Question 1

A Bounty paper towel salesperson shows a prospect how quickly the towel absorbs spilled coffee. This is an example of:

Accepted Answer

A)  demonstration. 
B)  analogy marketing. 
C)  excessive dramatization. 
D)  indirect suggestion. 
E)  direct suggestion. 
A)  demonstration. 
B)  analogy marketing. 
C)  excessive dramatization. 
D)  indirect suggestion. 
E)  direct suggestion. A

Question 2

The dairy salesperson asked the store purchasing agent, "Do you think you'll need 10 or 12 pallets of ice cream for your 'Summer Buster' sales promotion?" This is an example of a(n):

Accepted Answer

A)  counter offer. 
B)  autosuggestion. 
C)  empathy suggestion. 
D)  manipulative suggestion. 
E)  indirect suggestion. 
A)  counter offer. 
B)  autosuggestion. 
C)  empathy suggestion. 
D)  manipulative suggestion. 
E)  indirect suggestion. E

Question 3

A salesperson should refer to the competition at length during the approach and more briefly in trial closings.

Accepted Answer

A) True 
 B)False  False

Question 4

List eight types of visuals commonly used in sales presentations.

Accepted Answer

The six visuals commonly used in sales p

Question 5

Which of the following alternatives lists the five purposes of the sales presentation (not necessarily in their correct order)?

Accepted Answer

A)  Attention, desire, opinion, conviction and sale 
B)  Knowledge, action, opinion, conviction and desire 
C)  Attitude, knowledge, desire, beliefs and conviction 
D)  Conviction, knowledge, opinion, desire and beliefs 
E)  Attitude, knowledge, desire, beliefs and action 
A)  Attention, desire, opinion, conviction and sale 
B)  Knowledge, action, opinion, conviction and desire 
C)  Attitude, knowledge, desire, beliefs and conviction 
D)  Conviction, knowledge, opinion, desire and beliefs 
E)  Attitude, knowledge, desire, beliefs and action

Question 6

Which of the following is NOT an example of a proof statement?

Accepted Answer

A)  A guarantee. 
B)  Independent research results. 
C)  A demonstration. 
D)  The customer's past sales figures. 
E)  A testimonial. 
A)  A guarantee. 
B)  Independent research results. 
C)  A demonstration. 
D)  The customer's past sales figures. 
E)  A testimonial.

Question 7

During the sales presentation, the salesperson should provide information that encourages the prospect to develop positive beliefs about the product.

Accepted Answer

A) True 
 B)False

Question 8

List the four techniques a salesperson can use to induce customer participation in a sales presentation.

Accepted Answer

(1) Questions. (2) p

Question 9

Proof statements generated from the salesperson's company are less credible than proof statements from an outside organization.

Accepted Answer

A) True 
 B)False

Question 10

Which term refers to combining a question with a discussion of a product's FABs?

Accepted Answer

A)  SWOT analysis 
B)  Marketing mix 
C)  SELL sequence 
D)  Sales presentation mix 
E)  Product dramatization 
A)  SWOT analysis 
B)  Marketing mix 
C)  SELL sequence 
D)  Sales presentation mix 
E)  Product dramatization

Question 11

During a sales presentation, it is best to begin with the FAB sequence, then present the business proposition, and next the marketing plan.

Accepted Answer

A) True 
 B)False

Question 12

Which type of suggestion is intended to evoke an opposite response from the prospect?

Accepted Answer

A)  Indirect suggestion 
B)  Suggestive proposition 
C)  Prestige suggestion 
D)  Autosuggestion 
E)  Countersuggestion 
A)  Indirect suggestion 
B)  Suggestive proposition 
C)  Prestige suggestion 
D)  Autosuggestion 
E)  Countersuggestion

Question 13

A public relations firm is trying to convince a former president of the U.S. that he needs the services of this publicist. When the publicist says, "We currently are handling public relations for the royal family of Monaco, Prince Andrew of Great Britain, and Colin Powell," the public relations firm is using a prestige proposition.

Accepted Answer

A) True 
 B)False

Question 14

Persuasive communication does not use nonverbal communications.

Accepted Answer

A) True 
 B)False

Question 15

The third essential step of a sales presentation is the explanation of the:

Accepted Answer

A)  products' FAB. 
B)  marketing plan. 
C)  SELL sequence. 
D)  business proposition. 
E)  trial close. 
A)  products' FAB. 
B)  marketing plan. 
C)  SELL sequence. 
D)  business proposition. 
E)  trial close.

Question 16

Counter suggestions are not very effective for premium products.

Accepted Answer

A) True 
 B)False

Question 17

When should a salesperson use a suggestive proposition to close the sale?

Accepted Answer

When dealing with bu

Question 18

Which among the following is NOT a valid reason for using dramatics in the sales presentation?

Accepted Answer

A)  To provide a clear explanation of the product. 
B)  To create two-way communications. 
C)  To capture the prospect's interest. 
D)  To increase the salesperson's persuasive powers. 
E)  To create a powerful proof technique. 
A)  To provide a clear explanation of the product. 
B)  To create two-way communications. 
C)  To capture the prospect's interest. 
D)  To increase the salesperson's persuasive powers. 
E)  To create a powerful proof technique.

Question 19

What is logical reasoning? Provide an example to illustrate your answer.

Accepted Answer

Logical reasoning is an effective persua

Question 20

Which of the following questions is part of the sales presentation goal model?

Accepted Answer

A)  How will you introduce yourself and the firm? 
B)  What suggestion technique will be suitable? 
C)  What features and benefits will you emphasize? 
D)  How will you design and display visual aids? 
E)  What approach method would be appropriate? 
A)  How will you introduce yourself and the firm? 
B)  What suggestion technique will be suitable? 
C)  What features and benefits will you emphasize? 
D)  How will you design and display visual aids? 
E)  What approach method would be appropriate?

A Bounty paper towel salesperson shows a prospect how quickly the towel absorbs spilled coffee. This is an example of:

The dairy salesperson asked the store purchasing agent, "Do you think you'll need 10 or 12 pallets of ice cream for your 'Summer Buster' sales promotion?" This is an example of a(n):

A salesperson should refer to the competition at length during the approach and more briefly in trial closings.

List eight types of visuals commonly used in sales presentations.

Which of the following alternatives lists the five purposes of the sales presentation (not necessarily in their correct order)?

Which of the following is NOT an example of a proof statement?

During the sales presentation, the salesperson should provide information that encourages the prospect to develop positive beliefs about the product.

List the four techniques a salesperson can use to induce customer participation in a sales presentation.

Proof statements generated from the salesperson's company are less credible than proof statements from an outside organization.

Which term refers to combining a question with a discussion of a product's FABs?

During a sales presentation, it is best to begin with the FAB sequence, then present the business proposition, and next the marketing plan.

Which type of suggestion is intended to evoke an opposite response from the prospect?

Persuasive communication does not use nonverbal communications.

The third essential step of a sales presentation is the explanation of the:

Counter suggestions are not very effective for premium products.

When should a salesperson use a suggestive proposition to close the sale?

Which among the following is NOT a valid reason for using dramatics in the sales presentation?

What is logical reasoning? Provide an example to illustrate your answer.

Which of the following questions is part of the sales presentation goal model?

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters

Exam 10: Elements of a Great Sales Presentation

A Bounty paper towel salesperson shows a prospect how quickly the towel absorbs spilled coffee. This is an example of:

The dairy salesperson asked the store purchasing agent, "Do you think you'll need 10 or 12 pallets of ice cream for your 'Summer Buster' sales promotion?" This is an example of a(n):

A salesperson should refer to the competition at length during the approach and more briefly in trial closings.

List eight types of visuals commonly used in sales presentations.

Which of the following alternatives lists the five purposes of the sales presentation (not necessarily in their correct order)?

Which of the following is NOT an example of a proof statement?

During the sales presentation, the salesperson should provide information that encourages the prospect to develop positive beliefs about the product.

List the four techniques a salesperson can use to induce customer participation in a sales presentation.

Proof statements generated from the salesperson's company are less credible than proof statements from an outside organization.

Which term refers to combining a question with a discussion of a product's FABs?

During a sales presentation, it is best to begin with the FAB sequence, then present the business proposition, and next the marketing plan.

Which type of suggestion is intended to evoke an opposite response from the prospect?

Persuasive communication does not use nonverbal communications.

The third essential step of a sales presentation is the explanation of the:

Counter suggestions are not very effective for premium products.

When should a salesperson use a suggestive proposition to close the sale?

Which among the following is NOT a valid reason for using dramatics in the sales presentation?

What is logical reasoning? Provide an example to illustrate your answer.

Which of the following questions is part of the sales presentation goal model?

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters