1. Classroom Response System Content to accompany Anderson/Dubinsky/Mehta Personal Selling, 2nd ed. CHAPTER 6

2. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 2 Instructor Notes All content comes from ACE quizzes and the test bank. “Notes page ” view displays exact source of content.

3. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 3 Question 1 With respect to the sales presentations and demonstrations, which is the most ineffective philosophy? a)during the sales presentation and demonstration make room for the prospects’ descriptions of their problems, needs, ideas, and questions. b)the sales presentation as the pivotal exchange between seller and buyer in the sequence of exchanges comprising the selling process. c)actively solicit prospect participation at every phase of the sales presentation and demonstration. d)the prospect is the passive party to whom the product is being presented, so the onus is on the salesperson to communicate persuasively.

4. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 4 Question 1 With respect to the sales presentations and demonstrations, which is the most ineffective philosophy? a)during the sales presentation and demonstration make room for the prospects’ descriptions of their problems, needs, ideas, and questions. b)the sales presentation as the pivotal exchange between seller and buyer in the sequence of exchanges comprising the selling process. c)actively solicit prospect participation at every phase of the sales presentation and demonstration. d)the prospect is the passive party to whom the product is being presented, so the onus is on the salesperson to communicate persuasively. *Correct Answer

5. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 5 Question 2 Today’s professional salespeople a)make the same standard product-oriented presentation and sales proposal to all prospects to maximize their efficiency. b)custom-tailor the sales presentation and demonstration to the prospect’s specific situation, needs, and communication style. c)take for granted that the prospect needs the product and launch into their sales presentation after a few minutes of small talk. d)use the same communication style in negotiating with all their prospects in order to appear consistent and trustworthy.

6. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 6 Question 2 Today’s professional salespeople a)make the same standard product-oriented presentation and sales proposal to all prospects to maximize their efficiency. b)custom-tailor the sales presentation and demonstration to the prospect’s specific situation, needs, and communication style. *Correct Answer c)take for granted that the prospect needs the product and launch into their sales presentation after a few minutes of small talk. d)use the same communication style in negotiating with all their prospects in order to appear consistent and trustworthy.

7. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 7 Question 3 Which of the following approaches should salespersons employ with prospects that procrastinate? a)provide additional explanations for each key point and include many product details. b)listen attentively to what they say and agree with all their views. c)speed up the sales presentation and communicate in a forceful, dominant way. d)reassure them that they have the authority and the ability to make decisions.

8. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 8 Question 3 Which of the following approaches should salespersons employ with prospects that procrastinate? a)provide additional explanations for each key point and include many product details. b)listen attentively to what they say and agree with all their views. c)speed up the sales presentation and communicate in a forceful, dominant way. d)reassure them that they have the authority and the ability to make decisions. *Correct Answer

9. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 9 Question 4 With a skeptical prospect, salespeople should a)not waste much time with this type because they seldom buy anything. b)be very conservative in the sales c)presentation. d)try to close early, often, and hard to keep the prospect from getting away. e)use the “yes, but” approach to overcome objections.

10. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 10 Question 4 With a skeptical prospect, salespeople should a)not waste much time with this type because they seldom buy anything. b)be very conservative in the sales c)presentation. *Correct Answer d)try to close early, often, and hard to keep the prospect from getting away. e)use the “yes, but” approach to overcome objections.

11. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 11 Question 5 Value-added product benefits are not exemplified by a)Warranty coverage b)Supply chain reliability c)Low customer complaints and returns d)Durability of products over usage life

12. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 12 Question 5 Value-added product benefits are not exemplified by a)Warranty coverage b)Supply chain reliability *Correct Answer c)Low customer complaints and returns d)Durability of products over usage life

13. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 13 Question 6 Which of the following examples do not reflect value- added relationship benefits? a)Relationship integrity b)Overall reputation within the industry c)Level of relationship cooperation d)Confidentiality in relationship

14. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 14 Question 6 Which of the following examples do not reflect value- added relationship benefits? a)Relationship integrity b)Overall reputation within the industry *Correct Answer c)Level of relationship cooperation d)Confidentiality in relationship

15. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 15 Question 7 The SAD TIE acronym can remind a salesperson that the best sales presentations to organizational prospects usually include all except a)Analogies, similes, or metaphors b)Testimonials from sources that the prospect respects c)Examples of competitive product d)failures e)Statistics in pictorial form such as a pie chart or bar chart

16. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 16 Question 7 The SAD TIE acronym can remind a salesperson that the best sales presentations to organizational prospects usually include all except a)Analogies, similes, or metaphors b)Testimonials from sources that the prospect respects c)Examples of competitive product d)failures *Correct Answer e)Statistics in pictorial form such as a pie chart or bar chart

17. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 17 Question 8 To maintain control in a sales presentation, salespeople should provide buyers very little opportunity for involvement. a)T b)F

18. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 18 Question 8 To maintain control in a sales presentation, salespeople should provide buyers very little opportunity for involvement. a)T b)F *Correct Answer

19. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 19 Question 9 Canned sales presentations are more effective than adaptive sales presentations for any prospect, selling situation, or salesperson. a)T b)F

20. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 20 Question 9 Canned sales presentations are more effective than adaptive sales presentations for any prospect, selling situation, or salesperson. a)T b)F *Correct Answer

21. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 21 Question 10 Salespeople should only use emotional appeals in all sales presentations. a)T b)F

22. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 6 | Slide 22 Question 10 Salespeople should only use emotional appeals in all sales presentations. a)T b)F *Correct Answer