7 In the memorized sales presentation the salesperson takes time initially to

7 in the memorized sales presentation the salesperson

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7. In the memorized sales presentation, the salesperson takes time initially to understand the prospect's needs. Answer: False Learning Objective: 09-02Topic: Sales Presentation Methods—Select One CarefullyBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: The salesperson does 80 to 90 percent of the talking during a memorized sales presentationand only occasionally allows the prospect to respond to predetermined questions. The salesperson does not attempt to determine the prospect’s needs during the interview, but gives the same canned sales talk to all prospects.8. The memorized sales presentation is effective when the product is technical. Answer: False Learning Objective: 09-02Topic: Sales Presentation Methods—Select One CarefullyBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: Medium
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Explanation: The memorized method is impractical to use when selling technical products that require prospect input and discussion. In this method, the salesperson dominates the discussion.9. A disadvantage of the memorized sales presentation is that it moves very slowly in most cases. Answer: FalseLearning Objective: 09-02Topic: Sales Presentation Methods—Select One CarefullyBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: The memorized sales presentation proceeds quickly through the sales presentation to the close, requiring the salesperson to close or ask for the order several times, which may be interpreted by the prospect as high-pressure selling.10. The memorized presentation is also called the persuasive selling presentation. Answer: False Learning Objective: 09-02Topic: Sales Presentation Methods—Select One CarefullyBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: The formula presentation, often referred to as the persuasive selling presentation, is akin to the memorized method. However, the salesperson follows a less structured, general outline in making a presentation, allowing more flexibility and less direction.11. The formula sales presentation is based on the assumption that similar prospects in similar situationscan be approached with similar presentations. Answer: True
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Learning Objective: 09-02Topic: Sales Presentation Methods—Select One CarefullyBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: The formula presentation is based on the assumption that similar prospects in similar situations can be approached with similar presentations. However, for the formula method to apply, the salesperson must first know something about the prospective buyer.12. In the formula sales presentation, the prospect generally controls the conversation during the sales talk, especially at the beginning. Answer: False Learning Objective: 09-02Topic: Sales Presentation Methods—Select One CarefullyBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: The salesperson rather than the prospect generally controls the conversation during the sales talk, especially at the beginning.
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  • Spring '17
  • Marty
  • Sales, AACSB

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