Question 1

It is common for interruptions to occur during a sales presentation.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements about using dramatics in a sales presentation is most likely true?

Accepted Answer

A)  Using dramatic demonstrations fails to set a salesperson apart from the majority of other salespeople. 
B)  A salesperson's own uncertainty about the use of dramatics increases the positive impact on the prospect. 
C)  A theatrical movie showing the history of the company is an example of dramatization. 
D)  Dramatics should be incorporated into all sales presentations due to their success rate. 
E)  Television commercials are a source of ideas for dramatizations. 
A)  Using dramatic demonstrations fails to set a salesperson apart from the majority of other salespeople. 
B)  A salesperson's own uncertainty about the use of dramatics increases the positive impact on the prospect. 
C)  A theatrical movie showing the history of the company is an example of dramatization. 
D)  Dramatics should be incorporated into all sales presentations due to their success rate. 
E)  Television commercials are a source of ideas for dramatizations.

Question 3

Which of the following is an example of a guideline to follow when using visual aids,dramatics,and demonstrations?

Accepted Answer

A)  Let the presentation come naturally; do not rehearse. 
B)  Avoid trial closes during a demonstration. 
C)  Make your sales objectives simple, clear, and straightforward. 
D)  Maintain control by discouraging prospect participation. 
E)  Use a memorized sales presentation to ensure that no FAB is omitted. 
A)  Let the presentation come naturally; do not rehearse. 
B)  Avoid trial closes during a demonstration. 
C)  Make your sales objectives simple, clear, and straightforward. 
D)  Maintain control by discouraging prospect participation. 
E)  Use a memorized sales presentation to ensure that no FAB is omitted.

Question 4

A salesperson says,"Castrol GTX protects your car engine.It's like having a dust cover for your engine." The salesperson is using a(n):

Accepted Answer

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

Question 5

List any six visual aids commonly used in sales presentations.

Accepted Answer

Some common visuals are: (1)The product,

Question 6

A salesperson should ask a prospect to buy only when the prospect reaches the _____ stage of the mental buying process.

Accepted Answer

A)  knowledge 
B)  conviction 
C)  belief 
D)  desire 
E)  need 
A)  knowledge 
B)  conviction 
C)  belief 
D)  desire 
E)  need

Question 7

A salesperson is LEAST likely to use visuals during a sales presentation to:

Accepted Answer

A)  reduce misunderstanding. 
B)  increase prospect retention. 
C)  exhibit professionalism. 
D)  create a lasting impression. 
E)  identify customer objections. 
A)  reduce misunderstanding. 
B)  increase prospect retention. 
C)  exhibit professionalism. 
D)  create a lasting impression. 
E)  identify customer objections.

Question 8

To have an effective demonstration in a sales presentation,you,as the salesperson,should:

Accepted Answer

A)  conduct unrehearsed and natural demonstrations. 
B)  develop an all-purpose demonstration for most selling situations. 
C)  encourage prospect participation in the demonstration. 
D)  require the prospect to perform a complex task. 
E)  attempt trial closes before the demonstration. 
A)  conduct unrehearsed and natural demonstrations. 
B)  develop an all-purpose demonstration for most selling situations. 
C)  encourage prospect participation in the demonstration. 
D)  require the prospect to perform a complex task. 
E)  attempt trial closes before the demonstration.

Question 9

According to the Golden Rule of Selling,which of the following is essential for building a true relationship between the buyer and seller?

Accepted Answer

A)  Organized presentations 
B)  Value pricing 
C)  Qualified salespeople 
D)  Continuous interaction 
E)  Ethical service 
A)  Organized presentations 
B)  Value pricing 
C)  Qualified salespeople 
D)  Continuous interaction 
E)  Ethical service

Question 10

Direct suggestions are commonly used by professional salespeople because they are:

Accepted Answer

A)  empathetic. 
B)  conclusive. 
C)  inoffensive. 
D)  impersonal. 
E)  logical. 
A)  empathetic. 
B)  conclusive. 
C)  inoffensive. 
D)  impersonal. 
E)  logical.

Question 11

You are a salesperson for a manufacturer of neonatal incubators.While you are making the presentation,your prospect,a hospital administrator,receives a telephone call.What should you do if you determine this is a personal call?

Accepted Answer

A)  Insist the hospital administrator ignore the call since this is your appointed time. 
B)  Look over the material you previously covered and prepare a written summary. 
C)  Politely request for the attention of the prospect. 
D)  Remain quiet and wait for the prospect to finish talking. 
E)  Offer to leave the room. 
A)  Insist the hospital administrator ignore the call since this is your appointed time. 
B)  Look over the material you previously covered and prepare a written summary. 
C)  Politely request for the attention of the prospect. 
D)  Remain quiet and wait for the prospect to finish talking. 
E)  Offer to leave the room.

Question 12

Logical reasoning is an effective persuasive technique especially when selling complicated proposals.

Accepted Answer

A) True 
 B)False

Question 13

According to the text,the six elements of the sales presentation mix are product,participation,proof,visuals aids,persuasive communication,and demonstration.

Accepted Answer

A) True 
 B)False

Question 14

The sales presentation should include elements that appeal to the prospect's five senses.

Accepted Answer

A) True 
 B)False

Question 15

A public relations firm is trying to convince a former President of the U.S.that he needs their services.When the publicist says,"We currently are handling public relations for the royal family of Monaco,Prince Andrew of Great Britain,and Colin Powell," the public relations firm is using a prestige suggestion.

