sales chapter 7 & 8

Ram, a salesperson, give a sales presentation to one of his customers. Identify the guidelines that should be followed by Ram in the approach stage of the selling process. (Check all that apply.)

He should refrain from rushing to sit down and beginning his presentation as soon as he meets his customer. He should always ask for his customer's permission before setting any materials on the customer's desk.

Jacob, a salesperson, plans to give a sales presentation to a buyer group. Identify a guideline that should be followed by Jacob in the initial part of the presentation.

He should try to quickly determine the group style in order to hold their attention and give them what they want more effectively.

Pedro, a salesperson, give a sales presentation to one of his customers. Identify a guideline that should be followed by Pedro in the approach stage of the selling process.

He should understand his customer's needs by asking open-ended questions and listening carefully to his or her answers.

Which of the following is true about the formula sales presentation method?

It is not adaptable to all complicated selling situations; a number of them require other sales presentations.

The trial close is one of the best communication tools used by a salesperson in a sales presentation. In this context, identify the true statements about a trial close. (Check all that apply.)

It is usually asked in the form of an open-ended question. It seeks an opinion from customers.

Tama is a salesperson. Identify the guidelines that should be followed by Tama when creating a sales presentation. (Check all that apply.)

She should make sure that the presentation adapts to her customer's personality style. She should select the presentation method and then choose her approach technique.

Identify the true statements about a salesperson who uses the formula sales presentation method. (Check all that apply.)

The salesperson uses the attention, interest, desire, and action (AIDA) procedure of developing and giving the sales presentation. The salesperson generally controls the conversation during the sales talk, especially at the beginning.

Identify the characteristics of top salespeople who are effective strategic problem solvers. (Check all that apply.)

They are able to discover and understand a customer's strategic needs by gaining in-depth knowledge of the customer's firm. They possess the skills to be able to arrive at a mutually beneficial agreement with a customer. They build value—as perceived by the customer.

In the context of negotiating, which of the following are true about professional salespeople? (Check all that apply.)

They depend on trust, openness, credibility, integrity, and fairness when negotiating. They negotiate in a manner that achieves satisfaction for both them and their buyers.

Jaya, a salesperson, gives a sales presentation to a buyer group. In the initial part of the presentation, she establishes the credibility of her company. Which of the following should be her next step?

ask each person their opinion

According to Matthew Leiseth, the president of Hornbacher's, who among the following salespeople show the key sales behaviors that help build a trusting relationship with buyers? (Check all that apply.)

A salesperson who knows each customer's specific buying process A salesperson who values his or her customer's time

Nikita is a salesperson. In the context of the areas to be considered in a sales presentation method, identify the ways in which Nikita can practice her listening skills during a sales conversation. (Check all that apply.)

By acknowledging her buyer's feelings and emotions and by taking notes By restating her buyer's perspective to ensure she understands the buyer's point of view

Which of the following must be the foundation of a salesperson's plan regarding a sales call?

Constructing a trust-based business relationship with the customer

Who among the following salespeople are likely to be more successful than others? (Check all that apply.)

Freida who is well prepared to discuss how her products address specific buyer requirements Ryan who has extensive knowledge of his company, industry, and customer's needs

In the context of sales call planning, identify a true statement about a customer benefit plan.

In the context of sales call planning, identify a true statement about a customer benefit plan.

Identify the advantages of the canned or memorized sales presentation method. (Check all that apply.)

It both helps and lends confidence to an inexperienced salesperson. It is effective when selling time is short, as in telephone or door-to-door selling. It makes sure that a salesperson gives a well-planned presentation.

Which of the following is the most challenging and creative form of selling?

Need-satisfaction selling

According to salespeople, which of the following are the most frequently mentioned reasons for planning a sales call? (Check all that apply.)

Planning forms an atmosphere of goodwill between a buyer and a seller. Planning helps build confidence. Planning usually increases sales because a salesperson understands a buyer's needs.

