Question 1

Encouraging a prospect to touch or taste a product is most likely a salesperson's attempt to:

Accepted Answer

A)  attempt a trial close. 
B)  engage in a dialogue. 
C)  develop creative imagery. 
D)  appeal to the prospect's senses. 
E)  build a relationship with the prospect. 
A)  attempt a trial close. 
B)  engage in a dialogue. 
C)  develop creative imagery. 
D)  appeal to the prospect's senses. 
E)  build a relationship with the prospect.

Question 2

Which of the following is most likely true about proof statements?

Accepted Answer

A)  Survey results from magazines are invalid proof statements. 
B)  Proof statements can substantiate a salesperson's product claims. 
C)  Past sales records are weak proof statements and infrequently used. 
D)  Company proof results are the most credible type of proof statements. 
E)  Proof statements encourage two-way communication with customers. 
A)  Survey results from magazines are invalid proof statements. 
B)  Proof statements can substantiate a salesperson's product claims. 
C)  Past sales records are weak proof statements and infrequently used. 
D)  Company proof results are the most credible type of proof statements. 
E)  Proof statements encourage two-way communication with customers.

Question 3

A marketing plan explains what the customer will receive in return for buying the product or service.

Accepted Answer

A) True 
 B)False

Question 4

What are the six elements of the sales presentation mix?

Accepted Answer

The six elements of the sales

Question 5

John Devos wants to give a presentation to retailers on the new line of angular washing machines launched by his company. At what stage in the presentation should John include some tips for selling these washing machines to end users?

Accepted Answer

A)  While discussing the FAB of the product. 
B)  While presenting the marketing plan. 
C)  Before discussing the FAB of the product. 
D)  While explaining the business proposition. 
E)  At the end of his presentation. 
A)  While discussing the FAB of the product. 
B)  While presenting the marketing plan. 
C)  Before discussing the FAB of the product. 
D)  While explaining the business proposition. 
E)  At the end of his presentation.

Question 6

In a sales presentation, visual aids are important to sales success because customers are more likely to:

Accepted Answer

A)  request warranties. 
B)  limit interruptions. 
C)  retain details they hear. 
D)  respond to direct questions. 
E)  remember information that they see. 
A)  request warranties. 
B)  limit interruptions. 
C)  retain details they hear. 
D)  respond to direct questions. 
E)  remember information that they see.

Question 7

Describe how a salesperson selling long distance service would use logical reasoning to construct a sales presentation.

Accepted Answer

Logical reasoning involves a presentatio

Question 8

Which technique is most effective when a salesperson has determined that a prospect wants a high-quality product?

Accepted Answer

A)  Counter suggestion 
B)  Autosuggestion 
C)  Empathy suggestion 
D)  Manipulative suggestion 
E)  Indirect suggestion 
A)  Counter suggestion 
B)  Autosuggestion 
C)  Empathy suggestion 
D)  Manipulative suggestion 
E)  Indirect suggestion

Question 9

Star Drilling Company produces Auger-a moving device used in mines. In a recent advertisement, the firm featured the president of the National Mining Association stating, "I can guarantee the performance of Star Augers." This is an example of:

Accepted Answer

A)  a guarantee statement. 
B)  a testimonial. 
C)  dramatization. 
D)  an expert opinion technique. 
E)  a witness statement. 
A)  a guarantee statement. 
B)  a testimonial. 
C)  dramatization. 
D)  an expert opinion technique. 
E)  a witness statement.

Question 10

A salesperson tells his customer, "You are not only buying my products but me as well!" What could be the purpose of this statement?

Accepted Answer

A)  He is using a trial close. 
B)  He is trying to personalize the relationship. 
C)  He is using a standing-room close. 
D)  He is showing his eagerness to close the deal. 
E)  He is persuading the client to make a decision soon. 
A)  He is using a trial close. 
B)  He is trying to personalize the relationship. 
C)  He is using a standing-room close. 
D)  He is showing his eagerness to close the deal. 
E)  He is persuading the client to make a decision soon.

