Exam 9: Strengthening the Presentation

Ramiro,the owner of a supermarket,decides to keep relatively high levels of inventory even though it is expensive.Ramiro most likely thinks that the cost of _____ is greater than the benefits of increasing his turnover rate.

Melanie,a salesperson for printers and scanners,is sending a proposal for printers to the home office of Helix Services in Cedartown.To convince the executives in Cedartown that the local Vinson Mountain branch office needs the printers and copiers she is selling,Melanie would most likely:

The profit margin on the sale of a good is 20 percent,and the selling price of the good is $5,000.Calculate the cost of the good.

What is the simplest nonverbal communication a salesperson can use to create a sense of product value?

Goodman Woodworks has recently purchased a new saw costing $14,000.Because of a revolutionary new cutting blade,the new saw will not cause the veneer to splinter and will make clean cuts.This will save the firm $1,200 each year,which goes in wastage.Calculate the payback period for the $14,000 investment.

Jane,a stock analyst,is giving a sales presentation to a group of clients.She talks about the various investment options available.She gives each of them a few sheets of paper that contain all the important points covered in the sales presentation because it would help them remember what was discussed during the sales presentation.In this case,the bunch of papers is most likely known as a(n):

Electronic data interchange (EDI)is a computer-to-computer transmission of data from resellers to vendors and back.

The _____ is the net profits expected from a given investment,expressed as a percentage of the investment.

Devon invests $750,000 in equipment for his steel firm.He calculates that this investment would save his firm $150,000 in maintenance costs.Calculate the return on investment (ROI).

Customer value proposition should exclude the tangible and intangible benefits of a product.

Sales asset management system is a computer-to-computer transmission of data from a reseller to a vendor and back.

Gift giving must be done with care and not violate the rules of the buyer's company.

Which of the following statements about the use of computers by salespeople is true?

Lily wants to make sure that her customers remember all the benefits of using her company's water reclamation system long after her presentation is over.Which type of visual aid should she use for this purpose?

Sales per square foot or sales per shelf foot is a measure of the investment resellers make in the purchase of their stock.

A low inventory turnover rate for stores that carry a large inventory typically indicates that a product is selling really fast.

Jessica is investing in a capital equipment for her printing press.She wants to know how long it will take for her investment to be returned in the form of savings.The new equipment costs $600,000,and the maintenance costs of the new equipment will save her $120,000 per year.The payback period is _____.

A request for proposal (RFP):

Salespeople can strengthen their presentations by showing the prospect that the cost of the proposal is offset by added value;this process is called:

Tonya is a manager of a retail clothing store.A sales rep calling on her offers overnight delivery on all re-orders at no extra shipping cost.This will allow Tonya to carry fewer items in the store than earlier and save money by increasing her: