Question 1

Which of the following statements about the use of demonstrations in sales presentations is true?

Accepted Answer

A)  Rehearsed demonstrations bore prospects. 
B)  Industrial product presentations require demonstrations. 
C)  Demonstrations should be appropriate and appear natural. 
D)  Demonstrations do not backfire when a product is well-made. 
E)  Effective demonstrations involve complex products for end users. 
A)  Rehearsed demonstrations bore prospects. 
B)  Industrial product presentations require demonstrations. 
C)  Demonstrations should be appropriate and appear natural. 
D)  Demonstrations do not backfire when a product is well-made. 
E)  Effective demonstrations involve complex products for end users. C

Question 2

"Just picture how excited your daughter will be when you buy her this new convertible," is an example of a(n):

Accepted Answer

A)  suggestive proposition. 
B)  prestige suggestion. 
C)  direct suggestion. 
D)  image suggestion. 
E)  autosuggestion. 
A)  suggestive proposition. 
B)  prestige suggestion. 
C)  direct suggestion. 
D)  image suggestion. 
E)  autosuggestion. E

Question 3

Which of the following is NOT a valid reason for using dramatics in the sales presentation?

Accepted Answer

A)  To provide a clear explanation of the product 
B)  To create two-way communications 
C)  To capture the prospect's interest 
D)  To increase the salesperson's persuasive powers 
E)  To create a powerful proof technique 
A)  To provide a clear explanation of the product 
B)  To create two-way communications 
C)  To capture the prospect's interest 
D)  To increase the salesperson's persuasive powers 
E)  To create a powerful proof technique E

Question 4

Pictures,models,videotapes,films,or slides are the best alternatives if a demonstration is not feasible.

Accepted Answer

A) True 
 B)False

Question 5

Differentiate between similes,metaphors,analogies,and parables.How do salespeople use these communication tools?

Accepted Answer

Communication tools such as similes,meta

Question 6

"You ought to buy that scarf.It is just like the one I saw actress Julia Roberts wearing when she visited the Metropolitan Museum." The salesperson is making a(n):

Accepted Answer

A)  ideal-self suggestion. 
B)  autosuggestion. 
C)  countersuggestion. 
D)  prestige suggestion. 
E)  direct suggestion. 
A)  ideal-self suggestion. 
B)  autosuggestion. 
C)  countersuggestion. 
D)  prestige suggestion. 
E)  direct suggestion.

Question 7

According to the text,what are the three essential steps within the sales presentation,in the correct order?

Accepted Answer

A)  Price, marketing plan, and FAB 
B)  FAB, business proposition, and marketing plan 
C)  Marketing plan, FAB, and business proposition 
D)  Business proposition, FAB, and marketing plan 
E)  FAB, marketing plan, and business proposition 
A)  Price, marketing plan, and FAB 
B)  FAB, business proposition, and marketing plan 
C)  Marketing plan, FAB, and business proposition 
D)  Business proposition, FAB, and marketing plan 
E)  FAB, marketing plan, and business proposition

Question 8

A salesperson told one of his prospects,"Many of the Fortune 500 manufacturers are using our products.This elite group of manufacturers finds that the equipment helps increase their profits,sales,and market share." This is an example of a(n):

Accepted Answer

A)  ideal-self suggestion. 
B)  prestige suggestion. 
C)  direct suggestion. 
D)  autosuggestion. 
E)  suggestive proposition. 
A)  ideal-self suggestion. 
B)  prestige suggestion. 
C)  direct suggestion. 
D)  autosuggestion. 
E)  suggestive proposition.

Question 9

Demonstrations,dramatics,and visual aids in sales presentation are most likely used for all of the following reasons EXCEPT:

Accepted Answer

A)  comparing competitor's products. 
B)  creating two-way communication. 
C)  engaging the prospect through participation. 
D)  capturing the prospect's attention and interest. 
E)  allowing the prospect to set the stage for closing the sale. 
A)  comparing competitor's products. 
B)  creating two-way communication. 
C)  engaging the prospect through participation. 
D)  capturing the prospect's attention and interest. 
E)  allowing the prospect to set the stage for closing the sale.

Question 10

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

Question 11

One of the elements of the sales presentation mix is:

Accepted Answer

A)  creativity. 
B)  product. 
C)  proof. 
D)  knowledge. 
E)  probes. 
A)  creativity. 
B)  product. 
C)  proof. 
D)  knowledge. 
E)  probes.

Question 12

The real estate agent asked the young parents,"Do you really want to live so close to an elementary school?" This is an example of a(n):

Accepted Answer

A)  suggestive proposition. 
B)  prestige suggestion. 
C)  direct suggestion. 
D)  autosuggestion. 
E)  countersuggestion. 
A)  suggestive proposition. 
B)  prestige suggestion. 
C)  direct suggestion. 
D)  autosuggestion. 
E)  countersuggestion.

