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| 1 | |
Which of the following is NOT a characteristic of a great sales presentation? |
| | A) | Explains the value proposition. |
| | B) | Creates a memorable experience. |
| | C) | Shows the weaknesses of competitors' products. |
| | D) | Enhances the customer's knowledge of the company products. |
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| 2 | |
AIDA is an acronym for: |
| | A) | Advertise, Individualize, Design, Action. |
| | B) | Attention, Interest, Desire, Action. |
| | C) | Active, Interest, Designed for, Action. |
| | D) | Analyze, Integrate, Designate, Attributes |
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| 3 | |
The advantages of formula sales presentations include all of the following EXCEPT: |
| | A) | Easy to memorize. |
| | B) | A carefully constructed format. |
| | C) | Greater ability to anticipate and handle objections. |
| | D) | Incorporates customer feedback. |
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| 4 | |
The three parts of a need satisfaction sales presentation in the correct order are need: |
| | A) | Analysis, identification, satisfaction. |
| | B) | Identification, analysis, satisfaction. |
| | C) | Satisfaction, analysis, identification. |
| | D) | Identification, satisfaction, analysis. |
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| 5 | |
__________________ is considered the most complex and challenging type of sales presentation? |
| | A) | Memorized. |
| | B) | Formula. |
| | C) | Need satisfaction. |
| | D) | Problem-solving. |
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| 6 | |
During the approach stage of a sales presentation, the salesperson's goals are to: |
| | A) | Get the customer's attention and create interest. |
| | B) | Introduce yourself and spell your name for the customer. |
| | C) | Listen and overcome any objections the customer |
| | D) | All of the above. |
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| 7 | |
Salespeople who use a customer benefit approach need to have: |
| | A) | A thorough understanding of the customer's current situation. |
| | B) | A thorough understanding of the company's ethics policies. |
| | C) | Know how to ask appropriate questions. |
| | D) | A strong list of references. |
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| 8 | |
The major benefits of the assessment sales approach are it: |
| | A) | Takes less time and is easy to memorize. |
| | B) | Follows a formula and almost always creates a sales opportunity. |
| | C) | Is relatively non-threatening and provides a summary that can be shared with the customer. |
| | D) | Avoids asking questions and is more profitable for transactional sales. |
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| 9 | |
Which of the following are the advantages and disadvantages of validation questions? |
| | A) | Encourages the customer to speak; is time consuming. |
| | B) | Provides customer buy-in; can derail the sales presentation. |
| | C) | Uncovers relevant data; wastes customer time. |
| | D) | Gets specific information; discourages dialogue. |
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| 10 | |
When using FAB selling, it is important to remember customers buy: |
| | A) | Features. |
| | B) | Advantages. |
| | C) | Benefits. |
| | D) | Solutions. |
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