Exam 10: Elements of a Great Sales Presentation

When James sells Tiromat Powerpak,a packaging machine for forming,filling and sealing food products,he begins by telling the customer,"Everyone in the food industry would like to save money and time on equipment cleaning." Then he says,"With the Tiromat Powerpak,you have a machine that can be disassembled for high-pressure cleaning and then reassembled more quickly than any other machine currently on the market." In conclusion,Tiromat says,"Thus,I believe that you need to buy our new Powerpak packaging machine." James is using ____ to sell his machines.

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

Encouraging a prospect to touch or taste a product is most likely a salesperson's attempt to:

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

During a presentation,Austin says "A Clearwater Hamper is like a treasure chest." Austin is using a(n):

The first essential step of the sales presentation is discussing the:

Persuasive communication does not use nonverbal communications.

Example of proof statements include past sales figures,independent research results and testimonials.

When Austin asks a prospective CEO to imagine how pleased his customers will be when they receive a custom-designed picnic hamper from Clearwater,Austin is using:

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

When should a salesperson use a suggestive proposition to close the sale?

It is generally a mistake to allow the prospect to hold your catalog,price list,or brochure during a sales presentation.

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

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

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

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

Imagine that you are a furniture salesperson.Describe a mattress to a prospect using an analogy.

Where does the ideal sales presentation take place?

A successful demonstration should have all of the following characteristics EXCEPT being:

During the sales presentation,the salesperson said,"I guarantee my company's air filters will outperform the competition's filters or I'll buy them all back." This is an example of a(n):