Question 1

Letters from satisfied customers are ineffective sales tools.

Accepted Answer

A) True 
 B)False

Question 2

A working model can be a satisfactory substitute for demonstrating the product itself.

Accepted Answer

A) True 
 B)False

Question 3

________ enhance credibility and can take the form of a statement,a report,or a photograph.

Accepted Answer

The answer of ________ enhance credibility and can take the...

Question 4

Web-based demonstrations can be an effective way to present when it is:

Accepted Answer

A)  imperative that a customer see a full product demonstration 
B)  important to meet face-to-face 
C)  important to impress the buyer with technology 
D)  necessary to provide factual data and research 
E)  impossible or expensive to present in person 
A)  imperative that a customer see a full product demonstration 
B)  important to meet face-to-face 
C)  important to impress the buyer with technology 
D)  necessary to provide factual data and research 
E)  impossible or expensive to present in person

Question 5

List the guidelines that should be followed when planning a presentation that adds value.

Accepted Answer

1.Adapt the Presentation to Meet Unique

Question 6

Which method of quantifying a solution involves calculating savings as a percentage of the original investment?

Accepted Answer

A)  SWOT analysis 
B)  cost-benefit analysis 
C)  value-savings calculation 
D)  return on investment 
E)  customer lifetime benefit 
A)  SWOT analysis 
B)  cost-benefit analysis 
C)  value-savings calculation 
D)  return on investment 
E)  customer lifetime benefit

Question 7

Which term refers to a communication process by which you motivate someone else to voluntarily do something you'd like them to do?

Accepted Answer

A)  persuasion 
B)  rhetoric 
C)  articulation 
D)  negotiation 
E)  enunciation 
A)  persuasion 
B)  rhetoric 
C)  articulation 
D)  negotiation 
E)  enunciation

Question 8

The ability to visualize an object,concept,or action not actually present is referred to as:

Accepted Answer

A)  audio-visual aids 
B)  concentration 
C)  visualization 
D)  imaging 
E)  mental imagery 
A)  audio-visual aids 
B)  concentration 
C)  visualization 
D)  imaging 
E)  mental imagery

Question 9

Test results are most effective as a demonstration tool when they:

Accepted Answer

A)  are part of a bound paper presentation 
B)  come from a respected independent agency 
C)  have been presented to the prospect in a spreadsheet or chart 
D)  demonstrate that the product is superior to the competition 
E)  have been sponsored by the vendor 
A)  are part of a bound paper presentation 
B)  come from a respected independent agency 
C)  have been presented to the prospect in a spreadsheet or chart 
D)  demonstrate that the product is superior to the competition 
E)  have been sponsored by the vendor

Question 10

What are the guidelines for preparing and conducting a group sales presentation?

Accepted Answer

Preparing a sales presentation for a gro

Question 11

A survey conducted by Selling Power magazine found that 87 percent of salespeople use ________ to deliver their sales presentations.

Accepted Answer

The answer of A survey conducted by Selling Power magazine...

Question 12

Which type of sales presentation is built around a standard set of steps and tends to ignore the unique needs of each customer?

Accepted Answer

A)  persuasive 
B)  reminder 
C)  informative 
D)  consultative 
E)  canned 
A)  persuasive 
B)  reminder 
C)  informative 
D)  consultative 
E)  canned

Question 13

ScranTone is a paper mill and supplier serving the Upper Midwest. Since the commercial paper market is saturated, the only room for growth is to expand existing accounts or to win over competitors' accounts. Kevin Salazar is a sales representative who has gotten another meeting with the head of purchasing for the copy centers at a large university system. The purchasing agent has been buying from ScranTone's main competitor for three years. Kevin met with the purchasing again two months ago but was unable to make a sale.
-If the head of purchasing does not respond to Kevin Salazar's sales presentation by placing an order,Kevin should most likely:

Accepted Answer

A)  remove the buyer from the CRM system 
B)  send the purchasing agent a letter outlining the weaknesses of the competition 
C)  make contact with the purchasing agent again in six months 
D)  call the purchasing agent to ask for the order in two weeks 
E)  send the purchasing agent a bound paper presentation for further review 
A)  remove the buyer from the CRM system 
B)  send the purchasing agent a letter outlining the weaknesses of the competition 
C)  make contact with the purchasing agent again in six months 
D)  call the purchasing agent to ask for the order in two weeks 
E)  send the purchasing agent a bound paper presentation for further review

Question 14

It is almost impossible for clients to understand some products without a well-planned presentation.

Accepted Answer

A) True 
 B)False

Question 15

Jeremiah knows that it is possible to prepare a sales demonstration that is so structured and mechanical that the prospect feels like a number.Marketing people refer to this as what effect of the selling-buying process?

Accepted Answer

A)  depersonalization 
B)  personalization 
C)  focalization 
D)  massification 
E)  concentration 
A)  depersonalization 
B)  personalization 
C)  focalization 
D)  massification 
E)  concentration

Question 16

ScranTone is a paper mill and supplier serving the Upper Midwest. Since the commercial paper market is saturated, the only room for growth is to expand existing accounts or to win over competitors' accounts. Kevin Salazar is a sales representative who has gotten another meeting with the head of purchasing for the copy centers at a large university system. The purchasing agent has been buying from ScranTone's main competitor for three years. Kevin met with the purchasing again two months ago but was unable to make a sale.
-What is one possible pitfall Kevin Salazar should be aware of when giving the presentation?

