Question 1

The formula sales presentation and memorized sales presentation methods are really different names for the exact same kind of sales presentation.Do you agree or disagree with the aforementioned statement?

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Question 2

In what kind of selling situation is interactive need-satisfaction selling most effective?

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Question 3

List the four steps involved in creating a customer benefit plan.

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Question 4

List the prospect's five mental steps in buying then,provide a key characteristic or challenge associated with each.

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Question 5

Identify two situations whereby it would be wise for a company to insist that its sales force use a very structured presentation approach.

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Question 6

The textbook identifies nine steps a salesperson should follow so as to increase the likelihood of a successful telephone sales call.Identify those 9 steps and provide a brief description of each step?

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Question 7

Discuss the following statement: "The problem-solution approach to selling is so unstructured that it has no prescribed steps."

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Question 8

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

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Question 9

During the 'studying" phase in negotiations,it is a good idea to attempt to identify what other companies,products or services your prospect is considering.

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Identifying what other companies, products or services the prospect is considering can help the seller understand the competition and tailor their pitch accordingly.

Question 10

List and discuss the four phases of Negotiation.

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Question 11

You are reluctant to call customers or new prospects yet you realize this reluctance is costing you commissions and impacting your company's revenues.What are three methods you could use to overcome this reluctance?

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Question 12

When selling to a group,it is necessary to modify the ten step selling process by omitting the trial close step.

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When selling to a group, the trial close remains part of the selling process. It is important to gather feedback from the group by asking questions.

Question 13

Discuss the skills and knowledge that top salespeople have who are effective strategic problem solvers.

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Quiz 7: The Pre-Approach Planning Your Sales Call and Presentation