A) indicates how quickly the investment money will be returned in the form of cash inflows or savings. B) reflects the return a buyer would have earned from a different use of the same investment capital. C) fails to quantify the personal risk involved in any buying decision made by a purchasing agent. D) indicates the total value of all future sales with a customer. E) pertains solely to those investments that pose a small risk to the buyer. A) indicates how quickly the investment money will be returned in the form of cash inflows or savings. B) reflects the return a buyer would have earned from a different use of the same investment capital. C) fails to quantify the personal risk involved in any buying decision made by a purchasing agent. D) indicates the total value of all future sales with a customer. E) pertains solely to those investments that pose a small risk to the buyer.

Exam 9: Strengthening the Presentation

Jorge is developing a presentation for a customer.He wants to show the customer how his product will meet the prospect's needs and how it is different from the offerings of competitors.Jorge is developing a(n):

(Multiple Choice)

4.9/5

(86)

Question 61

While using visuals,salespeople must use tables and clip art instead of graphics and high-quality drawings.

(True/False)

4.9/5

(72)

Question 62

Which of the following is good advice for the use of demonstrations as part of a sales presentation?

(Multiple Choice)

4.7/5

(81)

Question 63

Which of the following is recommended as a good way to deal with the jitters when making a sales presentation?

(Multiple Choice)

4.9/5

(71)

Question 64

How can word pictures,stories,and humor be used to improve a sales presentation?

(Essay)

4.9/5

(81)

Question 65

The cost of a good is $1,500.A seller sells it at a markup of $500.The profit margin is:

(Multiple Choice)

4.8/5

(89)

Question 66

Sonya showed the office manager at Arunden Solutions how he could pay for the new copier she was selling by bringing more of Arunden's printing jobs in-house,saving money that had previously been spent on local printers.Sonya is using _____ to quantify the solution.

(Multiple Choice)

4.8/5

(72)

Question 67

Identify an accurate statement about RFPs (request for proposals).

(Multiple Choice)

4.8/5

(64)

Question 68

Which of the following statements about the use of humor in sales presentations is true?

(Multiple Choice)

4.8/5

(70)

Question 69

During her presentation to a prospective customer,Lea informed him about the new wallboard's superiority.She also brought along a sample so that the building contractor could see and feel the superiority of the product she was selling.Lea used a _____ to improve the buyer's understanding of her product.

(Multiple Choice)

5.0/5

(92)

Question 70

Sunil was illustrating the ease with which his company's newly designed lawnmower can be operated.However,during the presentation,the lawnmower stopped working.What is the most appropriate way for Sunil to handle this situation?

(Multiple Choice)

4.9/5

(85)

Question 71

A salesperson promoting a new brand of tomato ketchup gives free samples to his prospects at the end of his presentation.The salesperson appeals to more than one sense of the prospects in this case.

(True/False)

4.8/5

(90)

Question 72

The payback period:

(Multiple Choice)

4.8/5

(75)

Question 73

Net present value analysis allows a buyer to compare the net value of future cash inflows to the initial investment.

(True/False)

4.8/5

(80)

Question 74

What determines the effectiveness of testimonials?

(Essay)

4.8/5

(67)

Question 75

In developing a written sales proposal,one of the tasks of a salesperson is to provide a description of the current situation in relation to the proposed solution.What is the simplest method for quantifying this solution?

(Essay)

4.9/5

(73)

Question 76

While giving handouts to foreign buyers,salespeople should include a glossary containing definitions.

(True/False)

4.7/5

(70)

Question 77

In the context of visual presentations,document cameras are capable of displaying any three-dimensional object without the use of a transparency.

(True/False)

4.7/5

(83)

Question 78

Which of the following statements about the use of humor in sales presentations is true?

(Multiple Choice)

4.8/5

(72)

Question 79

Which of the following statements about a buyer's attention and understanding is FALSE?

(Multiple Choice)

4.8/5

(83)

Question 80

Showing 61 - 80 of 100

Jorge is developing a presentation for a customer.He wants to show the customer how his product will meet the prospect's needs and how it is different from the offerings of competitors.Jorge is developing a(n):

While using visuals,salespeople must use tables and clip art instead of graphics and high-quality drawings.

Which of the following is good advice for the use of demonstrations as part of a sales presentation?

Which of the following is recommended as a good way to deal with the jitters when making a sales presentation?

How can word pictures,stories,and humor be used to improve a sales presentation?

The cost of a good is $1,500.A seller sells it at a markup of $500.The profit margin is:

Sonya showed the office manager at Arunden Solutions how he could pay for the new copier she was selling by bringing more of Arunden's printing jobs in-house,saving money that had previously been spent on local printers.Sonya is using _____ to quantify the solution.

Identify an accurate statement about RFPs (request for proposals).

Which of the following statements about the use of humor in sales presentations is true?

Sunil was illustrating the ease with which his company's newly designed lawnmower can be operated.However,during the presentation,the lawnmower stopped working.What is the most appropriate way for Sunil to handle this situation?

A salesperson promoting a new brand of tomato ketchup gives free samples to his prospects at the end of his presentation.The salesperson appeals to more than one sense of the prospects in this case.

The payback period:

Net present value analysis allows a buyer to compare the net value of future cash inflows to the initial investment.

What determines the effectiveness of testimonials?

In developing a written sales proposal,one of the tasks of a salesperson is to provide a description of the current situation in relation to the proposed solution.What is the simplest method for quantifying this solution?

While giving handouts to foreign buyers,salespeople should include a glossary containing definitions.

In the context of visual presentations,document cameras are capable of displaying any three-dimensional object without the use of a transparency.

Which of the following statements about the use of humor in sales presentations is true?

Which of the following statements about a buyer's attention and understanding is FALSE?

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

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