Exam 11: Elements of a Great Sales Presentation

Which of the following questions is part of the sales presentation goal model?

Which type of suggestion method seeks to create doubt about a competitor's products?

Imagine that you are trying to sell baby furniture to a daycare owner.You are in the midst of your presentation when one of your prospect's employees enters the room to talk about a sick child.After a 10-minute conversation,the employee leaves.The daycare owner turns to you and says,"Now what were we discussing?" You should:

_____ attempts to have prospects imagine using the product themselves.

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

A salesperson using a direct suggestion on a prospect might begin by saying,"Mr.and Mrs.Smith,just imagine never having to worry about money after your retirement."

What is the primary purpose of the sales presentation goal model?

Although salespeople sell different products in different ways,the elements of the sales presentation mix should be used in an equal proportion.

The main purpose of a sales presentation is to overcome objections.

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

Which of the following refers to a brief story used to illustrate a point and to compare something familiar to something unfamiliar?

Which of the following lists the five purposes of the sales presentation?

What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?

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

Audience,objective,structure,and visual aids are considerations in the sales presentation goal model.

Imagine that you are talking to the owner of a motel chain about buying furniture from your company.His secretary comes in and asks him to sign some papers immediately.He takes about ten minutes to read over the papers before he signs them.What should you as the professional salesperson do?

Which type of proof statement would be best for a salesperson trying to convince a current customer to place a larger order?

"Can you visualize how excited your family will be when you tell them you have purchased this Disneyland vacation package?" The salesperson is making a(n):

What is the purpose of the presentation?

Examples of proofs include past sales figures,independent research results,and testimonials.