Question 11

A salesperson should ask a prospect to buy a product only when the prospect reaches the ________ stage of the mental buying process.

Accepted Answer

A)  knowledge 
B)  attitude 
C)  conviction 
D)  belief 
E)  desire 
A)  knowledge 
B)  attitude 
C)  conviction 
D)  belief 
E)  desire

Question 12

A successful demonstration should have all of the following characteristics EXCEPT being:

Accepted Answer

A)  organized. 
B)  necessary. 
C)  ethical. 
D)  theatrical. 
E)  professional. 
A)  organized. 
B)  necessary. 
C)  ethical. 
D)  theatrical. 
E)  professional.

Question 13

To have an effective demonstration the salesperson should do all of the following EXCEPT:

Accepted Answer

A)  letting the prospect do something simple. 
B)  setting the stage for approaching the prospect. 
C)  encouraging the prospect to use an important feature. 
D)  allowing the prospect to do a repeatable task. 
E)  asking the prospect questions during the demonstration. 
A)  letting the prospect do something simple. 
B)  setting the stage for approaching the prospect. 
C)  encouraging the prospect to use an important feature. 
D)  allowing the prospect to do a repeatable task. 
E)  asking the prospect questions during the demonstration.

Question 14

________ asks the prospect to visualize using the same products that famous people or companies use.

Accepted Answer

A)  Suggestive proposition 
B)  Prestige suggestion 
C)  Direct suggestion 
D)  Autosuggestion 
E)  Image suggestion 
A)  Suggestive proposition 
B)  Prestige suggestion 
C)  Direct suggestion 
D)  Autosuggestion 
E)  Image suggestion

Question 15

A salesperson of Excel Solar Systems says during her presentation "All hospitals need a clean, silent, and eco-friendly source of power. Our solar packs are the best solution available for this requirement. It will be a great idea to buy and use them in your hospital." Which selling technique is being used by the salesperson?

Accepted Answer

A)  Direct suggestion 
B)  Suggestive proposition 
C)  Indirect suggestion 
D)  Logical reasoning 
E)  Auto suggestion 
A)  Direct suggestion 
B)  Suggestive proposition 
C)  Indirect suggestion 
D)  Logical reasoning 
E)  Auto suggestion

Question 16

Visuals integrated into sales presentations increase retention and reduce misunderstandings.

Accepted Answer

A) True 
 B)False

Question 17

Imagine that you are trying to sell baby furniture to a daycare owner. You are in the midst of your presentation when one of your prospect's employees enters the room to talk about a sick child. After a 10-minute conversation, the employee leaves. The daycare owner turns to you and says, "Now what were we discussing?" You should:

Accepted Answer

A)  briefly restate the selling points in which the daycare owner was most interested. 
B)  continue with the rest of the presentation after some small talk. 
C)  continue the presentation from where you stopped. 
D)  offer to reschedule your appointment. 
E)  start your presentation from scratch. 
A)  briefly restate the selling points in which the daycare owner was most interested. 
B)  continue with the rest of the presentation after some small talk. 
C)  continue the presentation from where you stopped. 
D)  offer to reschedule your appointment. 
E)  start your presentation from scratch.

Question 18

To have an effective demonstration in a sales presentation, you, as the salesperson, should:

Accepted Answer

A)  conduct unrehearsed and natural demonstrations. 
B)  develop an all-purpose demonstration for most selling situations. 
C)  encourage prospect participation in the demonstration. 
D)  require the prospect to perform a complex task. 
E)  attempt trial closes before the demonstration. 
A)  conduct unrehearsed and natural demonstrations. 
B)  develop an all-purpose demonstration for most selling situations. 
C)  encourage prospect participation in the demonstration. 
D)  require the prospect to perform a complex task. 
E)  attempt trial closes before the demonstration.