Accepted Answer

A)  He needs to promote the benefits of ScranTone without saying anything negative about the current supplier. 
B)  The buyer must have disliked Kevin not to have purchased from him in the past. 
C)  He needs to talk down to the buyer to make sure the buyer understands. 
D)  A successful presentation could end up with an order bigger than ScranTone can handle. 
E)  This account could make or break his quota for the month. 
A)  He needs to promote the benefits of ScranTone without saying anything negative about the current supplier. 
B)  The buyer must have disliked Kevin not to have purchased from him in the past. 
C)  He needs to talk down to the buyer to make sure the buyer understands. 
D)  A successful presentation could end up with an order bigger than ScranTone can handle. 
E)  This account could make or break his quota for the month.

Question 17

Which type of sales presentation would most likely occur after a sale to ensure that current customers are aware of a firm's services and additional product offerings?

Accepted Answer

A)  persuasive 
B)  reminder 
C)  informative 
D)  interactive 
E)  canned 
A)  persuasive 
B)  reminder 
C)  informative 
D)  interactive 
E)  canned

Question 18

Kaygo Tires, Inc. designs and manufactures tires for the trucking industry. Their products include tires for semi-cabs as well as trailers of various sizes and weight limits. Tyler, a sales representative for Kaygo, is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers.
-As part of the preparation for the presentation,Tyler should most likely:

Accepted Answer

A)  research the trucking company's operations and needs 
B)  memorize the standardized presentation script 
C)  install web conferencing software on the buyer's computer 
D)  come up with a persuasive argument for the buyer 
E)  include as many audio visual aids as possible in the presentation 
A)  research the trucking company's operations and needs 
B)  memorize the standardized presentation script 
C)  install web conferencing software on the buyer's computer 
D)  come up with a persuasive argument for the buyer 
E)  include as many audio visual aids as possible in the presentation

Question 19

Kaygo Tires, Inc. designs and manufactures tires for the trucking industry. Their products include tires for semi-cabs as well as trailers of various sizes and weight limits. Tyler, a sales representative for Kaygo, is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers.
-By creating a spreadsheet that will allow the buyer to enter current fuel costs and see recalculations of fuel costs that would occur from using Kaygo tires,the sales representative is creating:

Accepted Answer

A)  an airtight argument against other tire vendors 
B)  a way to involve the buyer in the presentation 
C)  a program that should be created by the IT department 
D)  an experience so elementary that it will patronize the buyer 
E)  an ROI statement the buyer can take as a guarantee of savings 
A)  an airtight argument against other tire vendors 
B)  a way to involve the buyer in the presentation 
C)  a program that should be created by the IT department 
D)  an experience so elementary that it will patronize the buyer 
E)  an ROI statement the buyer can take as a guarantee of savings

Question 20

The components of a typical presentation worksheet are the features to be demonstrated,proof device to be used,what you will say,and:

Accepted Answer

A)  when to ask for the close 
B)  when you will involve the prospect 
C)  when you will show and tell 
D)  what the customer is likely to say 
E)  what you or the customer will do 
A)  when to ask for the close 
B)  when you will involve the prospect 
C)  when you will show and tell 
D)  what the customer is likely to say 
E)  what you or the customer will do

Letters from satisfied customers are ineffective sales tools.

A working model can be a satisfactory substitute for demonstrating the product itself.

________ enhance credibility and can take the form of a statement,a report,or a photograph.

Web-based demonstrations can be an effective way to present when it is:

List the guidelines that should be followed when planning a presentation that adds value.

Which method of quantifying a solution involves calculating savings as a percentage of the original investment?

Which term refers to a communication process by which you motivate someone else to voluntarily do something you'd like them to do?

The ability to visualize an object,concept,or action not actually present is referred to as:

Test results are most effective as a demonstration tool when they:

What are the guidelines for preparing and conducting a group sales presentation?

A survey conducted by Selling Power magazine found that 87 percent of salespeople use ________ to deliver their sales presentations.

Which type of sales presentation is built around a standard set of steps and tends to ignore the unique needs of each customer?

It is almost impossible for clients to understand some products without a well-planned presentation.

Jeremiah knows that it is possible to prepare a sales demonstration that is so structured and mechanical that the prospect feels like a number.Marketing people refer to this as what effect of the selling-buying process?

Which type of sales presentation would most likely occur after a sale to ensure that current customers are aware of a firm's services and additional product offerings?

The components of a typical presentation worksheet are the features to be demonstrated,proof device to be used,what you will say,and:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 12: Creating Value With the Consultative Presentation

Letters from satisfied customers are ineffective sales tools.

A working model can be a satisfactory substitute for demonstrating the product itself.

________ enhance credibility and can take the form of a statement,a report,or a photograph.

Web-based demonstrations can be an effective way to present when it is:

List the guidelines that should be followed when planning a presentation that adds value.

Which method of quantifying a solution involves calculating savings as a percentage of the original investment?

Which term refers to a communication process by which you motivate someone else to voluntarily do something you'd like them to do?

The ability to visualize an object,concept,or action not actually present is referred to as:

Test results are most effective as a demonstration tool when they:

What are the guidelines for preparing and conducting a group sales presentation?

A survey conducted by Selling Power magazine found that 87 percent of salespeople use ________ to deliver their sales presentations.

Which type of sales presentation is built around a standard set of steps and tends to ignore the unique needs of each customer?

It is almost impossible for clients to understand some products without a well-planned presentation.

Jeremiah knows that it is possible to prepare a sales demonstration that is so structured and mechanical that the prospect feels like a number.Marketing people refer to this as what effect of the selling-buying process?

Which type of sales presentation would most likely occur after a sale to ensure that current customers are aware of a firm's services and additional product offerings?

The components of a typical presentation worksheet are the features to be demonstrated,proof device to be used,what you will say,and:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters