Chapter 08 Carefully Select Which Sales Presentation Method to Use 

 

Complete Chapter Questions With Answers

 

Sample Questions Are Posted Below

 

True / False Questions

1. (p. 255)According to the Golden Rule of Selling, the heart of the sales presentation is the salesperson’s approach to the customer or prospect.
   Answer: False

Learning Objective: 08-01

Topic: The Golden Rule: Presentation

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: The heart of the sales presentation is the discussion of the product, marketing plan, and business proposition. The question is, “To whom is the presentation being given?” Once this question is answered, the salesperson can choose the type of sales presentation method best suited to the prospect or customer.

 

2. According to the Golden Rule of Selling, the honesty of your sales presentation will convince people that you can be trusted.
   Answer: True

Learning Objective: 08-01

Topic: The Golden Rule: Presentation

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: Honesty during a sales presentation conveys to a prospect that the salesperson can be trusted, which bridges the gap between buyer and seller.

 

3. The selection of the sales presentation method is dependent on the type of audience the salesperson is facing.
   Answer: True

Learning Objective: 08-01

Topic: The Golden Rule: Presentation

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: Choosing a sales presentation method depends on the audience, the salesperson’s knowledge of the customer, the sales call objective, and the customer benefit plan.

 

4. The third step in the relationship selling process is the first step in sales presentation.
   Answer: True

Learning Objective: 08-01

Topic: The Golden Rule: Presentation

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: The third step in the sales process is the first step in the sales presentation. The sales presentation method determines how you open your presentation.

 

5. The basic difference in the four sales presentation methods is the type of product being sold.
   Answer: False

Learning Objective: 08-02

Topic: Sales Presentation Methods—Select One Carefully

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: The basic difference in the four methods is the percentage of the conversation controlled by the salesperson. In the more structured memorized and formula selling techniques, the salesperson normally has a monopoly on the conversation, whereas the less structured methods allow for greater buyer–seller interaction; both parties participate equally in the conversation.