128) What are the four phases of negotiation?
A) Planning, meeting, studying, and proposing
B) Attention, interest, desire, and action
C) Interest, desire, conviction, and buying
D) Planning, proposing, reciprocating, and closing
E) Planning, studying, sampling, and closing
129) All of the following would be potential bargaining chips for a salesperson during
negotiations EXCEPT:
A) price flexibility.
B) training availability.
C) extra services to offer.
D) optional equipment to provide.
E) products available from competitors.
130) A salesperson’s chosen presentation method and approach technique should be based on
which of the following?
A) Delivery schedule
B) Product and prospect
C) Customer preference
D) Interest and demand
E) Group behavior
131) The key to selling and negotiating is seeking to:
A) identify gatekeepers.
B) create a win-win situation.
C) provide all product information.
D) generate profitable, one-time sales.
E) understand significant group behaviors.
132) During the approach, it is best if a salesperson does all of the following EXCEPT:
A) takes notes.
B) makes eye contact.
C) sits in the public space.
D) provides a business card.
E) uses the prospect’s name.
133) The parallel dimensions of selling enable salespeople to:
A) negotiate with new customers.
B) compare sales presentation methods.
C) adhere to the Core Principles of Professional Selling.
D) create sales where there is no customer need.
E) understand the interactions between each component.
134) Which of the following correctly represent the discussion sequence in a sales presentation?
A) Product discussion, presentation of marketing plan, explanation of business proposal,
purchase suggestion, trial close, close, follow up.
B) Approach, product discussion, marketing plan presentation, meeting objections, purchase
suggestion.
C) Approach, product discussion, marketing plan presentation, explain business proposal,
meeting objections, purchase suggestion.
D) Product discussion, presentation of marketing plan, explanation of business proposal, close.
E) Attention, interest, desire, conviction, action.
135) If a prospect chooses not to purchase a salesperson’s product, the salesperson should:
A) leave quickly.
B) ask the reasons why.
C) attempt to negotiate.
D) revise the marketing plan.
E) send a follow-up questionnaire.
136) The use of the memorized sales presentation is based on two different assumptions. List
them.
137) What are three advantages of using the canned sales presentation method?
138) What are three disadvantages associated with the use of the memorized sales presentation
method?
139) Explain the formula sales presentation method. When is it effective to use the formula sales
method?
140) What are three advantages associated with using the formula sales presentation method?
141) What steps are involved in the problem-solution approach to selling?
142) In what kind of selling situation is the need-satisfaction sales presentation approach the
most effective?
143) Comment on the following statement: “No matter what the situation, the need-satisfaction
presentation is always the most effective.”
144) How would you describe storytelling in sales? What are the few common best practices
used in communicating sales stories.
145) How does a salesperson benefit from storytelling skills?
146) Differentiate between metaphors, analogies, and parables. How do salespeople incorporate
these best practices in communicating stories?
147) Imagine that you are a furniture salesperson. Describe a mattress to a prospect using an
analogy.
148) Gracie Salazar sells women’s sportswear. She is experienced in making sales presentations
to groups of two to four buyers. Gracie’s sales manager has told her to prepare her presentation
for a group of thirty department store buyers. Does Gracie need to make any changes in her
presentation to a larger group? Explain your answer.
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149) Pierre LaSaunt needs to make a proposal to a group of engineers. Why has his sales
manager instructed him to omit prices from the proposal document?
150) How successful will a salesperson be if he or she views every buyer as an adversary?
151) Discuss what a salesperson should review and analyze during the planning phase of
negotiation.
152) What is the basic difference between the four sales presentation methods?
153) What is another name for the formula sales presentation method?
154) Name the most challenging and creative type of sales presentation.
155) List the three stages of the need-satisfaction sales presentation.
156) What is the first step in a typical problem-solution sales presentation?
157) List the three parallel dimensions of selling.
158) Stage Technologies is a London-based company that supplies engineering solutions for the
entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage
and provided stage-rigging packages for Princess Cruise’s vessels. The company was established
in 1994 after a couple of production designers decided that the automation of theater productions
could be done more safely and more efficiently by using modular production rather than the old
“build-as-needed” formula. The company installs winches, stage lifts, and other equipment
commonly used in stage productions. The equipment is designed so it can be operated from a
single console without awkward or heavy lifting. Both opera companies and theaters see the
benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie
and Mark Ager, the company’s best salespeople, must design sales presentations that address
these concerns.