In the context of sales planning, which of the following is a typical strategic goal for a customer?

Reducing costs

In the context of sales planning, what is the purpose of a strategic customer relationship or a formal relationship with a customer?

To jointly pursue mutual goals

It is necessary for a salesperson to master the art of delivering a good sales presentation because choosing the best presentation method for a situation will _____.

let the salesperson improve the chances of helping his or her customer

The _____ sales presentation method is based on either of two assumptions: that a prospect's needs can be stimulated by direct exposure to the product, via the sales presentation, or that these needs have already been stimulated because the prospect has made the effort to seek out the product.

memorized

how long does each selling method's presentation take

memorized -minutes formula -half hrs need-satisfaction -days problem-solution -weeks

Match the sales presentation methods (in the left column) with their characteristics (in the right column).

memorized selling -It is a structured sales presentation method. formula selling -It is a semistructured sales presentation method. need-satisfaction selling -It is an unstructured sales presentation method. problem-solution selling - customized

_______________in sales describes the approach that a salesperson uses to communicate and create understanding by describing some sort of sequence of events or a narrative during a sales conversation with a customer

storytelling

In the context of sales planning, ________ refers to programs, goals, and problems of great importance to customers.

strategic

In the context of selling, setting a goal and accomplishing it is known as

success

Since most inexperienced negotiators mistakenly think the shrewd businessperson is one who wins at the other's expense, they function in the _____ mode of negotiating.

competitive

Ideally, a salesperson's purpose for making any sales call is to _____.

contribute to the welfare of his or her customer or organization

The main purpose of a salesperson's contact with a prospect or customer is known as the _____.

sales call objective

Lena is a salesperson. As part of negotiation with her prospect during the sales process, Lena finds out what other competitors' products or services the prospect is considering. Thus, she gains insight into what the prospect is looking for and willing to pay. In this scenario, Lena is most likely in the _____ phase of negotiation.

studying

Identify the true statements about a salesperson's purpose. (Check all that apply.)

It classifies the salesperson's relationships. It directs how the salesperson approaches each sales call.

Claire, a salesperson, gives a sales presentation to a prospect and closes it within an hour. However, the prospect does not buy. Identify the guidelines that should be followed by Claire in this scenario. (Check all that apply.)

She should avoid taking the rejection personally. She should behave professionally and leave the door open for a return visit.

Megan, a salesperson, plans to give a sales presentation to a buyer group. Identify the guidelines that should be followed by Megan in the initial part of the presentation. (Check all that apply.)

She should give a brief history of her firm, including the reason the business was started, the firm's philosophy, its development, and its success rate. She should state guarantees and give quality assurances and qualifications. She should state her name and firm's name and explain in a clear, concise sentence the premise of her proposal.

In the context of sales call planning, which of the following questions should be ideally answered by a customer profile? (Check all that apply.)

What are the expected business terms and requirements of the account, such as delivery, credit, and technical service? Who makes the purchasing decisions in the organization—a person or committee?

According to Matthew Leiseth, the president of Hornbacher's, who among the following salespeople are considered impactful? (Check all that apply.)

A salesperson who realizes that customers have multiple options A salesperson who is aware of the various roles his or her product can play

Identify the true statements about storytelling in sales. (Check all that apply.)

According to research, storytelling helps an audience member understand the speaker's key points as well as remember them longer. Stories combine emotions and descriptions, and stories convey interesting situations or challenges.

Who among the following salespeople most likely adopts the memorized sales presentation method?

Hasina who does 80 to 90 percent of the talking during a sales presentation, only occasionally allowing the prospect to respond to predetermined questions

Rahman is a salesperson. In the context of the areas to be considered in a sales presentation method, identify the guidelines that should be followed by Rahman. (Check all that apply.)

He should proactively prepare a range of open-ended questions for each sales discussion. He should improve his listening skills so that he can develop a solution that matches his buyer's needs.