Question 13

Logical reasoning is best described as a:

Accepted Answer

A)  persuasive sales technique that uses suggestions to encourage prospects to buy. 
B)  method that uses a major premise, a minor premise, and a conclusion. 
C)  method for personalizing the relationship between the buyer and the seller. 
D)  tool that integrates visual aids, technology, and dramatization. 
E)  diplomatic way of persuading a prospect to listen closely. 
A)  persuasive sales technique that uses suggestions to encourage prospects to buy. 
B)  method that uses a major premise, a minor premise, and a conclusion. 
C)  method for personalizing the relationship between the buyer and the seller. 
D)  tool that integrates visual aids, technology, and dramatization. 
E)  diplomatic way of persuading a prospect to listen closely.

Question 14

A simile is a direct comparison using "like" or "as."

Accepted Answer

A) True 
 B)False

Question 15

A marketing plan explains what the customer will receive in return for buying the product or service.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

The main goal of a sales presentation is to:

Accepted Answer

A)  provide information to the prospect. 
B)  make a permanent impression on the prospect. 
C)  help in closing the sale. 
D)  reduce customer objections. 
E)  ensure that the approach is positive. 
A)  provide information to the prospect. 
B)  make a permanent impression on the prospect. 
C)  help in closing the sale. 
D)  reduce customer objections. 
E)  ensure that the approach is positive.

Question 18

When two situations have something in common,they can be effectively compared by using a(n):

Accepted Answer

A)  metaphor. 
B)  simile. 
C)  analogy. 
D)  parable. 
E)  imagery. 
A)  metaphor. 
B)  simile. 
C)  analogy. 
D)  parable. 
E)  imagery.

Question 19

A salesperson says to a prospect,"Just imagine how this equipment will look and operate in your store.Your employees will perform much better,and they will thank you." This statement is an example of a suggestive proposition.

Accepted Answer

A) True 
 B)False

Question 20

During a sales presentation,it is best to begin with the FAB sequence,then present the business proposition,and next the marketing plan.

Accepted Answer

A) True 
 B)False

Which of the following statements about the use of demonstrations in sales presentations is true?

"Just picture how excited your daughter will be when you buy her this new convertible," is an example of a(n):

Which of the following is NOT a valid reason for using dramatics in the sales presentation?

Pictures,models,videotapes,films,or slides are the best alternatives if a demonstration is not feasible.

Differentiate between similes,metaphors,analogies,and parables.How do salespeople use these communication tools?

"You ought to buy that scarf.It is just like the one I saw actress Julia Roberts wearing when she visited the Metropolitan Museum." The salesperson is making a(n):

According to the text,what are the three essential steps within the sales presentation,in the correct order?

A salesperson told one of his prospects,"Many of the Fortune 500 manufacturers are using our products.This elite group of manufacturers finds that the equipment helps increase their profits,sales,and market share." This is an example of a(n):

Demonstrations,dramatics,and visual aids in sales presentation are most likely used for all of the following reasons EXCEPT:

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

One of the elements of the sales presentation mix is:

The real estate agent asked the young parents,"Do you really want to live so close to an elementary school?" This is an example of a(n):

Logical reasoning is best described as a:

A simile is a direct comparison using "like" or "as."

A marketing plan explains what the customer will receive in return for buying the product or service.

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

The main goal of a sales presentation is to:

When two situations have something in common,they can be effectively compared by using a(n):

A salesperson says to a prospect,"Just imagine how this equipment will look and operate in your store.Your employees will perform much better,and they will thank you." This statement is an example of a suggestive proposition.

During a sales presentation,it is best to begin with the FAB sequence,then present the business proposition,and next the marketing plan.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

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

Prospecting the 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 11: Elements of a Great Sales Presentation

Which of the following statements about the use of demonstrations in sales presentations is true?

"Just picture how excited your daughter will be when you buy her this new convertible," is an example of a(n):

Which of the following is NOT a valid reason for using dramatics in the sales presentation?

Pictures,models,videotapes,films,or slides are the best alternatives if a demonstration is not feasible.

Differentiate between similes,metaphors,analogies,and parables.How do salespeople use these communication tools?

"You ought to buy that scarf.It is just like the one I saw actress Julia Roberts wearing when she visited the Metropolitan Museum." The salesperson is making a(n):

According to the text,what are the three essential steps within the sales presentation,in the correct order?

A salesperson told one of his prospects,"Many of the Fortune 500 manufacturers are using our products.This elite group of manufacturers finds that the equipment helps increase their profits,sales,and market share." This is an example of a(n):

Demonstrations,dramatics,and visual aids in sales presentation are most likely used for all of the following reasons EXCEPT:

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

One of the elements of the sales presentation mix is:

The real estate agent asked the young parents,"Do you really want to live so close to an elementary school?" This is an example of a(n):

Logical reasoning is best described as a:

A simile is a direct comparison using "like" or "as."

A marketing plan explains what the customer will receive in return for buying the product or service.

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

The main goal of a sales presentation is to:

When two situations have something in common,they can be effectively compared by using a(n):

A salesperson says to a prospect,"Just imagine how this equipment will look and operate in your store.Your employees will perform much better,and they will thank you." This statement is an example of a suggestive proposition.

During a sales presentation,it is best to begin with the FAB sequence,then present the business proposition,and next the marketing plan.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

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

Prospecting the 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters