Question 1

The statement, "The finest hospitals in the country are using this neonatal incubator," is an example of 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 2

A textbook salesperson who says, "Instructors at Harvard and Yale really like this new approach to marketing," is using a suggestive proposition.

Accepted Answer

A) True 
 B)False

Question 3

Proof statements are to be presented soon after completing the sales presentation.

Accepted Answer

A) True 
 B)False

Question 4

Direct suggestions are commonly used by professional salespeople because they are:

Accepted Answer

A)  empathetic. 
B)  conclusive. 
C)  inoffensive. 
D)  impersonal. 
E)  logical. 
A)  empathetic. 
B)  conclusive. 
C)  inoffensive. 
D)  impersonal. 
E)  logical.

Question 5

Presentation is a continuation of the sales approach.

Accepted Answer

A) True 
 B)False

Question 6

Industrial products salespeople are likely to make detailed comparisons to their competition and to stress customer service and product guarantees.

Accepted Answer

A) True 
 B)False

Question 7

A salesperson should control the sales presentation.

Accepted Answer

A) True 
 B)False

Question 8

What is considered the best visual aid to use during a sales presentation?

Accepted Answer

A)  Sample ads 
B)  Product videos 
C)  Customer testimonials 
D)  The actual product 
E)  A product manual 
A)  Sample ads 
B)  Product videos 
C)  Customer testimonials 
D)  The actual product 
E)  A product manual

Question 9

Which of the following statements is true about how you, as a salesperson, should cope with the competition during a sales presentation?

Accepted Answer

A)  It is impossible to develop a sales presentation without specifically referring to the competition. 
B)  Comments about the competition should be based on information gathered from other salespeople. 
C)  When selling industrial products, avoid making detailed comparisons with a competitor. 
D)  Ignore customer comments and questions about a competitor's product. 
E)  Negative comments about a competitive product may insult the prospect. 
A)  It is impossible to develop a sales presentation without specifically referring to the competition. 
B)  Comments about the competition should be based on information gathered from other salespeople. 
C)  When selling industrial products, avoid making detailed comparisons with a competitor. 
D)  Ignore customer comments and questions about a competitor's product. 
E)  Negative comments about a competitive product may insult the prospect.

Question 10

Why is building trust with customers important? How can a salesperson build trust with a customer?

Accepted Answer

Two of the best and easiest ways to buil

Question 11

Austin began his sales presentation by stating, "All organizations strive to operate more efficiently." Then, he proceeded to explain why his company's computer network system operates more efficiently than other systems. He concluded his presentation by saying, "So, you have to agree that you should buy my company's system." Austin was using ________ to make his sale.

Accepted Answer

A)  a prestige suggestion 
B)  counter-offering 
C)  logical reasoning 
D)  choice narrowing 
E)  empathy 
A)  a prestige suggestion 
B)  counter-offering 
C)  logical reasoning 
D)  choice narrowing 
E)  empathy

Question 12

"Can you imagine how excited your family will be when you tell them you have purchased this Disneyland vacation package?" This is an example of 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 13

George Wynn was a salesperson best known for:

Accepted Answer

A)  encouraging ethics and honesty in the selling profession. 
B)  developing the parallel dimensions of selling. 
C)  selling industrial products to global firms. 
D)  employing autosuggestion techniques. 
E)  using dramatic demonstrations. 
A)  encouraging ethics and honesty in the selling profession. 
B)  developing the parallel dimensions of selling. 
C)  selling industrial products to global firms. 
D)  employing autosuggestion techniques. 
E)  using dramatic demonstrations.

Question 14

A salesperson who uses puffery in a sales presentation is more likely to make a sale than the one who does not.

Accepted Answer

A) True 
 B)False

Question 15

If presented in too straightforward a manner, the logical reasoning presentation may be too blunt.

Accepted Answer

A) True 
 B)False

Question 16

"You ought to buy that scarf. It is just like the one that I saw Julia Roberts wearing when she was dining at the Blue Goose Inn." This is an example of 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 17

Describe three types of suggestions used by salespeople. Provide an example of each to illustrate your answer.

