Question 1

In order to make the sale,it is not necessary to get a prospect to participate in the sales presentation.

Accepted Answer

A) True 
 B)False

Question 2

Austin began his sales presentation by stating,"All organizations strive to operate more efficiently." Then,he proceeded to explain why his company's computer network system operates more efficiently than other systems.He concluded his presentation by saying,"So,you have to agree that you should buy my company's system." Austin was using _____ to make his sale.

Accepted Answer

A) a prestige suggestion 
B) counter-offering 
C) logical reasoning 
D) choice narrowing 
E) empathy 
A) a prestige suggestion 
B) counter-offering 
C) logical reasoning 
D) choice narrowing 
E) empathy

Question 3

According to the text,what are the three essential steps within the sales presentation,in their correct order?

Accepted Answer

A) FAB,marketing plan,business proposition 
B) Pricing strategy,marketing plan,FAB 
C) Business proposition,FAB,marketing plan 
D) FAB,business proposition,marketing plan 
E) Marketing plan,FAB,business proposition 
A) FAB,marketing plan,business proposition 
B) Pricing strategy,marketing plan,FAB 
C) Business proposition,FAB,marketing plan 
D) FAB,business proposition,marketing plan 
E) Marketing plan,FAB,business proposition

Question 4

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 5

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 6

What are two benefits of including a demonstration in a sales presentation?

Accepted Answer

(1)Captures the attention and

Question 7

Which of the following involves a presentation constructed around three parts?

Accepted Answer

A) Participation 
B) Trial closes 
C) Dramatization 
D) Logical reasoning 
E) Visual aids 
A) Participation 
B) Trial closes 
C) Dramatization 
D) Logical reasoning 
E) Visual aids

Question 8

What are the six elements of the sales presentation mix?

Accepted Answer

The six elements of the sales

Question 9

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 10

During a sales presentation,it is best to begin with the FAB sequence,then present the business proposition,and next the marketing plan.

Accepted Answer

A) True 
 B)False

Question 11

Salespeople use _____ to decide which element of the sales presentation mix to emphasize in a particular presentation.

Accepted Answer

A) visual aids 
B) vendor analysis 
C) the customer benefits plan 
D) persuasive communication 
E) a social audit 
A) visual aids 
B) vendor analysis 
C) the customer benefits plan 
D) persuasive communication 
E) a social audit

Question 12

Which technique is most effective when a salesperson has determined that a prospect wants a high-quality product?

Accepted Answer

A) Counter suggestion 
B) Autosuggestion 
C) Empathy suggestion 
D) Manipulative suggestion 
E) Indirect suggestion 
A) Counter suggestion 
B) Autosuggestion 
C) Empathy suggestion 
D) Manipulative suggestion 
E) Indirect suggestion

Question 13

When talking to prospects,it is most important for salespeople to:

Accepted Answer

A) ask personal questions. 
B) use technical jargon. 
C) provide parables. 
D) speak formally. 
E) use buzzwords. 
A) ask personal questions. 
B) use technical jargon. 
C) provide parables. 
D) speak formally. 
E) use buzzwords.

Question 14

Which among the following is NOT a valid reason for using dramatics in the sales presentation?

Accepted Answer

A) To provide a clear explanation of the product. 
B) To create two-way communications. 
C) To capture the prospect's interest. 
D) To increase the salesperson's persuasive powers. 
E) To create a powerful proof technique. 
A) To provide a clear explanation of the product. 
B) To create two-way communications. 
C) To capture the prospect's interest. 
D) To increase the salesperson's persuasive powers. 
E) To create a powerful proof technique.

Question 15

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

Accepted Answer

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

Question 16

A solar heating system salesperson says "by using this system you increase your profits by 20%." The salesperson is stating a:

Accepted Answer

A) product benefit. 
B) product advantage. 
C) business proposition benefit. 
D) business proposition advantage. 
E) marketing advantage. 
A) product benefit. 
B) product advantage. 
C) business proposition benefit. 
D) business proposition advantage. 
E) marketing advantage.

Question 17

Which of the following is an implied comparison that uses a contrasting word or phrase to evoke a vivid image?

Accepted Answer

A) Metaphor 
B) Simile 
C) Analogy 
D) Parable 
E) Imagery 
A) Metaphor 
B) Simile 
C) Analogy 
D) Parable 
E) Imagery

Question 18

A salesperson tells his customer,"You are not only buying my products but me as well!" What could be the purpose of this statement?

Accepted Answer

A) He is using a trial close. 
B) He is trying to personalize the relationship. 
C) He is using a standing-room close. 
D) He is showing his eagerness to close the deal. 
E) He is persuading the client to make a decision soon. 
A) He is using a trial close. 
B) He is trying to personalize the relationship. 
C) He is using a standing-room close. 
D) He is showing his eagerness to close the deal. 
E) He is persuading the client to make a decision soon.

Question 19

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 20

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

Accepted Answer

A) True 
 B)False

In order to make the sale,it is not necessary to get a prospect to participate in the sales presentation.

According to the text,what are the three essential steps within the sales presentation,in their correct order?

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

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.

What are two benefits of including a demonstration in a sales presentation?

Which of the following involves a presentation constructed around three parts?

What are the six elements of the sales presentation mix?

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

During a sales presentation,it is best to begin with the FAB sequence,then present the business proposition,and next the marketing plan.

Salespeople use _____ to decide which element of the sales presentation mix to emphasize in a particular presentation.

Which technique is most effective when a salesperson has determined that a prospect wants a high-quality product?

When talking to prospects,it is most important for salespeople to:

Which among the following is NOT a valid reason for using dramatics in the sales presentation?

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

A solar heating system salesperson says "by using this system you increase your profits by 20%." The salesperson is stating a:

Which of the following is an implied comparison that uses a contrasting word or phrase to evoke a vivid image?

A salesperson tells his customer,"You are not only buying my products but me as well!" What could be the purpose of this statement?

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

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

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

Exam 10: Elements of a Great Sales Presentation

In order to make the sale,it is not necessary to get a prospect to participate in the sales presentation.

According to the text,what are the three essential steps within the sales presentation,in their correct order?

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

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.

What are two benefits of including a demonstration in a sales presentation?

Which of the following involves a presentation constructed around three parts?

What are the six elements of the sales presentation mix?

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

During a sales presentation,it is best to begin with the FAB sequence,then present the business proposition,and next the marketing plan.

Salespeople use _____ to decide which element of the sales presentation mix to emphasize in a particular presentation.

Which technique is most effective when a salesperson has determined that a prospect wants a high-quality product?

When talking to prospects,it is most important for salespeople to:

Which among the following is NOT a valid reason for using dramatics in the sales presentation?

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

A solar heating system salesperson says "by using this system you increase your profits by 20%." The salesperson is stating a:

Which of the following is an implied comparison that uses a contrasting word or phrase to evoke a vivid image?

A salesperson tells his customer,"You are not only buying my products but me as well!" What could be the purpose of this statement?

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

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

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