Principles of Selling - Chapter 8 Questions With Complete
Solutions
61) Donna is planning her first Pampered Chef party during
which she will try to sell the company's cooking utensils and
gadgets. Donna is new to sales and feels nervous about the sales
presentation. Which of the following methods would be best for
Donna? Correct Answers B) Memorized
62) Which of the following is a major advantage of using the
memorized sales presentation method? Correct Answers C) It
lends confidence to inexperienced salespeople.
63) Which of the following is an advantage of using a
memorized sales presentation? Correct Answers A) It ensures
that the company's salespeople provide the same information to
all customers.
64) Which of the following is a disadvantage of the memorized
sales presentation? Correct Answers D) The memorized sales
presentation presents features, advantages and benefits that may
not be important to the buyer.
65) Products that are suitable for the memorized sales
presentation method are best described as: Correct Answers B)
simple.
66) Which of the following is characteristic of the memorized
sales presentation? Correct Answers B) Perceived as high
pressure selling
,67) One of the disadvantages of the memorized sales
presentation is the fact it: Correct Answers E) allows for
limited prospect participation.
68) All of the following are the advantages of a formula sales
presentation EXCEPT: Correct Answers E) It is a fully
structured sales presentation method.
69) The formula presentation is often referred to as the
________ presentation. Correct Answers C) persuasive selling
70) The ________ presentation method is based on the
assumption that similar prospects in similar situations can be
approached with similar presentations. Correct Answers C)
persuasive selling
71) Which of these statements about formula presentations is
true? Correct Answers E) To successfully use the formula sales
presentation method, the salesperson must have previously
identified the prospect's needs and wants.
72) Shawn sells office supplies and paper to large corporations,
many of whom are current customers. What sales presentation
method should Shawn most likely use? Correct Answers D)
Persuasive selling
73) ________ is effective for consumer goods salespeople in
straight rebuy situations. Correct Answers E) Formula
74) In the formula selling method, customer talking time peaks
during: Correct Answers C) the presentation stage.
, 75) Which statement about the formula sales presentation is
INCORRECT? Correct Answers C) The formula sales
presentation is the best method to use when the prospect allows
a few minutes for the presentation.
76) The formula sales presentation is most closely associated
with Correct Answers A) the AIDA procedure.
77) In AIDA procedure, 'D' stands for: Correct Answers B)
desire.
78) Which of the following is the first step in AIDA procedure?
Correct Answers B) Attention
79) A salesperson using the formula sales presentation method
would most likely open with a: Correct Answers A) reminder
of past purchases.
80) Which of the following statements describes an advantage
associated with the formula sales presentation? Correct
Answers D) It ensures that all sales information is presented
logically.
81) Which of the following is the problem associated with using
the formula sales approach without knowing customers' needs?
Correct Answers E) Customer objections may arise early in the
presentation.
Solutions
61) Donna is planning her first Pampered Chef party during
which she will try to sell the company's cooking utensils and
gadgets. Donna is new to sales and feels nervous about the sales
presentation. Which of the following methods would be best for
Donna? Correct Answers B) Memorized
62) Which of the following is a major advantage of using the
memorized sales presentation method? Correct Answers C) It
lends confidence to inexperienced salespeople.
63) Which of the following is an advantage of using a
memorized sales presentation? Correct Answers A) It ensures
that the company's salespeople provide the same information to
all customers.
64) Which of the following is a disadvantage of the memorized
sales presentation? Correct Answers D) The memorized sales
presentation presents features, advantages and benefits that may
not be important to the buyer.
65) Products that are suitable for the memorized sales
presentation method are best described as: Correct Answers B)
simple.
66) Which of the following is characteristic of the memorized
sales presentation? Correct Answers B) Perceived as high
pressure selling
,67) One of the disadvantages of the memorized sales
presentation is the fact it: Correct Answers E) allows for
limited prospect participation.
68) All of the following are the advantages of a formula sales
presentation EXCEPT: Correct Answers E) It is a fully
structured sales presentation method.
69) The formula presentation is often referred to as the
________ presentation. Correct Answers C) persuasive selling
70) The ________ presentation method is based on the
assumption that similar prospects in similar situations can be
approached with similar presentations. Correct Answers C)
persuasive selling
71) Which of these statements about formula presentations is
true? Correct Answers E) To successfully use the formula sales
presentation method, the salesperson must have previously
identified the prospect's needs and wants.
72) Shawn sells office supplies and paper to large corporations,
many of whom are current customers. What sales presentation
method should Shawn most likely use? Correct Answers D)
Persuasive selling
73) ________ is effective for consumer goods salespeople in
straight rebuy situations. Correct Answers E) Formula
74) In the formula selling method, customer talking time peaks
during: Correct Answers C) the presentation stage.
, 75) Which statement about the formula sales presentation is
INCORRECT? Correct Answers C) The formula sales
presentation is the best method to use when the prospect allows
a few minutes for the presentation.
76) The formula sales presentation is most closely associated
with Correct Answers A) the AIDA procedure.
77) In AIDA procedure, 'D' stands for: Correct Answers B)
desire.
78) Which of the following is the first step in AIDA procedure?
Correct Answers B) Attention
79) A salesperson using the formula sales presentation method
would most likely open with a: Correct Answers A) reminder
of past purchases.
80) Which of the following statements describes an advantage
associated with the formula sales presentation? Correct
Answers D) It ensures that all sales information is presented
logically.
81) Which of the following is the problem associated with using
the formula sales approach without knowing customers' needs?
Correct Answers E) Customer objections may arise early in the
presentation.
