Question 1

A solar heating system salesperson says "by using this system you increase your profits by 20%." The salesperson is stating a:

Accepted Answer

A)  product benefit. 
B)  product advantage. 
C)  business proposition benefit. 
D)  business proposition advantage. 
E)  marketing advantage. 
A)  product benefit. 
B)  product advantage. 
C)  business proposition benefit. 
D)  business proposition advantage. 
E)  marketing advantage.

Question 2

When James sells Tiromat Powerpak, a packaging machine for forming, filling and sealing food products, he begins by telling the customer, "Everyone in the food industry would like to save money and time on equipment cleaning." Then he says, "With the Tiromat Powerpak, you have a machine that can be disassembled for high-pressure cleaning and then reassembled more quickly than any other machine currently on the market." In conclusion, Tiromat says, "Thus, I believe that you need to buy our new Powerpak packaging machine." James is using ________ to sell his machines.

Accepted Answer

A)  direct suggestion 
B)  suggestive propositions 
C)  logical reasoning 
D)  sell sequence 
E)  persuasive communication 
A)  direct suggestion 
B)  suggestive propositions 
C)  logical reasoning 
D)  sell sequence 
E)  persuasive communication

Question 3

Which of the following should NOT be considered by you for using video conferencing technology when making a sales presentation?

Accepted Answer

A)  Make sure everyone has the software or access to the software application for the video conference. 
B)  Place yourself in the viewer's shoes. 
C)  Have a contingency plan. 
D)  To come across a natural person, avoid any practice 
E)  Understand how people will interact with you 
A)  Make sure everyone has the software or access to the software application for the video conference. 
B)  Place yourself in the viewer's shoes. 
C)  Have a contingency plan. 
D)  To come across a natural person, avoid any practice 
E)  Understand how people will interact with you

Question 4

Which of the following regularly provides independent research results about various products?

Accepted Answer

A)  Consumer Reports 
B)  Time Magazine 
C)  Money Magazine 
D)  Wall Street Journal 
E)  New York Times 
A)  Consumer Reports 
B)  Time Magazine 
C)  Money Magazine 
D)  Wall Street Journal 
E)  New York Times

Question 5

In some instances, your buyer will use your visuals to sell your product or service to their supervisor or management team.

Accepted Answer

A) True 
 B)False

Question 6

An effective trial close, most often, takes the form of a close-ended question.

Accepted Answer

A) True 
 B)False

Question 7

The statement, "Just imagine how much your family will enjoy camping in this new tent," 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 8

Which of the following is NOT an example of a visual aid?

Accepted Answer

A)  An order form 
B)  A chart 
C)  A demonstration 
D)  A model of the product 
E)  Sales manuals 
A)  An order form 
B)  A chart 
C)  A demonstration 
D)  A model of the product 
E)  Sales manuals

A solar heating system salesperson says "by using this system you increase your profits by 20%." The salesperson is stating a:

Which of the following should NOT be considered by you for using video conferencing technology when making a sales presentation?

Which of the following regularly provides independent research results about various products?

In some instances, your buyer will use your visuals to sell your product or service to their supervisor or management team.

An effective trial close, most often, takes the form of a close-ended question.

The statement, "Just imagine how much your family will enjoy camping in this new tent," is an example of a(n):

Which of the following is NOT an example of a visual aid?

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

A solar heating system salesperson says "by using this system you increase your profits by 20%." The salesperson is stating a:

Which of the following should NOT be considered by you for using video conferencing technology when making a sales presentation?

Which of the following regularly provides independent research results about various products?

In some instances, your buyer will use your visuals to sell your product or service to their supervisor or management team.

An effective trial close, most often, takes the form of a close-ended question.

The statement, "Just imagine how much your family will enjoy camping in this new tent," is an example of a(n):

Which of the following is NOT an example of a visual aid?

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