Classroom
Response
System
Content
to accompany
Anderson/Dubinsky/Mehta
Personal Selling, 2nd ed.
CHAPTER 6
Instructor Notes
All content comes from ACE quizzes and the test bank.
“Notes page ” view displays exact source of content.
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Chapter 6 | Slide 2
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.
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. *Correct Answer
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 6 | Slide 4
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.
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. *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.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 6 | Slide 6
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.
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. *Correct Answer
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 6 | Slide 8
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.
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. *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.
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 6 | Slide 10
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
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Chapter 6 | Slide 11
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
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Chapter 6 | Slide 12
Question 6
Which of the following examples do not reflect valueadded relationship benefits?
a) Relationship integrity
b) Overall reputation within the industry
c) Level of relationship cooperation
d) Confidentiality in relationship
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Chapter 6 | Slide 13
Question 6
Which of the following examples do not reflect valueadded relationship benefits?
a) Relationship integrity
b) Overall reputation within the industry *Correct
Answer
c) Level of relationship cooperation
d) Confidentiality in relationship
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Chapter 6 | Slide 14
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
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 *Correct Answer
e) Statistics in pictorial form such as a pie chart or bar
chart
Copyright © Houghton Mifflin Company. All rights reserved.
Chapter 6 | Slide 16
Question 8
To maintain control in a sales presentation, salespeople
should provide buyers very little opportunity for
involvement.
a) T
b) F
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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 *Correct Answer
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Chapter 6 | Slide 18
Question 9
Canned sales presentations are more effective than
adaptive sales presentations for any prospect, selling
situation, or salesperson.
a) T
b) F
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 *Correct Answer
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Chapter 6 | Slide 20
Question 10
Salespeople should only use emotional appeals in all
sales presentations.
a) T
b) F
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Chapter 6 | Slide 21
Question 10
Salespeople should only use emotional appeals in all
sales presentations.
a) T
b) F *Correct Answer
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Chapter 6 | Slide 22