Exam 10: Elements of a Great Sales Presentation

According to the text, what are the three essential steps within the sales presentation, in their correct order?

During the sales presentation, the salesperson said, "I guarantee my company's air filters will outperform the competition's filters or I'll buy them all back." This is an example of a(n):

Which of the following assures prospects that if they are dissatisfied with their purchase, the salesperson or the company will stand behind the product?

Before using a demonstration in a sales presentation, a salesperson should determine the probability that his or her demonstration will backfire.

What is discussed in the marketing plan of a sales presentation?

On referring to a new product launched by a competitor, Ryan asked a buyer "Do you know anyone who uses that product?" Which suggestion did Ryan use?

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." When Austin asks a prospective CEO to imagine how pleased his customers will be when they receive a custom-designed picnic hamper from Clearwater, Austin is using:

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." Austin is having difficulty closing a sale with a particular customer even after repeated calls. The prospect keeps delaying the buying decision. What kind of suggestion technique should Austin use to close the sale?

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." Austin should use visual aids, dramatics, and demonstrations in his sales presentation to prospective customers to do all of the following EXCEPT to:

Which of the following is one of the elements of the salesperson's presentation mix?

Which of the following involves a presentation constructed around three parts?

The SELL Sequence is an effective form of persuasive communication.

________ attempts to have prospects imagine using the product themselves.

Quinton sells irrigation equipment to farmers. He tells a prospect, "Did you see how well your neighbor Bill Emerson's crops did last year in spite of the drought? He is one of my long-time customers." What kind of suggestive selling is Quinton using?

The three parts of logical reasoning are a major premise, a minor premise, and a conclusion.

"There could be a price hike in these items next month. Why don't you buy some extra stock now?" This is an example of:

What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?

Demonstrations, dramatics, and visual aids in sales presentation are most likely used for all of the following reasons EXCEPT:

The main goal of a sales presentation is to:

Example of proof statements include past sales figures, independent research results and testimonials.