Exam 11: Elements of a Great Sales Presentation

The dairy salesman asked the store purchasing agent,"Do you think you'll need 10 or 12 pallets of ice cream for your "Summer Buster" sales promotion?" This is an example of a(n):

Lightener & Company designs restaurant interiors.When talking to a prospective customer,one of its salespeople says,"I sense that you really like the scheme we have developed for the waiting area,but you don't want to rush into making a decision.I must tell you that this wall covering is a limited edition and will not be available after the first of the month." This is an example of a(n):

The salesperson should decide which element(s)of the presentation mix to emphasize in a particular presentation based primarily on:

Which of the following is typically used to explain how something works?

It is important for the salesperson using familiar terminology and buzzwords to speak in a formal tone to convey its importance.

"Shouldn't you go ahead and buy now before the price increases next month?" is an example of a(n):

What are three reasons for using visuals aids,dramatics,and demonstrations during sales presentations?

Visuals integrated into sales presentations increase retention and reduce misunderstandings.

A salesperson should refer to the competition at length during the approach and more briefly in trial closings.

Which of the following is considered the best nonverbal selling technique?

Which of the following is most likely true about proof statements?

Logical reasoning involves a presentation constructed around three parts: an overview,a major premise,and a trial close.

Company-generated data usually has greater credibility than proof furnished by reputable sources outside the company.

Television commercials use autosuggestion frequently.

Which type of suggestion is intended to evoke an opposite response from the prospect?

Presentation is a continuation of the sales approach.

Which term refers to combining a question with a discussion of a product's FABs?

What are proof statements? Why do salespeople often use proof statements?

"Since you anticipate using our braking system with your current machine,I suggest you buy now before we perform a planned retooling of our existing system.We know our current braking system is compatible with your machines,but I cannot promise the new design will be." This is an example of a(n):

When a prospect receives a personal phone call during a sales presentation,the salesperson should offer to leave the room.