Question 1

According to the Golden Rule of Selling,a salesperson who uses puffery in a sales presentation is more likely to make a sale than the one who does not.

Accepted Answer

A) True 
 B)False

Question 2

"Based on your needs,I suggest you buy the model 1000 copier." The salesperson is making a(n):

Accepted Answer

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

Question 3

According to the text,a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:

Accepted Answer

A)  personalizing customer relationships. 
B)  making the sales presentation fun. 
C)  building trust through honesty. 
D)  controlling the sales presentation. 
E)  referring often to the competition. 
A)  personalizing customer relationships. 
B)  making the sales presentation fun. 
C)  building trust through honesty. 
D)  controlling the sales presentation. 
E)  referring often to the competition.

Question 4

What are the three essential steps of sales presentation?

Accepted Answer

The three essential steps in a sales pre

Question 5

A salesperson is likely to harm sales by personalizing relationships with customers.

Accepted Answer

A) True 
 B)False

Question 6

In order to make the sale,it is not recommended that prospects participate in the sales presentation.

Accepted Answer

A) True 
 B)False

Question 7

What are four ways to involve a prospect in a demonstration?

Accepted Answer

The four ways of involving a prospect in

Question 8

To show the strength of a plastic pallet,the salesperson asked a group of prospects to step into the parking lot and watch as he drove his car across a pallet.He then got out of the car and asked a prospect to examine the pallet for cracks or breaks.This theatrical presentation of a product's feature is called:

Accepted Answer

A)  dramatization. 
B)  analogy marketing. 
C)  countersuggestion. 
D)  prestige proof statement. 
E)  autosuggestion. 
A)  dramatization. 
B)  analogy marketing. 
C)  countersuggestion. 
D)  prestige proof statement. 
E)  autosuggestion.

Question 9

"Eight of the top ten universities in the country are using this textbook." This type of suggestion is an example of a(n):

Accepted Answer

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

Question 10

A(n)_____ type of suggestion implies that the prospect should act immediately.

Accepted Answer

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

Question 11

In a sales presentation,visual aids are important to sales success because customers are more likely to:

Accepted Answer

A)  request warranties. 
B)  limit interruptions. 
C)  retain details they hear. 
D)  respond to direct questions. 
E)  remember information that they see. 
A)  request warranties. 
B)  limit interruptions. 
C)  retain details they hear. 
D)  respond to direct questions. 
E)  remember information that they see.

Question 12

If prospects are allowed to hold your catalog,price list,or brochure during a presentation,it will increase the probability of sale.

Accepted Answer

A) True 
 B)False

Question 13

Lena Getz has just finished demonstrating the durability of her company's upholstery fabric.To find out if this feature is important to her prospect,she should:

Accepted Answer

A)  use a trial close. 
B)  hand a catalog to the prospect. 
C)  use a probing question. 
D)  use the questions approach. 
E)  lead into a benefit. 
A)  use a trial close. 
B)  hand a catalog to the prospect. 
C)  use a probing question. 
D)  use the questions approach. 
E)  lead into a benefit.

Question 14

Demonstrations are appropriate for every sales presentation.

Accepted Answer

A) True 
 B)False

Question 15

Although they are useful with final consumers,testimonials from satisfied customers mean little to professional buyers,who think such "proof" is usually faked.

Accepted Answer

A) True 
 B)False

Question 16

Describe three types of suggestions used by salespeople.Provide an example of each to illustrate your answer.

Accepted Answer

Suggestions can be used effectively to p

Question 17

What is logical reasoning? Provide an example to illustrate your answer.

Accepted Answer

Logical reasoning is an effective persua

Question 18

Which of the following statements is true about how you,as a salesperson,should cope with the competition during a sales presentation?