Accepted Answer

Suggestions can be used effectively to p

Question 18

According to the text, a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:

Accepted Answer

A)  personalizing customer relationships. 
B)  making the sales presentation fun. 
C)  building trust through honesty. 
D)  controlling the sales presentation. 
E)  referring often to the competition. 
A)  personalizing customer relationships. 
B)  making the sales presentation fun. 
C)  building trust through honesty. 
D)  controlling the sales presentation. 
E)  referring often to the competition.

Question 19

The travel agent says, "Imagine yourself lounging by the pool with a cold drink in your hand and a waiter close by to cater to your every whim." What kind of a suggestion is the travel agent using?

Accepted Answer

The travel

Question 20

How technology can help salespeople during sales presentations?

Accepted Answer

Technology provides excellent methods of

The statement, "The finest hospitals in the country are using this neonatal incubator," is an example of a(n):

A textbook salesperson who says, "Instructors at Harvard and Yale really like this new approach to marketing," is using a suggestive proposition.

Proof statements are to be presented soon after completing the sales presentation.

Direct suggestions are commonly used by professional salespeople because they are:

Presentation is a continuation of the sales approach.

Industrial products salespeople are likely to make detailed comparisons to their competition and to stress customer service and product guarantees.

A salesperson should control the sales presentation.

What is considered the best visual aid to use during a sales presentation?

Which of the following statements is true about how you, as a salesperson, should cope with the competition during a sales presentation?

Why is building trust with customers important? How can a salesperson build trust with a customer?

"Can you imagine how excited your family will be when you tell them you have purchased this Disneyland vacation package?" This is an example of a(n):

George Wynn was a salesperson best known for:

A salesperson who uses puffery in a sales presentation is more likely to make a sale than the one who does not.

If presented in too straightforward a manner, the logical reasoning presentation may be too blunt.

"You ought to buy that scarf. It is just like the one that I saw Julia Roberts wearing when she was dining at the Blue Goose Inn." This is an example of a(n):

Describe three types of suggestions used by salespeople. Provide an example of each to illustrate your answer.

According to the text, a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:

The travel agent says, "Imagine yourself lounging by the pool with a cold drink in your hand and a waiter close by to cater to your every whim." What kind of a suggestion is the travel agent using?

How technology can help salespeople during sales presentations?

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

The statement, "The finest hospitals in the country are using this neonatal incubator," is an example of a(n):

A textbook salesperson who says, "Instructors at Harvard and Yale really like this new approach to marketing," is using a suggestive proposition.

Proof statements are to be presented soon after completing the sales presentation.

Direct suggestions are commonly used by professional salespeople because they are:

Presentation is a continuation of the sales approach.

Industrial products salespeople are likely to make detailed comparisons to their competition and to stress customer service and product guarantees.

A salesperson should control the sales presentation.

What is considered the best visual aid to use during a sales presentation?

Which of the following statements is true about how you, as a salesperson, should cope with the competition during a sales presentation?

Why is building trust with customers important? How can a salesperson build trust with a customer?

"Can you imagine how excited your family will be when you tell them you have purchased this Disneyland vacation package?" This is an example of a(n):

George Wynn was a salesperson best known for:

A salesperson who uses puffery in a sales presentation is more likely to make a sale than the one who does not.

If presented in too straightforward a manner, the logical reasoning presentation may be too blunt.

"You ought to buy that scarf. It is just like the one that I saw Julia Roberts wearing when she was dining at the Blue Goose Inn." This is an example of a(n):

Describe three types of suggestions used by salespeople. Provide an example of each to illustrate your answer.

According to the text, a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:

The travel agent says, "Imagine yourself lounging by the pool with a cold drink in your hand and a waiter close by to cater to your every whim." What kind of a suggestion is the travel agent using?

How technology can help salespeople during sales presentations?

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