Question 1

Interruptions are commonplace during sales presentations.

Accepted Answer

A) True 
 B)False

Question 2

For corporate products,the usage instructions should be presented as a marketing plan.

Accepted Answer

A) True 
 B)False

Question 3

"Mrs.Baird's Bread is as good as my grandmother's." This statement is an example of a(n):

Accepted Answer

A) imagery. 
B) metaphor. 
C) simile. 
D) dramatization. 
E) demonstration. 
A) imagery. 
B) metaphor. 
C) simile. 
D) dramatization. 
E) demonstration.

Question 4

As the pet storeowner was explaining her idea for a promotion,the salesperson asked,"Do you think you should buy 3 or 4 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) empathy suggestion. 
D) prestige suggestion. 
E) indirect suggestion. 
A) counter offer. 
B) autosuggestion. 
C) empathy suggestion. 
D) prestige suggestion. 
E) indirect suggestion.

Question 5

"Shouldn't you go ahead and order swimsuit stock for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colors?" 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 6

John Devos wants to give a presentation to retailers on the new line of angular washing machines launched by his company.At what stage in the presentation should John include some tips for selling these washing machines to end users?

Accepted Answer

A) While discussing the FAB of the product. 
B) While presenting the marketing plan. 
C) Before discussing the FAB of the product. 
D) While explaining the business proposition. 
E) At the end of his presentation. 
A) While discussing the FAB of the product. 
B) While presenting the marketing plan. 
C) Before discussing the FAB of the product. 
D) While explaining the business proposition. 
E) At the end of his presentation.

Question 7

Which of the following questions is part of the sales presentation goal model?

Accepted Answer

A) How will you introduce yourself and the firm? 
B) What suggestion technique will be suitable? 
C) What features and benefits will you emphasize? 
D) How will you design and display visual aids? 
E) What approach method would be appropriate? 
A) How will you introduce yourself and the firm? 
B) What suggestion technique will be suitable? 
C) What features and benefits will you emphasize? 
D) How will you design and display visual aids? 
E) What approach method would be appropriate?

Question 8

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

Accepted Answer

A) Suggestive proposition 
B) Prestige suggestion 
C) Direct suggestion 
D) Autosuggestion 
E) Image suggestion 
A) Suggestive proposition 
B) Prestige suggestion 
C) Direct suggestion 
D) Autosuggestion 
E) Image suggestion

Question 9

A salesperson should control the sales presentation.

Accepted Answer

A) True 
 B)False

Question 10

A salesperson who sells office furnishings is using an autosuggestion when she says,"Based on my measurements,I suggest you purchase three modular units."

Accepted Answer

A) True 
 B)False

Question 11

The best nonverbal selling technique is the:

Accepted Answer

A) handshake. 
B) smile. 
C) pointing finger. 
D) nodding head. 
E) shoulder shrug. 
A) handshake. 
B) smile. 
C) pointing finger. 
D) nodding head. 
E) shoulder shrug.

Question 12

The third essential step of a sales presentation is the explanation of the:

Accepted Answer

A) products' FAB. 
B) marketing plan. 
C) SELL sequence. 
D) business proposition. 
E) trial close. 
A) products' FAB. 
B) marketing plan. 
C) SELL sequence. 
D) business proposition. 
E) trial close.

Question 13

The second essential step of a sales presentation is the:

Accepted Answer

A) FAB step. 
B) SELL sequence. 
C) business proposition. 
D) marketing plan. 
E) trial close. 
A) FAB step. 
B) SELL sequence. 
C) business proposition. 
D) marketing plan. 
E) trial close.

Question 14

When two situations have something in common,they can be effectively compared by using a(n):

Accepted Answer

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

Question 15

What is the primary purpose of the sales presentation goal model?

Accepted Answer

A) Minimizing unfavorable features 
B) Maintaining two-way communication 
C) Choosing the best marketing mix components to stress 
D) Capturing the prospect's attention during a sales presentation 
E) Determining which elements of the sales presentation mix to use 
A) Minimizing unfavorable features 
B) Maintaining two-way communication 
C) Choosing the best marketing mix components to stress 
D) Capturing the prospect's attention during a sales presentation 
E) Determining which elements of the sales presentation mix to use

Question 16

Which of the following refers to a brief story used to illustrate a point and to compare something familiar to something unfamiliar?

Accepted Answer

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

Question 17

Which of the following alternatives lists the five purposes of the sales presentation (not necessarily in their correct order)?

Accepted Answer

A) Attention,desire,opinion,conviction and sale 
B) Knowledge,action,opinion,conviction and desire 
C) Attitude,knowledge,desire,beliefs and conviction 
D) Conviction,knowledge,opinion,desire and beliefs 
E) Attitude,knowledge,desire,beliefs and action 
A) Attention,desire,opinion,conviction and sale 
B) Knowledge,action,opinion,conviction and desire 
C) Attitude,knowledge,desire,beliefs and conviction 
D) Conviction,knowledge,opinion,desire and beliefs 
E) Attitude,knowledge,desire,beliefs and action

Question 18

The salesperson should decide which element(s)of the presentation mix to emphasize in a particular presentation based primarily on:

Accepted Answer

A) sales call objective,customer profile and customer benefit plan. 
B) financial objectives,product newness,number of customers and inventory levels. 
C) competitor activity,current inventory levels and bonus plans. 
D) persuasive communication,competitor activity and financial objectives. 
E) inventory levels,financial objectives,marketing plan and distribution strategy. 
A) sales call objective,customer profile and customer benefit plan. 
B) financial objectives,product newness,number of customers and inventory levels. 
C) competitor activity,current inventory levels and bonus plans. 
D) persuasive communication,competitor activity and financial objectives. 
E) inventory levels,financial objectives,marketing plan and distribution strategy.

Question 19

Industrial products salespeople are likely to make detailed comparisons to their competition and to stress customer service and product guarantees.

Accepted Answer

A) True 
 B)False

Question 20

Star Drilling Company produces Auger-a moving device used in mines.In a recent advertisement,the firm featured the president of the National Mining Association stating,"I can guarantee the performance of Star Augers." This is an example of:

Accepted Answer

A) a guarantee statement. 
B) a testimonial. 
C) dramatization. 
D) an expert opinion technique. 
E) a witness statement. 
A) a guarantee statement. 
B) a testimonial. 
C) dramatization. 
D) an expert opinion technique. 
E) a witness statement.

Interruptions are commonplace during sales presentations.

For corporate products,the usage instructions should be presented as a marketing plan.

"Mrs.Baird's Bread is as good as my grandmother's." This statement is an example of a(n):

As the pet storeowner was explaining her idea for a promotion,the salesperson asked,"Do you think you should buy 3 or 4 cases of dog treats for your 'Pamper Your Pet' promotion?" This is an example of a(n):

"Shouldn't you go ahead and order swimsuit stock for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colors?" This is an example of a(n):

John Devos wants to give a presentation to retailers on the new line of angular washing machines launched by his company.At what stage in the presentation should John include some tips for selling these washing machines to end users?

Which of the following questions is part of the sales presentation goal model?

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

A salesperson should control the sales presentation.

A salesperson who sells office furnishings is using an autosuggestion when she says,"Based on my measurements,I suggest you purchase three modular units."

The best nonverbal selling technique is the:

The third essential step of a sales presentation is the explanation of the:

The second essential step of a sales presentation is the:

When two situations have something in common,they can be effectively compared by using a(n):

What is the primary purpose of the sales presentation goal model?

Which of the following refers to a brief story used to illustrate a point and to compare something familiar to something unfamiliar?

Which of the following alternatives lists the five purposes of the sales presentation (not necessarily in their correct order)?

The salesperson should decide which element(s)of the presentation mix to emphasize in a particular presentation based primarily on:

Industrial products salespeople are likely to make detailed comparisons to their competition and to stress customer service and product guarantees.

Star Drilling Company produces Auger-a moving device used in mines.In a recent advertisement,the firm featured the president of the National Mining Association stating,"I can guarantee the performance of Star Augers." This is an example of:

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

Interruptions are commonplace during sales presentations.

For corporate products,the usage instructions should be presented as a marketing plan.

"Mrs.Baird's Bread is as good as my grandmother's." This statement is an example of a(n):

As the pet storeowner was explaining her idea for a promotion,the salesperson asked,"Do you think you should buy 3 or 4 cases of dog treats for your 'Pamper Your Pet' promotion?" This is an example of a(n):

"Shouldn't you go ahead and order swimsuit stock for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colors?" This is an example of a(n):

John Devos wants to give a presentation to retailers on the new line of angular washing machines launched by his company.At what stage in the presentation should John include some tips for selling these washing machines to end users?

Which of the following questions is part of the sales presentation goal model?

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

A salesperson should control the sales presentation.

A salesperson who sells office furnishings is using an autosuggestion when she says,"Based on my measurements,I suggest you purchase three modular units."

The best nonverbal selling technique is the:

The third essential step of a sales presentation is the explanation of the:

The second essential step of a sales presentation is the:

When two situations have something in common,they can be effectively compared by using a(n):

What is the primary purpose of the sales presentation goal model?

Which of the following refers to a brief story used to illustrate a point and to compare something familiar to something unfamiliar?

Which of the following alternatives lists the five purposes of the sales presentation (not necessarily in their correct order)?

The salesperson should decide which element(s)of the presentation mix to emphasize in a particular presentation based primarily on:

Industrial products salespeople are likely to make detailed comparisons to their competition and to stress customer service and product guarantees.

Star Drilling Company produces Auger-a moving device used in mines.In a recent advertisement,the firm featured the president of the National Mining Association stating,"I can guarantee the performance of Star Augers." This is an example of:

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