In the context of the elements of a sales presentation, who among the following salespeople is most likely considered an effective salesperson with regard to his or her communication style?

Ichiko who develops a narrative, a meaningful context to describe the value of her product to her customers

Identify the true statements about the problem-solution sales presentation method. (Check all that apply.)

It is a flexible, customized method involving an in-depth study of a buyer's needs. It requires a well-planned presentation.

Identify the true statements about the formula sales presentation. (Check all that apply.)

It is based on the assumption that similar prospects in similar situations can be approached with similar presentations. It is also known as the persuasive selling presentation.

Which of the following is true about the need-satisfaction sales presentation?

It is designed as a flexible, interactive sales presentation.

Which of the following are true of formula selling? (Check all that apply.)

It is effective for calling on customers who currently purchase and for prospects about whose operations a salesperson has learned a great deal. It allows for a reasonable amount of buyer-seller interaction.

Kasi, a salesperson, plans to give a sales presentation to a customer in the customer's office. In this scenario, identify the guidelines that should be followed by Kasi with regard to her communication style. (Check all that apply.)

She should mention her customer's name several times during the presentation after discussing an important benefit. She should use proof statements, visual aids, demonstrations, dramatization, and/or persuasive communication within the sales conversation.

Jaya, a salesperson, gives a sales presentation to a buyer group. In the initial part of the presentation, she establishes the credibility of her company. Which of the following should be her next step?

She should seek each person's input into the decision-making criteria for making the purchase.

True or false: An effective sales presentation completely and clearly describes all aspects of a salesperson's proposition as it relates to a customer's needs.

T

True or false: One of the ways for a salesperson to understand a buyer's perspective is to imagine himself or herself in the customer's role.

T

Christina, a salesperson, gives a sales presentation to one of her customers. Which of the following are effective techniques that can be used by Christina to close the presentation? (Check all that apply.)

Summarizing her product's benefits that were important to the customer Directly asking the customer for the sale

True or false: A salesperson should choose a sales presentation method and then select the approach technique based on his or her product and knowledge of his or her customer.

T

True or false: Each of the sales presentation methods is the best one when the method is appropriately matched with the situation.

T

Susan is a salesperson. Identify the guidelines that should be followed by Susan when communicating sales stories during a sales conversation with a customer. (Check all that apply.)

She should use metaphors, parables, and/or analogies when telling the stories. She should try using the elements of her favorite stories and remember to use the customer's language.

True or false: A salesperson should use SELL Sequences to communicate his or her solution's benefits because the use of SELL Sequences lets the salesperson focus on his or her product's benefits, rather than on its features and advantages.

T

True or false: Today's salespeople should be creative problem solvers who have the capacity to develop and integrate nontraditional alternatives to meet the specific needs of the customer.

T

Orlando, a salesperson, gives a sales presentation to one of his customers. At the end of the presentation, the customer raises a pricing objection. In this scenario, one of the best approaches Orlando can adopt is to _____.

overcome the pricing objection by stressing the value of the solution proposed by him

In the context of selling, a method of achieving an end is called a(n)

plan

The second step in the customer relationship process refers to planning the sales call on a customer or prospect. It is known as the _____.

preapproach

Which of the following is the first step in a sales presentation?

prospect

Peter, a salesperson, gives a sales presentation to a buyer group. Identify the guidelines that should be followed by Peter in this scenario. (Check all that apply.)

At the end of the presentation, he should summarize his proposal document by giving a benefits summary. He should create a proposal document that ranges from one page to an entire notebook with data, specifications, reports, and solutions to specific issues.

In the context of sales call planning, identify a true statement about a customer benefit plan.

It includes the nucleus of the information used in a sales presentation.

Which of the following are disadvantages of the canned or memorized sales presentation method? (Check all that apply.)

It presents product features, advantages, and benefits that may not be important to a customer. It allows for little prospect participation in the presentation