Accepted Answer

A) True 
 B)False

Question 16

The _____ refers to the elements the salesperson assembles to make sales to prospects and customers.

Accepted Answer

A)  business proposition 
B)  sales presentation mix 
C)  positioning strategy 
D)  sales activities guide 
E)  marketing mix 
A)  business proposition 
B)  sales presentation mix 
C)  positioning strategy 
D)  sales activities guide 
E)  marketing mix

Question 17

A Bounty paper towel salesperson shows a prospect how quickly the towel absorbs spilled coffee.This is an example of:

Accepted Answer

A)  demonstration. 
B)  analogy marketing. 
C)  excessive dramatization. 
D)  indirect suggestion. 
E)  direct suggestion. 
A)  demonstration. 
B)  analogy marketing. 
C)  excessive dramatization. 
D)  indirect suggestion. 
E)  direct suggestion.

Question 18

_____ ask the prospect to visualize using products that famous people or companies use.

Accepted Answer

A)  Suggestive propositions 
B)  Prestige suggestions 
C)  Direct suggestions 
D)  Autosuggestions 
E)  Image suggestions 
A)  Suggestive propositions 
B)  Prestige suggestions 
C)  Direct suggestions 
D)  Autosuggestions 
E)  Image suggestions

Question 19

As the pet storeowner was explaining her idea for a promotion,the salesperson asked,"Should you buy three or four cases of dog treats for your "Pamper Your Pet" promotion?" This is an example of a(n):

Accepted Answer

A)  counter offer. 
B)  autosuggestion. 
C)  prestige suggestion. 
D)  manipulative suggestion. 
E)  indirect suggestion. 
A)  counter offer. 
B)  autosuggestion. 
C)  prestige suggestion. 
D)  manipulative suggestion. 
E)  indirect suggestion.

Question 20

A textbook salesperson says,"Instructors at Harvard and Yale really like this new approach." The salesperson is using a suggestive proposition.

Accepted Answer

A) True 
 B)False

It is common for interruptions to occur during a sales presentation.

Which of the following statements about using dramatics in a sales presentation is most likely true?

Which of the following is an example of a guideline to follow when using visual aids,dramatics,and demonstrations?

A salesperson says,"Castrol GTX protects your car engine.It's like having a dust cover for your engine." The salesperson is using a(n):

List any six visual aids commonly used in sales presentations.

A salesperson should ask a prospect to buy only when the prospect reaches the _____ stage of the mental buying process.

A salesperson is LEAST likely to use visuals during a sales presentation to:

To have an effective demonstration in a sales presentation,you,as the salesperson,should:

According to the Golden Rule of Selling,which of the following is essential for building a true relationship between the buyer and seller?

Direct suggestions are commonly used by professional salespeople because they are:

You are a salesperson for a manufacturer of neonatal incubators.While you are making the presentation,your prospect,a hospital administrator,receives a telephone call.What should you do if you determine this is a personal call?

Logical reasoning is an effective persuasive technique especially when selling complicated proposals.

According to the text,the six elements of the sales presentation mix are product,participation,proof,visuals aids,persuasive communication,and demonstration.

The sales presentation should include elements that appeal to the prospect's five senses.

The _____ refers to the elements the salesperson assembles to make sales to prospects and customers.

A Bounty paper towel salesperson shows a prospect how quickly the towel absorbs spilled coffee.This is an example of:

_____ ask the prospect to visualize using products that famous people or companies use.

As the pet storeowner was explaining her idea for a promotion,the salesperson asked,"Should you buy three or four cases of dog treats for your "Pamper Your Pet" promotion?" This is an example of a(n):

A textbook salesperson says,"Instructors at Harvard and Yale really like this new approach." The salesperson is using a suggestive proposition.

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

It is common for interruptions to occur during a sales presentation.

Which of the following statements about using dramatics in a sales presentation is most likely true?

Which of the following is an example of a guideline to follow when using visual aids,dramatics,and demonstrations?

A salesperson says,"Castrol GTX protects your car engine.It's like having a dust cover for your engine." The salesperson is using a(n):

List any six visual aids commonly used in sales presentations.

A salesperson should ask a prospect to buy only when the prospect reaches the _____ stage of the mental buying process.

A salesperson is LEAST likely to use visuals during a sales presentation to:

To have an effective demonstration in a sales presentation,you,as the salesperson,should:

According to the Golden Rule of Selling,which of the following is essential for building a true relationship between the buyer and seller?

Direct suggestions are commonly used by professional salespeople because they are:

You are a salesperson for a manufacturer of neonatal incubators.While you are making the presentation,your prospect,a hospital administrator,receives a telephone call.What should you do if you determine this is a personal call?

Logical reasoning is an effective persuasive technique especially when selling complicated proposals.

According to the text,the six elements of the sales presentation mix are product,participation,proof,visuals aids,persuasive communication,and demonstration.

The sales presentation should include elements that appeal to the prospect's five senses.

The _____ refers to the elements the salesperson assembles to make sales to prospects and customers.

A Bounty paper towel salesperson shows a prospect how quickly the towel absorbs spilled coffee.This is an example of:

_____ ask the prospect to visualize using products that famous people or companies use.

As the pet storeowner was explaining her idea for a promotion,the salesperson asked,"Should you buy three or four cases of dog treats for your "Pamper Your Pet" promotion?" This is an example of a(n):

A textbook salesperson says,"Instructors at Harvard and Yale really like this new approach." The salesperson is using a suggestive proposition.

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