Question 1

Visuals integrated into sales presentations increase retention and reduce misunderstandings.

Accepted Answer

A) True 
 B)False

Question 2

The main goal of a sales presentation is to:

Accepted Answer

A) provide information to the prospect. 
B) make a long lasting impression on the prospects. 
C) help in closing the sale. 
D) reduce customer objections. 
E) ensure that the approach is positive. 
A) provide information to the prospect. 
B) make a long lasting impression on the prospects. 
C) help in closing the sale. 
D) reduce customer objections. 
E) ensure that the approach is positive.

Question 3

To maintain the spontaneity of a presentation,professional salespeople should not rehearse.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is one of the elements of the salesperson's presentation mix?

Accepted Answer

A) Proof 
B) Conviction 
C) Trial close 
D) Knowledge 
E) Questions 
A) Proof 
B) Conviction 
C) Trial close 
D) Knowledge 
E) Questions

Question 5

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

Question 6

Why do salespeople often use proof statements?

Accepted Answer

To increase the pros

Question 7

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

Accepted Answer

A) suggestive proposition 
B) counter suggestion 
C) autosuggestion 
D) temporal-based suggestion 
E) indirect suggestion 
A) suggestive proposition 
B) counter suggestion 
C) autosuggestion 
D) temporal-based suggestion 
E) indirect suggestion

Question 8

Quinton sells irrigation equipment to farmers.He tells a prospect,"Did you see how well your neighbor Bill Emerson's crops did last year in spite of the drought? He is one of my long-time customers." What kind of suggestive selling is Quinton using?

Accepted Answer

Quinton wa

Question 9

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 10

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 11

Effective demonstrations reduce a prospect's resistance to making a purchase.

Accepted Answer

A) True 
 B)False

Question 12

A marketing plan explains what the customer will receive in return for buying the product or service.

Accepted Answer

A) True 
 B)False

Question 13

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

Question 14

Which of the following statements about the use of demonstrations in sales presentations is true?

Accepted Answer

A) Rehearsed demonstrations bore prospects. 
B) Industrial product presentations require demonstrations. 
C) Demonstrations should be appropriate and appear natural. 
D) Demonstrations do not backfire when a product is well-made. 
E) Effective demonstrations involve complex products for end users. 
A) Rehearsed demonstrations bore prospects. 
B) Industrial product presentations require demonstrations. 
C) Demonstrations should be appropriate and appear natural. 
D) Demonstrations do not backfire when a product is well-made. 
E) Effective demonstrations involve complex products for end users.

Question 15

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 16

"Can you imagine how excited your family will be when you tell them you have purchased this Disneyland vacation package?" This is an example of a(n):

Accepted Answer

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

Question 17

On referring to a new product launched by a competitor,Ryan asked a buyer "Do you know anyone who uses that product?" Which suggestion did Ryan use?

Accepted Answer

A) Auto suggestion 
B) Direct suggestion 
C) Alternate suggestion 
D) Counter suggestion 
E) Indirect Suggestion 
A) Auto suggestion 
B) Direct suggestion 
C) Alternate suggestion 
D) Counter suggestion 
E) Indirect Suggestion

Question 18

The major purpose of the sales presentation is to provide information.

Accepted Answer

A) True 
 B)False

Question 19

Austin should use visual aids,dramatics,and demonstrations in his sales presentation to prospective customers to do all of the following EXCEPT to:

Accepted Answer

A) clarify the services his firm provides. 
B) create two-way communication. 
C) capture the prospect's attention. 
D) increase his persuasive powers. 
E) create cognitive dissonance. 
A) clarify the services his firm provides. 
B) create two-way communication. 
C) capture the prospect's attention. 
D) increase his persuasive powers. 
E) create cognitive dissonance.

Question 20

Trial close is generally used before answering an objection.

Accepted Answer

A) True 
 B)False

Visuals integrated into sales presentations increase retention and reduce misunderstandings.

The main goal of a sales presentation is to:

To maintain the spontaneity of a presentation,professional salespeople should not rehearse.

Which of the following is one of the elements of the salesperson's presentation mix?

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:

Why do salespeople often use proof statements?

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

Quinton sells irrigation equipment to farmers.He tells a prospect,"Did you see how well your neighbor Bill Emerson's crops did last year in spite of the drought? He is one of my long-time customers." What kind of suggestive selling is Quinton using?

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):

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

Effective demonstrations reduce a prospect's resistance to making a purchase.

A marketing plan explains what the customer will receive in return for buying the product or service.

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

Which of the following statements about the use of demonstrations in sales presentations is true?

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

"Can you imagine how excited your family will be when you tell them you have purchased this Disneyland vacation package?" This is an example of a(n):

On referring to a new product launched by a competitor,Ryan asked a buyer "Do you know anyone who uses that product?" Which suggestion did Ryan use?

The major purpose of the sales presentation is to provide information.

Austin should use visual aids,dramatics,and demonstrations in his sales presentation to prospective customers to do all of the following EXCEPT to:

Trial close is generally used before answering an objection.

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

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Exam 10: Elements of a Great Sales Presentation

Visuals integrated into sales presentations increase retention and reduce misunderstandings.

The main goal of a sales presentation is to:

To maintain the spontaneity of a presentation,professional salespeople should not rehearse.

Which of the following is one of the elements of the salesperson's presentation mix?

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:

Why do salespeople often use proof statements?

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

Quinton sells irrigation equipment to farmers.He tells a prospect,"Did you see how well your neighbor Bill Emerson's crops did last year in spite of the drought? He is one of my long-time customers." What kind of suggestive selling is Quinton using?

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):

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

Effective demonstrations reduce a prospect's resistance to making a purchase.

A marketing plan explains what the customer will receive in return for buying the product or service.

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

Which of the following statements about the use of demonstrations in sales presentations is true?

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

"Can you imagine how excited your family will be when you tell them you have purchased this Disneyland vacation package?" This is an example of a(n):

On referring to a new product launched by a competitor,Ryan asked a buyer "Do you know anyone who uses that product?" Which suggestion did Ryan use?

The major purpose of the sales presentation is to provide information.

Austin should use visual aids,dramatics,and demonstrations in his sales presentation to prospective customers to do all of the following EXCEPT to:

Trial close is generally used before answering an objection.

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters