Exam 10: Elements of a Great Sales Presentation

A salesperson of Excel Solar Systems says during her presentation "All hospitals need a clean,silent,and eco-friendly source of power.Our solar packs are the best solution available for this requirement.It will be a great idea to buy and use them in your hospital." Which selling technique is being used by the salesperson?

Demonstrations,dramatics,and visual aids in sales presentation are most likely used for all of the following reasons EXCEPT:

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

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

To show the strength of a plastic pallet,the salesperson asked the prospect to step into the parking lot.Once they were in the parking lot,the salesperson laid a pallet on the ground and drove his car across the pallet.Then he got out of the car and asked the prospect to examine the pallet for cracks or breaks.This theatrical presentation of a product's feature is called a(n):

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

"There could be a price hike in these items next month.Why don't you buy some extra stock now?" This is an example of:

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

Counter suggestions are not very effective for premium products.

A salesperson can improve sales by personalizing relationships with customers.

Which of the following regularly provides independent research results about various products?

Which of the following assures prospects that if they are dissatisfied with their purchase,the salesperson or the company will stand behind the product?

The statement,"The finest hospitals in the country are using this neonatal incubator," is an example of a(n):

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?

List eight types of visuals commonly used in sales presentations.

The dairy salesperson 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):

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

What is discussed in the marketing plan of a sales presentation?

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:

Differentiate between similes,metaphors,analogies,and parables.How do salespeople use these communication tools?