Question 19

When the appliance salesperson said, "Based on the features you desire, I suggest you buy the self-cleaning Hotpoint oven," the salesperson was making a(n):

Accepted Answer

A)  suggestive proposition. 
B)  prestige suggestion. 
C)  direct suggestion. 
D)  autosuggestion. 
E)  counter suggestion. 
A)  suggestive proposition. 
B)  prestige suggestion. 
C)  direct suggestion. 
D)  autosuggestion. 
E)  counter suggestion.

Question 20

Salespeople use ________ to decide which element of the sales presentation mix to emphasize in a particular presentation.

Accepted Answer

A)  visual aids 
B)  vendor analysis 
C)  the customer benefits plan 
D)  persuasive communication 
E)  a social audit 
A)  visual aids 
B)  vendor analysis 
C)  the customer benefits plan 
D)  persuasive communication 
E)  a social audit

Encouraging a prospect to touch or taste a product is most likely a salesperson's attempt to:

Which of the following is most likely true about proof statements?

A marketing plan explains what the customer will receive in return for buying the product or service.

What are the six elements of the sales presentation mix?

John Devos wants to give a presentation to retailers on the new line of angular washing machines launched by his company. At what stage in the presentation should John include some tips for selling these washing machines to end users?

In a sales presentation, visual aids are important to sales success because customers are more likely to:

Describe how a salesperson selling long distance service would use logical reasoning to construct a sales presentation.

Which technique is most effective when a salesperson has determined that a prospect wants a high-quality product?

Star Drilling Company produces Auger-a moving device used in mines. In a recent advertisement, the firm featured the president of the National Mining Association stating, "I can guarantee the performance of Star Augers." This is an example of:

A salesperson tells his customer, "You are not only buying my products but me as well!" What could be the purpose of this statement?

A salesperson should ask a prospect to buy a product only when the prospect reaches the ________ stage of the mental buying process.

A successful demonstration should have all of the following characteristics EXCEPT being:

To have an effective demonstration the salesperson should do all of the following EXCEPT:

________ asks the prospect to visualize using the same products that famous people or companies use.

Visuals integrated into sales presentations increase retention and reduce misunderstandings.

To have an effective demonstration in a sales presentation, you, as the salesperson, should:

When the appliance salesperson said, "Based on the features you desire, I suggest you buy the self-cleaning Hotpoint oven," the salesperson was making a(n):

Salespeople use ________ to decide which element of the sales presentation mix to emphasize in a particular presentation.

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

Encouraging a prospect to touch or taste a product is most likely a salesperson's attempt to:

Which of the following is most likely true about proof statements?

A marketing plan explains what the customer will receive in return for buying the product or service.

What are the six elements of the sales presentation mix?

John Devos wants to give a presentation to retailers on the new line of angular washing machines launched by his company. At what stage in the presentation should John include some tips for selling these washing machines to end users?

In a sales presentation, visual aids are important to sales success because customers are more likely to:

Describe how a salesperson selling long distance service would use logical reasoning to construct a sales presentation.

Which technique is most effective when a salesperson has determined that a prospect wants a high-quality product?

Star Drilling Company produces Auger-a moving device used in mines. In a recent advertisement, the firm featured the president of the National Mining Association stating, "I can guarantee the performance of Star Augers." This is an example of:

A salesperson tells his customer, "You are not only buying my products but me as well!" What could be the purpose of this statement?

A salesperson should ask a prospect to buy a product only when the prospect reaches the ________ stage of the mental buying process.

A successful demonstration should have all of the following characteristics EXCEPT being:

To have an effective demonstration the salesperson should do all of the following EXCEPT:

________ asks the prospect to visualize using the same products that famous people or companies use.

Visuals integrated into sales presentations increase retention and reduce misunderstandings.

To have an effective demonstration in a sales presentation, you, as the salesperson, should:

When the appliance salesperson said, "Based on the features you desire, I suggest you buy the self-cleaning Hotpoint oven," the salesperson was making a(n):

Salespeople use ________ to decide which element of the sales presentation mix to emphasize in a particular presentation.

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