Question 1

In the context of sales presentations,which of the following tools is a great way to encourage a group to interact or engage in a brainstorming session?

Accepted Answer

A)  Handouts 
B)  Flyers 
C)  Electronic whiteboards 
D)  Fact sheets 
E)  Digital charts 
A)  Handouts 
B)  Flyers 
C)  Electronic whiteboards 
D)  Fact sheets 
E)  Digital charts

Question 2

Charts are particularly useful when:

Accepted Answer

A)  presenting copies of recent ads. 
B)  communicating large amounts of information. 
C)  attempting to summarize the key points of a sales presentation. 
D)  performing a what-if analysis using information supplied by a prospect during a presentation. 
E)  any of the above conditions occur. 
A)  presenting copies of recent ads. 
B)  communicating large amounts of information. 
C)  attempting to summarize the key points of a sales presentation. 
D)  performing a what-if analysis using information supplied by a prospect during a presentation. 
E)  any of the above conditions occur.

Question 3

_____ are rooms set aside to highlight a company's products and capabilities and are the ultimate presentation rooms.

Accepted Answer

A)  Assessment centers 
B)  Zoning centers 
C)  Circular routing centers 
D)  Collusion centers 
E)  Executive briefing centers 
A)  Assessment centers 
B)  Zoning centers 
C)  Circular routing centers 
D)  Collusion centers 
E)  Executive briefing centers

Question 4

One of the most effective methods of appealing to a buyer's senses is through product demonstrations or performance tests.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following statements about portfolios is true?

Accepted Answer

A)  Because of cultural and language differences,portfolios should be avoided in international selling situations. 
B)  A portfolio should not be placed,like a wall,between the salesperson and the buyer. 
C)  Items in a portfolio should be placed in an order in which they will be used to make sure none are omitted. 
D)  Only insurance salespeople place their portfolios in a binder. 
E)  Every portfolio should include a tangible product. 
A)  Because of cultural and language differences,portfolios should be avoided in international selling situations. 
B)  A portfolio should not be placed,like a wall,between the salesperson and the buyer. 
C)  Items in a portfolio should be placed in an order in which they will be used to make sure none are omitted. 
D)  Only insurance salespeople place their portfolios in a binder. 
E)  Every portfolio should include a tangible product.

Question 6

Jordan,the owner of a motorcycle firm,wants to reduce the cost of maintaining the existing equipment of his firm.Joe,a salesperson,recommends a new type of equipment to reduce the maintenance costs.The cost of the new equipment is $50,000,but it would save Jordan $75,000 in total.If Jordan decides to purchase the new equipment,then his return on investment will be:

Accepted Answer

A)  120 percent. 
B)  150 percent. 
C)  125 percent. 
D)  175 percent. 
E)  130 percent. 
A)  120 percent. 
B)  150 percent. 
C)  125 percent. 
D)  175 percent. 
E)  130 percent.

Question 7

Identify a common method of quantifying a solution for a customer.

Accepted Answer

A)  Cost-benefit analysis 
B)  Return on investment 
C)  Net present value 
D)  Payback period 
E)  All of these 
A)  Cost-benefit analysis 
B)  Return on investment 
C)  Net present value 
D)  Payback period 
E)  All of these

Question 8

How could the owner of a movie theater calculate the profitability of buying a new self-buttering popcorn machine today,rather than postponing the purchase?

Accepted Answer

The owner could calculate the

Question 9

Which of the following is a guideline for the proper use of visual aids?

Accepted Answer

A)  Selecting a few visual aids from a portfolio for each presentation 
B)  Looking at the visual aids throughout the presentation 
C)  Placing a portfolio with the visual aids between the salesperson and the customer 
D)  Using all the visuals in a portfolio for every presentation 
E)  Using detailed videos that outline a product's features in about half an hour 
A)  Selecting a few visual aids from a portfolio for each presentation 
B)  Looking at the visual aids throughout the presentation 
C)  Placing a portfolio with the visual aids between the salesperson and the customer 
D)  Using all the visuals in a portfolio for every presentation 
E)  Using detailed videos that outline a product's features in about half an hour

Question 10

What are handouts,and how can they be used in helping buyers retain information?

Accepted Answer

Handouts are written documents provided

Question 11

When using video as a presentation tool,a salesperson should make sure the video is long and provides detailed product information.

Accepted Answer

A) True 
 B)False

Question 12

Salespeople should avoid using electronic whiteboards in their sales presentation because they eliminate two-way communication between a salesperson and a customer.

Accepted Answer

A) True 
 B)False

Question 13

Jay purchases new capital equipment at his motorcycle factory.The new equipment costs $150,000,and the net savings he is likely to make is $75,000.Calculate Jay's return on investment (ROI).

Accepted Answer

A)  75 percent 
B)  150 percent 
C)  200 percent 
D)  50 percent 
E)  25 percent 
A)  75 percent 
B)  150 percent 
C)  200 percent 
D)  50 percent 
E)  25 percent

Question 14

During a product demonstration,a salesperson should always relate product features to a buyer's unique needs.

Accepted Answer

A) True 
 B)False

Question 15

Profit margin is usually calculated by dividing the markup on the cost price of the good.

Accepted Answer

A) True 
 B)False

Question 16

Why would a salesperson for a wholesale flower distributor give the prospective client a bouquet of fragrant lilacs to smell and admire during his or her sales presentation?

Accepted Answer

A salesperson may do so to app

Question 17

During the course of a sales presentation,the customer is given the opportunity to see the performance of a sample product.The salesperson and the customer both observe how the product functions.This time period during a sales demonstration is usually known as the:

Accepted Answer

A)  creeping commitment time. 
B)  encoding time. 
C)  routing time. 
D)  dead time. 
E)  zoning time. 
A)  creeping commitment time. 
B)  encoding time. 
C)  routing time. 
D)  dead time. 
E)  zoning time.

Question 18

In a simple cost-benefit analysis,the costs to a buyer and the savings the buyer can expect from an investment are listed.

Accepted Answer

A) True 
 B)False

Question 19

For which of the following products would samples be most effective as a sales aid?

Accepted Answer

A)  Flame thrower 
B)  Funeral service 
C)  Carpet cleaner 
D)  Life insurance 
E)  None of these 
A)  Flame thrower 
B)  Funeral service 
C)  Carpet cleaner 
D)  Life insurance 
E)  None of these

Question 20

Complex charts and diagrams,even if they are helpful,should not be included in handouts because they can confuse a prospect.

Accepted Answer

A) True 
 B)False

In the context of sales presentations,which of the following tools is a great way to encourage a group to interact or engage in a brainstorming session?

Charts are particularly useful when:

_____ are rooms set aside to highlight a company's products and capabilities and are the ultimate presentation rooms.

One of the most effective methods of appealing to a buyer's senses is through product demonstrations or performance tests.

Which of the following statements about portfolios is true?

Identify a common method of quantifying a solution for a customer.

How could the owner of a movie theater calculate the profitability of buying a new self-buttering popcorn machine today,rather than postponing the purchase?

Which of the following is a guideline for the proper use of visual aids?

What are handouts,and how can they be used in helping buyers retain information?

When using video as a presentation tool,a salesperson should make sure the video is long and provides detailed product information.

Salespeople should avoid using electronic whiteboards in their sales presentation because they eliminate two-way communication between a salesperson and a customer.

Jay purchases new capital equipment at his motorcycle factory.The new equipment costs $150,000,and the net savings he is likely to make is $75,000.Calculate Jay's return on investment (ROI).

During a product demonstration,a salesperson should always relate product features to a buyer's unique needs.

Profit margin is usually calculated by dividing the markup on the cost price of the good.

Why would a salesperson for a wholesale flower distributor give the prospective client a bouquet of fragrant lilacs to smell and admire during his or her sales presentation?

During the course of a sales presentation,the customer is given the opportunity to see the performance of a sample product.The salesperson and the customer both observe how the product functions.This time period during a sales demonstration is usually known as the:

In a simple cost-benefit analysis,the costs to a buyer and the savings the buyer can expect from an investment are listed.

For which of the following products would samples be most effective as a sales aid?

Complex charts and diagrams,even if they are helpful,should not be included in handouts because they can confuse a prospect.

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

In the context of sales presentations,which of the following tools is a great way to encourage a group to interact or engage in a brainstorming session?

Charts are particularly useful when:

_____ are rooms set aside to highlight a company's products and capabilities and are the ultimate presentation rooms.

One of the most effective methods of appealing to a buyer's senses is through product demonstrations or performance tests.

Which of the following statements about portfolios is true?

Identify a common method of quantifying a solution for a customer.

How could the owner of a movie theater calculate the profitability of buying a new self-buttering popcorn machine today,rather than postponing the purchase?

Which of the following is a guideline for the proper use of visual aids?

What are handouts,and how can they be used in helping buyers retain information?

When using video as a presentation tool,a salesperson should make sure the video is long and provides detailed product information.

Salespeople should avoid using electronic whiteboards in their sales presentation because they eliminate two-way communication between a salesperson and a customer.

Jay purchases new capital equipment at his motorcycle factory.The new equipment costs $150,000,and the net savings he is likely to make is $75,000.Calculate Jay's return on investment (ROI).

During a product demonstration,a salesperson should always relate product features to a buyer's unique needs.

Profit margin is usually calculated by dividing the markup on the cost price of the good.

Why would a salesperson for a wholesale flower distributor give the prospective client a bouquet of fragrant lilacs to smell and admire during his or her sales presentation?

During the course of a sales presentation,the customer is given the opportunity to see the performance of a sample product.The salesperson and the customer both observe how the product functions.This time period during a sales demonstration is usually known as the:

In a simple cost-benefit analysis,the costs to a buyer and the savings the buyer can expect from an investment are listed.

For which of the following products would samples be most effective as a sales aid?

Complex charts and diagrams,even if they are helpful,should not be included in handouts because they can confuse a prospect.

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