A) outline benefits.
B) establish credibility.
C) create a selling environment.
D) get the attention of her audience.
E) create interest in her company.
120) Assuming that you are a salesperson making a group sales presentation, which of these
statements is true?
A) The larger the group, the less structured your presentation must be.
B) Avoid talking to any members of the group prior to the presentation.
C) Establish your credibility in the early stage of the presentation.
D) Prepare a written proposal document that includes prices.
E) Omit trial closes from your presentation.
121) Which of the following statements about group sales presentations is most likely true?
A) Use the proposal document as a script during the presentation.
B) Provide a detailed SWOT analysis for each potential competitor.
C) During the presentation avoid mentioning previous or current clients.
D) Determine the behavioral style of the group to maintain the attention of all members.
E) Avoid contact with decision makers prior to a presentation to prevent the appearance of being
unethical.
122) All of the following should be included in a proposal document EXCEPT:
A) testimonials.
B) data and statistics.
C) product prices.
D) criteria for success.
E) solutions to specific problems.
123) Why is it best to exclude price from a proposal document created for a group presentation?
A) Fees and charges will create group confusion.
B) Prices charged by competitors are hard to obtain.
C) Fluctuations in the economy prevent pricing accuracy.
D) Shipping and handling fees are difficult to estimate.
E) Price rather than the document will become the focus.
124) The business proposal document prepared by the salesperson after a group sales
presentation should be:
A) less than ten pages.
B) written on company stationery.
C) used as a substitute for a presentation.
D) viewed as a customer reference source.
E) an identical script of the sales presentation.
125) At the end of a group sales presentation, the salesperson should provide prospects with a(n):
A) T-account.
B) summary of benefits.
C) order form.
D) service contract.
E) hierarchy of needs.
126) Most inexperienced salespeople generally operate in a ________ mode during negotiation.
A) cooperative
B) competitive
C) attitudinal
D) organizational
E) personal
127) What is the key to being a strong negotiator?
A) Service
B) Preparation
C) Extroversion
D) Good product features
E) Oral communication skills