Exam 10: Elements of a Great Sales Presentation

Logical reasoning is best described as a:

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." As proof statements of the superiority of Clearwater Hampers, Austin should most likely use:

Effective demonstrations reduce a prospect's resistance to making a purchase.

A salesperson can improve sales by personalizing relationships with customers.

What is the best nonverbal selling technique?

The best nonverbal selling technique is the:

Which of the following statements about using dramatics as part of a sales presentation is most likely true?

Although they are useful with final consumers, testimonials from satisfied customers mean little to professional buyers, who think such "proof" is usually faked.

Where does the ideal sales presentation take place?

"Shouldn't you go ahead and order swimsuit stock for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colors?" This is an example of a(n):

The first essential step of the sales presentation is discussing the:

The five elements of the sales presentation mix are the product, the prospect, proof statements, visuals and the salesperson.

A salesperson using a direct suggestion might begin by saying, "Mr. and Mrs. Smith, just imagine never having to worry about money during your retirement years."

Lena Getz has just finished demonstrating the durability of her company's upholstery fabric. To find out if this feature is important to her prospect, she should:

The actual product may not be considered as a visual aid to use during a sales presentation?

Imagine that you are talking to the owner of a motel chain about buying furniture from your company. His secretary comes in and asks him to sign some papers immediately. He takes about ten minutes to read over the papers before he signs them. What should you as the professional salesperson do?

Trial close is generally used before answering an objection.

To show the strength of a plastic pallet, the salesperson asked the prospect to step into the parking lot. Once they were in the parking lot, the salesperson laid a pallet on the ground and drove his car across the pallet. Then he got out of the car and asked the prospect to examine the pallet for cracks or breaks. This theatrical presentation of a product's feature is called a(n):

Direct suggestion is most likely popular among professional salespeople because the method:

Knowing his prospect would be concerned about the possibility of contamination of the foods he was processing with his packing equipment, Alec opened by saying, "To prove to you the conveyer belt lubricant I'm offering you is non-toxic, I'm going to eat a spoon-full right now." This theatrical presentation is an example of: