Question 1

Discuss how the concept of opportunity cost can be used to quantify the solution during a sales presentation.

Accepted Answer

The opportunity cost is the return a buy

Question 2

A sportswear manufacturer usually keeps an average of 2,000 units of footwear in stock.The total sale is 60,000 units.The inventory turnover is _____.

Accepted Answer

A)  40 units 
B)  12 units 
C)  30 units 
D)  18 units 
E)  24 units 
A)  40 units 
B)  12 units 
C)  30 units 
D)  18 units 
E)  24 units

Question 3

Photos are easy to prepare,are inexpensive,and permit a realistic portrayal of a product and its benefits.

Accepted Answer

A) True 
 B)False

Question 4

Colleen is preparing a presentation for a potential donor for the new building being constructed in her university.She is considering using visual aids in her presentation.Which visual aids would be most appropriate for her audience?

Accepted Answer

She has many choices,including charts,mo

Question 5

What is a simple definition of a salesperson's portfolio?

Accepted Answer

It is a collection of visual a

Question 6

List and describe the parts of a written proposal.

Accepted Answer

Proposals include an executive summary-a

Question 7

Other than reducing the chances that a product demonstration will fail,what other considerations should a salesperson take into account when developing a demonstration?

Accepted Answer

The salesperson should:
1.Secure a prope

Question 8

What are the benefits of using visual aids in a sales presentation?

Accepted Answer

Visual aids help keep buyers' attention,

Question 9

A product demonstration:

Accepted Answer

A)  automatically leads to a sale. 
B)  allows prospects to check if the product works the way the salesperson claims. 
C)  occurs only after a prospect has been assured a significantly high return on investment for a product. 
D)  often distracts a prospect from the reason for a sales call. 
E)  none of these. 
A)  automatically leads to a sale. 
B)  allows prospects to check if the product works the way the salesperson claims. 
C)  occurs only after a prospect has been assured a significantly high return on investment for a product. 
D)  often distracts a prospect from the reason for a sales call. 
E)  none of these.

Question 10

Judith,a salesperson for an automobile firm,gives a presentation to a buying agent.During her presentation,she gives the buyer a letter from a customer in New York.The letter praises the efficiency of the supply chain process of Judith's firm and compliments the punctuality and timely delivery of the products.This letter is an example of a(n)_____.

Accepted Answer

A)  fact sheet 
B)  attestation 
C)  sales flyer 
D)  handout 
E)  testimonial 
A)  fact sheet 
B)  attestation 
C)  sales flyer 
D)  handout 
E)  testimonial

Question 11

The _____ is the return a buyer would have earned from a different use of the same investment capital.

Accepted Answer

A)  sunk cost 
B)  fixed cost 
C)  opportunity cost 
D)  gross revenue 
E)  net revenue 
A)  sunk cost 
B)  fixed cost 
C)  opportunity cost 
D)  gross revenue 
E)  net revenue

Question 12

ECR,AR,QR,and JIT are acronyms referring to systems designed to maximize inventory holdings.

Accepted Answer

A) True 
 B)False

Question 13

A salesperson can maximize the impact of his or her presentation by:

Accepted Answer

A)  providing a lot of numerical data for a client to process and understand. 
B)  using tables instead of graphs,charts,and pie diagrams. 
C)  using current and accurate information. 
D)  designing slides using a standard red and white template for all clients. 
E)  using a lot of transition effects,clip art,and sound clips. 
A)  providing a lot of numerical data for a client to process and understand. 
B)  using tables instead of graphs,charts,and pie diagrams. 
C)  using current and accurate information. 
D)  designing slides using a standard red and white template for all clients. 
E)  using a lot of transition effects,clip art,and sound clips.

Question 14

A written proposal should have an executive summary,a brief description of the problem and solution,and:

Accepted Answer

A)  a description of the current situation relative to the proposed solution. 
B)  a collection of testimonials from satisfied customers. 
C)  a statement of support from the buying committee. 
D)  photographs of the selling company's offices and buildings. 
E)  the selling firm's pro-forma balance sheet. 
A)  a description of the current situation relative to the proposed solution. 
B)  a collection of testimonials from satisfied customers. 
C)  a statement of support from the buying committee. 
D)  photographs of the selling company's offices and buildings. 
E)  the selling firm's pro-forma balance sheet.

Question 15

Buyers show a strong preference for investments with a longer payback period.

Accepted Answer

A) True 
 B)False

Question 16

Tarik is preparing a presentation for a hospital about his company's new linear accelerator cancer treatment machine.Since the machine is large and expensive to bring in and demonstrate,he is unsure which media to use in his presentation.Which visual aid would be most appropriate for his needs?

Accepted Answer

His choices include traditional media li

Question 17

An RFP typically does not communicate details about a budget.

Accepted Answer

A) True 
 B)False

Question 18

If buyers present at your demonstration have used your product before,then they should be discouraged from participating.

Accepted Answer

A) True 
 B)False

Question 19

In the context of product demonstrations,salespeople should avoid probing during and after the presentation.

Accepted Answer

A) True 
 B)False

Question 20

Proposals that a buyer receives as a result of issuing an RFP should include:

Accepted Answer

A)  a positioning map. 
B)  a postscript. 
C)  an index. 
D)  an executive summary. 
E)  all of these. 
A)  a positioning map. 
B)  a postscript. 
C)  an index. 
D)  an executive summary. 
E)  all of these.

Discuss how the concept of opportunity cost can be used to quantify the solution during a sales presentation.

A sportswear manufacturer usually keeps an average of 2,000 units of footwear in stock.The total sale is 60,000 units.The inventory turnover is _____.

Photos are easy to prepare,are inexpensive,and permit a realistic portrayal of a product and its benefits.

Colleen is preparing a presentation for a potential donor for the new building being constructed in her university.She is considering using visual aids in her presentation.Which visual aids would be most appropriate for her audience?

What is a simple definition of a salesperson's portfolio?

List and describe the parts of a written proposal.

Other than reducing the chances that a product demonstration will fail,what other considerations should a salesperson take into account when developing a demonstration?

What are the benefits of using visual aids in a sales presentation?

A product demonstration:

The _____ is the return a buyer would have earned from a different use of the same investment capital.

ECR,AR,QR,and JIT are acronyms referring to systems designed to maximize inventory holdings.

A salesperson can maximize the impact of his or her presentation by:

A written proposal should have an executive summary,a brief description of the problem and solution,and:

Buyers show a strong preference for investments with a longer payback period.

Tarik is preparing a presentation for a hospital about his company's new linear accelerator cancer treatment machine.Since the machine is large and expensive to bring in and demonstrate,he is unsure which media to use in his presentation.Which visual aid would be most appropriate for his needs?

An RFP typically does not communicate details about a budget.

If buyers present at your demonstration have used your product before,then they should be discouraged from participating.

In the context of product demonstrations,salespeople should avoid probing during and after the presentation.

Proposals that a buyer receives as a result of issuing an RFP should include:

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 9: Strengthening the Presentation

Discuss how the concept of opportunity cost can be used to quantify the solution during a sales presentation.

A sportswear manufacturer usually keeps an average of 2,000 units of footwear in stock.The total sale is 60,000 units.The inventory turnover is _____.

Photos are easy to prepare,are inexpensive,and permit a realistic portrayal of a product and its benefits.

Colleen is preparing a presentation for a potential donor for the new building being constructed in her university.She is considering using visual aids in her presentation.Which visual aids would be most appropriate for her audience?

What is a simple definition of a salesperson's portfolio?

List and describe the parts of a written proposal.

Other than reducing the chances that a product demonstration will fail,what other considerations should a salesperson take into account when developing a demonstration?

What are the benefits of using visual aids in a sales presentation?

A product demonstration:

The _____ is the return a buyer would have earned from a different use of the same investment capital.

ECR,AR,QR,and JIT are acronyms referring to systems designed to maximize inventory holdings.

A salesperson can maximize the impact of his or her presentation by:

A written proposal should have an executive summary,a brief description of the problem and solution,and:

Buyers show a strong preference for investments with a longer payback period.

Tarik is preparing a presentation for a hospital about his company's new linear accelerator cancer treatment machine.Since the machine is large and expensive to bring in and demonstrate,he is unsure which media to use in his presentation.Which visual aid would be most appropriate for his needs?

An RFP typically does not communicate details about a budget.

If buyers present at your demonstration have used your product before,then they should be discouraged from participating.

In the context of product demonstrations,salespeople should avoid probing during and after the presentation.

Proposals that a buyer receives as a result of issuing an RFP should include:

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters