Question 1

Which of the following are NOT strong rationale for not including pricing details in your sales proposal that is likely to become a group sales presentation?
A)people tend to look at the price and ignore that actual presentation
B)gives you flexibility to change the price later
C)prices tend to prejudice non-decision makers who should not be concerned with prices
D)provides for greater flexibility if management decides to circulate the proposal to others in the company
E)potential internal political issues

Accepted Answer

Not including pricing details in a sales proposal that is likely to become a group sales presentation solely for the purpose of having flexibility to change the price later is not a strong rationale. It can come across as being secretive and untrustworthy to potential clients. It is important to be transparent and upfront about pricing to build trust and credibility in the sales process.

Question 2

You have been asked to provide one single tip to a group of new salespersons.Which of the following is likely to be your number one tip to this group?
A)Since the presentation is less structured, take time to discuss things in detail
B)Try to create a win-win situation where both buyer and seller are happy
C)Provide all the information about a product, even if it is unfavourable
D)Rank making the sale as the number one most important consequence of the sales presentation
E)Do not contact the buying party prior to the presentation

Accepted Answer

Creating a win-win situation where both the buyer and the seller are happy is likely to result in a successful sales outcome, as it builds trust and rapport between the parties involved. This approach emphasizes focusing on the needs of the prospect and finding ways to address them, rather than just pushing for a sale at all costs.

Question 3

What should a salesperson do in the beginning of a group sales presentation?
A)since group presentations are less structured, discuss the company's history in detail
B)introduce himself, his company, and establish credibility with the prospect
C)do a competitive analysis
D)discuss company's wrongdoings
E)address any questions before starting the presentation

Accepted Answer

It is important for the salesperson to introduce themselves, their company, and establish credibility with the prospect to build trust and rapport. This sets the foundation for the rest of the presentation. A is not necessary for the beginning of the presentation, and C and D may not be appropriate depending on the situation. E can be done after the introduction.

Question 4

Assume you are the 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)You should not talk to the members of the buying group prior to the presentation.
C)Establish your credibility early in the presentation.
D)Prepare a written proposal document and be sure to include prices.
E)Address questions before starting the presentation.

Accepted Answer

Establishing credibility early in the presentation is important because it helps build trust and rapport with the buyers. This can be achieved by sharing relevant experience, success stories, or credentials at the beginning of the presentation. A structured presentation is still necessary regardless of group size, and it is important to address questions both before and during the presentation. While a written proposal document may be useful, it is not necessary to include prices in the initial proposal as those can be negotiated later. It is also important to talk to members of the buying group prior to the presentation to ensure you understand their needs and can tailor your presentation accordingly.

Question 5

Which of the following questions would you classify as being "needs analysis" focused?
A)what colour of truck are you looking for?
B)do you want a long beg or a short bed truck?
C)do you know what you will be using the truck for?
D)do you want a two or four wheeled drive truck?
E)do you have a tire size preference?

Accepted Answer

Asking about the intended use of the truck helps identify the customer's needs and therefore qualifies as a needs analysis question.

Question 6

The use of the memorized sales presentation is based on two different assumptions underpinning this sales presentation approach.Identify those two assumptions.

Accepted Answer

The answer of The use of the memorized sales presentation...

Question 7

SPIN is an acronym describing a sequential questioning approach used by salespeople.It involves four different types of questions asked in a particular order.Which of the following is not one of those sequential steps?
A)product
B)situation
C)need-payoff
D)implication
E)problem

Accepted Answer

The SPIN model consists of four steps: situation, problem, implication, and need-payoff. "Product" is not a step in this approach.

Question 8

Which of the following should NOT be part of an approach checklist?
A)confirm your appointment
B)prepare your sales aids
C)arrive right on time
D)organize your presentation materials
E)ensure you have the right directions to the meeting

Accepted Answer

"Arrive right on time" should not be part of an approach checklist because it is a basic expectation and should already be planned for. The items on a checklist should focus on more specific and actionable steps to ensure a successful approach and presentation.

Question 9

There are four phases in most negotiations with a potential customer.Under which phase would you include finding out what other products or services your prospect is considering?
A)the introduction phase
B)the proposing phase
C)the studying phase
D)the meeting phase
E)the planning phase

Accepted Answer

Finding out what other products or services the prospect is considering falls under the studying phase, which involves researching and learning about the prospect's needs, interests, and preferences. This information helps in tailoring the proposal to meet the prospect's requirements and objections. The introduction phase involves introducing oneself and establishing rapport, the proposing phase involves presenting the proposal and addressing concerns and objections, the meeting phase involves scheduling and conducting the negotiations, and the planning phase involves finalizing the agreement and setting the terms and conditions.

Question 10

What is the salesperson attempting to do when he/she provides a brief summary of his/her company's relative strengths in the marketplace?
A)explaining how the FAB formula is used by his/her company
B)explaining his/her company's "short cycle"
C)explaining his/her company's competitive advantage
D)explaining the cost advantages of his/her product
E)explaining the company's financial terms and conditions of a general contract

Accepted Answer

The salesperson is attempting to explain his/her company's competitive advantage by providing a summary of the company's relative strengths in the marketplace.

Question 11

How do salespeople earn the right to have a prospect's attention?

Accepted Answer

The answer of How do salespeople earn the right to...

Question 12

Which of the following statements about group sales presentations is false?
A)During the presentation do not mention other clients you have sold to in the past.
B)When explaining why your company is the best choice as a supplier, a detailed list of comparative strengths and weaknesses is often very helpful.
C)It is often a great idea to use a proposal document as a script during your presentation.
D)It is a good idea to contact decision makers prior to the actual sales presentation.
E)Establish credibility as early as possible during the presentation.

Accepted Answer

Mentioning other clients you have sold to in the past can help establish credibility and provide social proof, making it a useful strategy in group sales presentations.

Question 13

The textbook offers several practical tips that salespersons should keep in mind when selling in a multicultural setting or internationally.Which of the following is NOT one of those tips?
A)a firm handshake is viewed globally as a sign of respect
B)in some cultures, not having direct eye contact is seen as a sign of respect
C)a blue suit and a white shirt are not always a good colour combination for business meetings
D)what is viewed as "personal space" varies from culture to culture
E)always do your research and never assume anything

Accepted Answer

The tip that a firm handshake is viewed globally as a sign of respect is actually mentioned in the textbook as one of the practical tips for selling in a multicultural setting or internationally. Therefore, this is not the answer to the question.

Question 14

Under which of the four types of questions under the SPIN approach would you include the following question; "how many photocopies do you make in an average week?"
A)problem
B)product
C)situation
D)need-payoff
E)implication

Accepted Answer

This question is gathering factual information about the current situation, which is characteristic of a situation question in the SPIN selling approach.

Question 15

"Mrs.Kamel, would you be interested in seeing our new line of photocopiers which I feel may save your company $25,000 per year in printing costs?" What kind of approach is this question an example of?
A)curiosity
B)opinion
C)benefit
D)shock
E)product

Accepted Answer

The question is an example of a benefit approach as it focuses on how the new line of photocopiers could save Mrs. Kamel's company $25,000 per year in printing costs, which is a significant benefit.

Question 16

Which of the following is the correct order of the training usage that a salesperson goes through?
A)Stage 1: Conscious stage, Stage 2: Awkward stage, Stage 3: Natural Stage
B)Stage 1: Natural stage, Stage 2: Awkward stage, Stage 3: Conscious Stage
C)Stage 1: Natural stage, Stage 2: Conscious stage, Stage 3: Awkward Stage
D)Stage 1: Awkward stage, Stage 2: Natural stage, Stage 3: Conscious Stage
E)Stage 1: Awkward stage, Stage 2: Conscious stage, Stage 3: Natural Stage

Accepted Answer

The correct order is: Stage 1: Awkward stage, Stage 2: Conscious stage, Stage 3: Natural Stage. This sequence reflects the progression from initial discomfort, to awareness and learning, and finally to ease and proficiency.

Question 17

"Mrs.Smith, I absolutely love the way you've redecorated your store and understand that it has led to an increase in your sales-congratulations!" What kind of opening statement best captures the essence of this scenario?
A)premium
B)complimentary
C)curiosity
D)referral
E)opinion

Accepted Answer

The opening statement is giving a compliment to Mrs. Smith for her redecoration which is a complimentary opening statement.

Question 18

"Hello Mr.Lucas, Mrs.Jones, one of your colleagues in the accounting department suggested I contact you about our new payroll system." Which of the following statements best captures the nature of this interaction between the salesperson and Mr.Lucas?
A)colleague approach
B)introductory approach
C)referral approach
D)acquaintance approach
E)a premium relationship approach

Accepted Answer

The mention of the colleague in the accounting department indicates that this is a referral approach. The salesperson is leveraging the trust and relationship that Mr.Lucas and Mrs.Jones have with their colleague to try and establish a connection and potentially secure a sale.

Question 19

What is the difference between the memorized sales presentation and the formula sales presentation methods?

Accepted Answer

The answer of What is the difference between the memorized...

Question 20

You want to start a needs analysis process with a prospect and find the prospect resists your attempts by telling you the following: "look, this simply just takes up time I do not have!" What would you do?
A)start to ask probing questions
B)continue with the process as you know best
C)keep the prospect happy and suggest the most popular product you sell
D)explain why you think a needs analysis process would benefit the prospect in the long term
E)tell the customer you need to do a needs analysis questionnaire before head office approves the order

Accepted Answer

It is important to explain why the needs analysis process would benefit the prospect in the long term. This helps the prospect understand the value of the process and can motivate them to prioritize the time for it. Additionally, it shows that the salesperson is invested in the prospect's success and not just focused on making a sale.

Quiz 8: The Approach Begin Your Presentation Strategically

Which of the following are NOT strong rationale for not including pricing details in your sales proposal that is likely to become a group sales presentation?

You have been asked to provide one single tip to a group of new salespersons.Which of the following is likely to be your number one tip to this group?

What should a salesperson do in the beginning of a group sales presentation?

Assume you are the salesperson making a group sales presentation.Which of these statements is true?

Which of the following questions would you classify as being "needs analysis" focused?

The use of the memorized sales presentation is based on two different assumptions underpinning this sales presentation approach.Identify those two assumptions.

SPIN is an acronym describing a sequential questioning approach used by salespeople.It involves four different types of questions asked in a particular order.Which of the following is not one of those sequential steps?

Which of the following should NOT be part of an approach checklist?

There are four phases in most negotiations with a potential customer.Under which phase would you include finding out what other products or services your prospect is considering?

What is the salesperson attempting to do when he/she provides a brief summary of his/her company's relative strengths in the marketplace?

How do salespeople earn the right to have a prospect's attention?

Which of the following statements about group sales presentations is false?

The textbook offers several practical tips that salespersons should keep in mind when selling in a multicultural setting or internationally.Which of the following is NOT one of those tips?

Under which of the four types of questions under the SPIN approach would you include the following question; "how many photocopies do you make in an average week?"

"Mrs.Kamel, would you be interested in seeing our new line of photocopiers which I feel may save your company $25,000 per year in printing costs?" What kind of approach is this question an example of?

Which of the following is the correct order of the training usage that a salesperson goes through?

"Mrs.Smith, I absolutely love the way you've redecorated your store and understand that it has led to an increase in your sales-congratulations!" What kind of opening statement best captures the essence of this scenario?

"Hello Mr.Lucas, Mrs.Jones, one of your colleagues in the accounting department suggested I contact you about our new payroll system." Which of the following statements best captures the nature of this interaction between the salesperson and Mr.Lucas?

What is the difference between the memorized sales presentation and the formula sales presentation methods?

You want to start a needs analysis process with a prospect and find the prospect resists your attempts by telling you the following: "look, this simply just takes up time I do not have!" What would you do?