Hastie and Ager would most likely use the formula presentation approach when:
A) working with a prospect who has limited time.
B) selling to a veteran stage production manager.
C) making a proposal to a committee.
D) dealing with a rebuy situation.
E) negotiating with a manager.
159) Stage Technologies is a London-based company that supplies engineering solutions for the
entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage
and provided stage-rigging packages for Princess Cruise’s vessels. The company was established
in 1994 after a couple of production designers decided that the automation of theater productions
could be done more safely and more efficiently by using modular production rather than the old
“build-as-needed” formula. The company installs winches, stage lifts, and other equipment
commonly used in stage productions. The equipment is designed so it can be operated from a
single console without awkward or heavy lifting. Both opera companies and theaters see the
benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie
and Mark Ager, the company’s best salespeople, must design sales presentations that address
these concerns.
What types of sales presentations would Hastie and Ager most likely use for new customers?
A) Need-satisfaction and problem-solution
B) Memorized and need-fulfillment
C) Need-fulfillment and need-development
D) Formula and problem-solution
E) Persuasive selling and need-satisfaction
160) Stage Technologies is a London-based company that supplies engineering solutions for the
entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage
and provided stage-rigging packages for Princess Cruise’s vessels. The company was established
in 1994 after a couple of production designers decided that the automation of theater productions
could be done more safely and more efficiently by using modular production rather than the old
“build-as-needed” formula. The company installs winches, stage lifts, and other equipment
commonly used in stage productions. The equipment is designed so it can be operated from a
single console without awkward or heavy lifting. Both opera companies and theaters see the
benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie
and Mark Ager, the company’s best salespeople, must design sales presentations that address
these concerns.
Hastie walks into a prospect’s office and asks, “How would you like to increase rehearsal time
and ensure long-term cost savings?” From this opening line, you can assume that Hastie is most
likely using a ________ presentation.
A) persuasive selling
B) logical reasoning
C) need-satisfaction
D) formula
E) price/value
161) Stage Technologies is a London-based company that supplies engineering solutions for the
entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage
and provided stage-rigging packages for Princess Cruise’s vessels. The company was established
in 1994 after a couple of production designers decided that the automation of theater productions
could be done more safely and more efficiently by using modular production rather than the old
“build-as-needed” formula. The company installs winches, stage lifts, and other equipment
commonly used in stage productions. The equipment is designed so it can be operated from a
single console without awkward or heavy lifting. Both opera companies and theaters see the
benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie
and Mark Ager, the company’s best salespeople, must design sales presentations that address
these concerns.
Ager is making a presentation to an opera company. The company’s producer is planning a show
that involves the lead tenor hovering over the audience, a stunt that requires a customized winch
and lift system. So far, Ager has made four trips to the set in order to take measurements and
evaluate the facilities. Ager is most likely using the ________ presentation method to convince
the opera company that Stage Technologies should design and build the needed equipment.
A) logical reasoning
B) problem-solution
C) formula
D) persuasive selling
E) need-satisfaction
162) Stage Technologies is a London-based company that supplies engineering solutions for the
entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage
and provided stage-rigging packages for Princess Cruise’s vessels. The company was established
in 1994 after a couple of production designers decided that the automation of theater productions
could be done more safely and more efficiently by using modular production rather than the old
“build-as-needed” formula. The company installs winches, stage lifts, and other equipment
commonly used in stage productions. The equipment is designed so it can be operated from a
single console without awkward or heavy lifting. Both opera companies and theaters see the
benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie
and Mark Ager, the company’s best salespeople, must design sales presentations that address
these concerns.
Ager and Hastie are presenting a proposal to a theater group. People in attendance include
various accountants, actors, and producers. The sales presentation should include all of the
following EXCEPT a(n):
A) statement regarding the firm’s guarantees.
B) list of theaters the company has equipped.
C) history of the company and its mission.
D) list of the firm’s safety credentials.
E) price list for basic systems.