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Exam 9: Carefully Select Which Sales Presentation Method to Use

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Question 51

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Comment on the following statement: "No matter what the situation,the need-satisfaction presentation is always the most effective."

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This statement is incorrect.The situatio...

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Question 52

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In a need-satisfaction presentation,the maximum amount of time is spent in the _____ phase.

A) need-fulfillment
B) need-awareness
C) need-utilization
D) need-development
E) need-diffusion

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Question 53

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Stage Technologies Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. The company installs winches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie and Mark Ager, the company's best salespeople, must design sales presentations that address these concerns. -Imagine Hastie walked into a prospect's office and asked,"How would you like to increase rehearsal time and ensure long-term cost savings?" From this opening line,you can assume that Hastie is most likely using a ____ presentation.

By definition,the _____ clearly and completely explains all aspects of a salesperson's proposition as it relates to a buyer's needs.

For a group sales presentation,prices should be included in an appendix of the proposal document.

At the end of a group sales presentation,the salesperson should provide prospects with a(n) :

The memorized presentation is also called the persuasive selling presentation.

Elisha Levi believes that a flexible,customized approach to selling is best when dealing with highly complex products.She typically performs an in-depth study of the prospect's needs before creating a well-planned presentation.Levi obviously favors the _____ presentation method.

Why should a salesperson first select a sales presentation method and then the approach?

Which of the following statements describes an advantage associated with the formula sales presentation?

The key to selling and negotiating is to always seek a win-win solution in which both buyer and seller are happy.

The need-satisfaction sales presentation is highly structured.

The AIDA procedure is most closely related to the _____ method of sales presentation.

What are the two assumptions on which a memorized presentation is based?

The need-satisfaction format is appropriate for selling industrial and technical goods.

A disadvantage of the memorized sales presentation is that it moves very slowly in most cases.

The key to selling and negotiating is seeking to:

What is the primary factor that differentiates the four sales presentation methods?

The salesperson is using a need-satisfaction presentation.During the _____ phase,the salesperson will show how the product being sold will satisfy mutual needs.

The parallel dimensions of selling enable salespeople to: