Page 1
1.
Whether lengthy and formally organized or brief and loosely structured, ________ are
used to help organizations make decisions on products, procedures, and policies.
2.
The general purpose of a sales presentation is to ________.
3.
An excellent means of appealing to buyer psychology can be achieved through the use
of the ________ ________.
4.
A ________ ________ informs managers and other employees of new developments
that affect them and their work.
5.
The difference between a staff report and a ________ ________ is the audience.
6.
The end of a formal staff report should include ________.
7.
The motivated sequence, problem-solution, problem-cause-solution, and ________
advantage patterns are appropriate options for sales presentations.
Page 2
Answer Key
Page 3
1.
Formal speeches are common in the workplace.
A)
True
B)
False
2.
There are many commonalities between formal public speaking and business
presentations, but important differences as well.
A)
True
B)
False
3.
Audience members of business or professional presentations are frequently voluntary or
self-selected.
A)
True
B)
False
4.
Presentational speakers, unlike public speakers, tend not to be seen as experts.
A)
True
B)
False
5.
Corporations and nonprofit, educational, and government organizations alike depend on
reports and proposals to supply information and shape decisions.
A)
True
B)
False
6.
Sales presentations are about informing the potential buyer, not persuading them.
A)
True
B)
False
7.
Sales pitches are organized like persuasive speeches.
A)
True
B)
False
8.
The recipients of a staff report then use the information to implement new policy, to
coordinate other plans, or to make other reports to other groups.
A)
True
B)
False
Page 4
9.
A progress report can be directed to people inside and outside an organization.
A)
True
B)
False
10.
Progress reports are presented to supervisors instead of same-level coworkers.
A)
True
B)
False
11.
Recommendations should be offered at the beginning of a formal staff report.
A)
True
B)
False
12.
Corporations and nonprofit, educational, and government organizations alike depend on
________ and proposals to supply information and shape decisions.
A)
cases
B)
patterns
C)
pitches
D)
reports
13.
Typically, suitable organizational patterns for sales presentations include any of the
following EXCEPT
A)
motivated sequence.
B)
problem-solution.
C)
comparative advantage.
D)
spatial.
14.
The motivated sequence offers an excellent means of appealing to buyer
A)
psychology.
B)
biology.
C)
anthropology.
D)
cardiology.
Page 5
Answer Key
Page 6
1.
Describe the purpose, audience, and organization of a sales proposal.
2.
In what ways can the motivated sequence be adapted to the selling situation?
3.
Describe the difference between a staff report and a progress report.
4.
How should a formal staff report be organized?
5.
In which situations are the comparative advantage pattern and the problem-solution
pattern effective in sales presentations?
Page 7
Answer Key