A1-40
future calls. A careful review of Figure 7.1 and Figure 8.3 will help students prepare for this
challenging role-play.
Part V: Developing a Presentation Strategy
This role-play is a continuation of the Part IV role-play exercise. Jamie Julian, a
salesperson representing the Park Shore International, is preparing for a second call on Shannon
Fordham, an important prospect. Developing a presentation strategy involves preparing sales call
objectives, developing a presentation plan, and providing outstanding service. Using information
collected during the first sales call, Julian must plan a presentation that will involve the first three
steps of the six-step presentation plan (see Figure 15.1). The presentation should begin with
appropriate survey, probing, and confirmation questions described in Chapter 11. The new video
series, “Questions, Questions, Questions” supports this role-play.
A1-41
TEST BANK
REALITY SELLING TODAY VIDEO SERIES
CHAPTER 1, ALEX HOMER/TOM JAMES COMPANY REALITY SELLING VIDEO
1. How long will it take to make Jill’s suit?
2. In the Alex Homer video how long did Jill know Rick Britebill?
4. Which company did Alex Homer work for?
CHAPTER 2, INDEPENDENT CONSULTANT (TWFG)—REALITY BUYER’S
GUIDE SITUATION
1. Ryan Guillory is
A1-42
4. John Brewer is a Houston-based__
CHAPTER 3, EDITH BOTELLO/MATTRESS FIRM REALITY SELLING VIDEO
2. What kind of comfort did Andrea want from her mattress?
3. What is happiness guarantee?
4. What is the name of the salesperson serving Andrea?
A1-43
Copyright © 2018 Pearson Education, Inc.
a. Ardella Botellow
b. Edna Botellow
c. Eleanor Botellow
d. Edith Botellow
5. Which store does Andrea walk into?
a. Mattress Firm
b. Tempur-Pedic® Mattresses Co.
c. Sealy Mattresses Inc.
d. She doesn’t go to a store, she is shopping online
CHAPTER 4, SUSANNA ROSAS/CBRE GROUP, INC. REALITY SELLING VIDEO
1. How long has Mr. Smith been in his current facility?
2. How many shipments does Mr. Smith’s currently facility have?
4. What is the square footage of Mr. Smith’s current facility?
5. What type of location is Mr. Smith looking for?
A1-44
CHAPTER 6, AMY VANDAVEER/TEXASMONTHLY REALITY SELLING VIDEO
3. How many readers does TexasMonthly have?
5. How many overruns did the client want to do?
CHAPTER 8, ASHLEY PINEDA/PULTE GROUP HOME BUILDERS REALITY
SELLING VIDEO
1. What did the client say her father’s job was?
2. How much was the down payment for the house for?
3. What did the client say she had to have in her home?
A1-45
Copyright © 2018 Pearson Education, Inc.
a. She doesn’t mention anything in particular
b. A fireplace
c. A dog-park nearby
d. None of the above
4. Which company did Ashley Pineda (the salesperson) work for?
a. Pulte Group Home Builders
b. Pulte Construction
c. Pulty Group Garage Builders
d. Pully Group Commercial Builders
5. How long has the client been renting her apartment?
CHAPTER 9, DAVE LEVITT/SALESFORCE.COM REALITY SELLING VIDEO
4. What is the retention rate at salesforce.com?
5. What are some of the problems that Adam mentions he has and why he wants to try
A1-46
Copyright © 2018 Pearson Education, Inc.
c. He has no issues, want to just try salesforce.com
d. None of the above
CHAPTER 10, ALIM HIRANI/HILTI CORPORATION REALITY SELLING VIDEO
1. What are some of the challenges that the client faces with a tape measure?
4. What are some of the repercussions of inaccurate measurement as mentioned by the
client?
CHAPTER 12, CHRIS WYLIE/ECOLAB REALITY SELLING VIDEO
1. How long has Pat been a customer of Ecolab?
A1-47
Copyright © 2018 Pearson Education, Inc.
b. $6,000
c. $60
d. The amount isn’t mentioned in the video
3. What is the quantity recommended by Ecolab for the usage of rinse additive?
CHAPTER 13, HEATHER RAMSEY/MARRIOTT INTERNATIONAL REALITY
SELLING VIDEO
2. When Heather asks Mr. Watt how she can make Marriott stand out in the proposal, his
4. How many people is Mr. Watts bringing in to interview?
A1-48
Copyright © 2018 Pearson Education, Inc.
a. He is not bringing anyone to interview
b. He doesn’t mention any such information
c. 150-200
d. He wants to rent a room himself and not interview anyone
5. How many rooms in total did Mr. Watt require?
a. 14
b. 1 Big Conference Room
c. He doesn’t say a definite number
d. 2 rooms and 5 conference rooms
CHAPTER 15, KHALID NAZIRUDDIN/SEWELL AUTOMOTIVE COMPANY
1. Naziruddin specializes in sales of which brand
4. Sewell Automotive follows the ___
5. Naziruddin is a graduate from