Exam 10: Elements of a Great Sales Presentation

The statement, "Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" is an example of a(n):

A salesperson who sells office furnishings is using an autosuggestion when she says, "Based on my measurements, I suggest you purchase three modular units."

Karl Mekelsson sells refrigeration units to businesses. He builds his sales presentations around a major premise like the savings a walk-in refrigerator will generate for a catering firm and a minor premise like how his company's unit will reduce electrical bills and a conclusion. Karl is most likely using:

Radio commercials are an effective idea development tool for the dramatization of a product.

A(n) ________ type of suggestion implies that prospects should act immediately.

All of the following are best practices to ensure FAB sequences are effective, EXCEPT?

For corporate products, the usage instructions should be presented as a marketing plan.

A sales presentation has to be delivered after the prospect has reached the conviction stage of the mental buying process.

According to the Core Principles of Professional Selling, which of the following is essential for building a true relationship between the buyer and seller?

What response is most likely expected from a prospect when a salesperson uses a counter suggestion such as, "Do you really want a payroll software system with all of these extra features?"

To maintain the spontaneity of a presentation, professional salespeople should not rehearse.

The sales presentation should include elements that appeal to the prospect's five senses.

The prospect reaches the conviction stage after buying the product.

The salesperson should decide which element(s) of the presentation mix to emphasize in a particular presentation based primarily on:

Great FAB Sequences require preparation and knowledge about a salesperson's firm, its services, policies, and procedures as well as a high level of customer understanding.

Television commercials use autosuggestion frequently.

Which statement regarding SELL sequence is NOT correct?

You are a salesperson for a manufacturer of neonatal incubators. While you are making the presentation, your prospect, a hospital administrator, receives a telephone call. What should you do if you determine this is a personal call?

Why do salespeople often use proof statements?

Describe the three essential steps of sales presentations.