Accepted Answer

A)  It is impossible to develop a sales presentation without specifically referring to the competition. 
B)  Comments about the competition should be based on information gathered from other salespeople. 
C)  When selling industrial products, avoid making detailed comparisons with a competitor. 
D)  Ignore customer comments and questions about a competitor's product. 
E)  Negative comments about a competitive product may insult the prospect. 
A)  It is impossible to develop a sales presentation without specifically referring to the competition. 
B)  Comments about the competition should be based on information gathered from other salespeople. 
C)  When selling industrial products, avoid making detailed comparisons with a competitor. 
D)  Ignore customer comments and questions about a competitor's product. 
E)  Negative comments about a competitive product may insult the prospect.

Question 19

In a sales situation,a prospect enters the conviction stage when he is convinced that the product is not only the best but also that the salesperson who is promoting the product is the best source to buy from.

Accepted Answer

A) True 
 B)False

Question 20

Before using a demonstration in a sales presentation,a salesperson should determine the probability that his or her demonstration will backfire.

Accepted Answer

A) True 
 B)False

According to the Golden Rule of Selling,a salesperson who uses puffery in a sales presentation is more likely to make a sale than the one who does not.

"Based on your needs,I suggest you buy the model 1000 copier." The salesperson is making a(n):

According to the text,a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:

What are the three essential steps of sales presentation?

A salesperson is likely to harm sales by personalizing relationships with customers.

In order to make the sale,it is not recommended that prospects participate in the sales presentation.

What are four ways to involve a prospect in a demonstration?

"Eight of the top ten universities in the country are using this textbook." This type of suggestion is an example of a(n):

A(n)_____ type of suggestion implies that the prospect should act immediately.

In a sales presentation,visual aids are important to sales success because customers are more likely to:

If prospects are allowed to hold your catalog,price list,or brochure during a presentation,it will increase the probability of sale.

Lena Getz has just finished demonstrating the durability of her company's upholstery fabric.To find out if this feature is important to her prospect,she should:

Demonstrations are appropriate for every sales presentation.

Although they are useful with final consumers,testimonials from satisfied customers mean little to professional buyers,who think such "proof" is usually faked.

Describe three types of suggestions used by salespeople.Provide an example of each to illustrate your answer.

What is logical reasoning? Provide an example to illustrate your answer.

Which of the following statements is true about how you,as a salesperson,should cope with the competition during a sales presentation?

In a sales situation,a prospect enters the conviction stage when he is convinced that the product is not only the best but also that the salesperson who is promoting the product is the best source to buy from.

Before using a demonstration in a sales presentation,a salesperson should determine the probability that his or her demonstration will backfire.

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

According to the Golden Rule of Selling,a salesperson who uses puffery in a sales presentation is more likely to make a sale than the one who does not.

"Based on your needs,I suggest you buy the model 1000 copier." The salesperson is making a(n):

According to the text,a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:

What are the three essential steps of sales presentation?

A salesperson is likely to harm sales by personalizing relationships with customers.

In order to make the sale,it is not recommended that prospects participate in the sales presentation.

What are four ways to involve a prospect in a demonstration?

"Eight of the top ten universities in the country are using this textbook." This type of suggestion is an example of a(n):

A(n)_____ type of suggestion implies that the prospect should act immediately.

In a sales presentation,visual aids are important to sales success because customers are more likely to:

If prospects are allowed to hold your catalog,price list,or brochure during a presentation,it will increase the probability of sale.

Lena Getz has just finished demonstrating the durability of her company's upholstery fabric.To find out if this feature is important to her prospect,she should:

Demonstrations are appropriate for every sales presentation.

Although they are useful with final consumers,testimonials from satisfied customers mean little to professional buyers,who think such "proof" is usually faked.

Describe three types of suggestions used by salespeople.Provide an example of each to illustrate your answer.

What is logical reasoning? Provide an example to illustrate your answer.

Which of the following statements is true about how you,as a salesperson,should cope with the competition during a sales presentation?

In a sales situation,a prospect enters the conviction stage when he is convinced that the product is not only the best but also that the salesperson who is promoting the product is the best source to buy from.

Before using a demonstration in a sales presentation,a salesperson should determine the probability that his or her demonstration will backfire.

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