Question 1

During the sales presentation,the salesperson should provide information that encourages the prospect to develop positive beliefs about the product.

Accepted Answer

A) True 
 B)False

Question 2

Proof statements are to be presented soon after completing the sales presentation.

Accepted Answer

A) True 
 B)False

Question 3

As proof statements of the superiority of Clearwater Hampers,Austin should most likely use:

Accepted Answer

A) dramatizations. 
B) free sample hampers. 
C) Clearwater's website. 
D) customer testimonials. 
E) the SELL sequence. 
A) dramatizations. 
B) free sample hampers. 
C) Clearwater's website. 
D) customer testimonials. 
E) the SELL sequence.

Question 4

You are a salesperson for a manufacturer of neonatal incubators.While you are making the presentation,your prospect,a hospital administrator,receives a telephone call.What should you do if you determine this is a personal call?

Accepted Answer

A) Insist the hospital administrator ignore the call since this is your appointed time. 
B) Look over the material you previously covered and prepare a written summary. 
C) Politely request for the attention of the prospect. 
D) Remain quiet and wait for the prospect to finish talking. 
E) Offer to leave the room. 
A) Insist the hospital administrator ignore the call since this is your appointed time. 
B) Look over the material you previously covered and prepare a written summary. 
C) Politely request for the attention of the prospect. 
D) Remain quiet and wait for the prospect to finish talking. 
E) Offer to leave the room.

Question 5

A salesperson should refer to the competition at length during the approach and more briefly in trial closings.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following statements is true about how you,as a salesperson,should cope with the competition during a sales presentation?

Accepted Answer

A) It is impossible to develop a sales presentation without specifically referring to the competition. 
B) Comments about the competition should be based on information gathered from other salespeople. 
C) When selling industrial products,avoid making detailed comparisons with a competitor. 
D) Ignore customer comments and questions about a competitor's product. 
E) Negative comments about a competitive product may insult the prospect. 
A) It is impossible to develop a sales presentation without specifically referring to the competition. 
B) Comments about the competition should be based on information gathered from other salespeople. 
C) When selling industrial products,avoid making detailed comparisons with a competitor. 
D) Ignore customer comments and questions about a competitor's product. 
E) Negative comments about a competitive product may insult the prospect.

Question 7

According to the Golden Rule of Selling,which of the following is essential for building a true relationship between the buyer and seller?

Accepted Answer

A) Organized presentations 
B) Value pricing 
C) Qualified salespeople 
D) Continuous interaction 
E) Ethical service 
A) Organized presentations 
B) Value pricing 
C) Qualified salespeople 
D) Continuous interaction 
E) Ethical service

Question 8

A public relations firm is trying to convince a former president of the U.S.that he needs the services of this publicist.When the publicist says,"We currently are handling public relations for the royal family of Monaco,Prince Andrew of Great Britain,and Colin Powell," the public relations firm is using a prestige proposition.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following is NOT an example of a visual aid?

Accepted Answer

A) An order form 
B) A chart 
C) A demonstration 
D) A model of the product 
E) Sales manuals 
A) An order form 
B) A chart 
C) A demonstration 
D) A model of the product 
E) Sales manuals

Question 10

The statement,"Just imagine how much your family will enjoy camping in this new tent," 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 11

Which of the following is NOT an example of a proof statement?

Accepted Answer

A) A guarantee. 
B) Independent research results. 
C) A demonstration. 
D) The customer's past sales figures. 
E) A testimonial. 
A) A guarantee. 
B) Independent research results. 
C) A demonstration. 
D) The customer's past sales figures. 
E) A testimonial.

Question 12

If presented in too straightforward a manner,the logical reasoning presentation may be too blunt.

Accepted Answer

A) True 
 B)False

Question 13

Describe the three essential steps of sales presentations.

Accepted Answer

(1)Fully discuss the features,

Question 14

All of the following are components of the salesperson's presentation mix EXCEPT:

Accepted Answer

A) persuasive communication. 
B) unbiased conviction. 
C) participation. 
D) demonstration. 
E) dramatization. 
A) persuasive communication. 
B) unbiased conviction. 
C) participation. 
D) demonstration. 
E) dramatization.

Question 15

Which of the following is a direct comparison statement using the word "like" or "as"?

Accepted Answer

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

Question 16

Austin is having difficulty closing a sale with a particular customer even after repeated calls.The prospect keeps delaying the buying decision.What kind of suggestion technique should Austin use to close the sale?

Accepted Answer

A) Auto suggestion 
B) Suggestive suggestion 
C) Prestige suggestion 
D) Direct suggestion 
E) Counter suggestion 
A) Auto suggestion 
B) Suggestive suggestion 
C) Prestige suggestion 
D) Direct suggestion 
E) Counter suggestion

Question 17

What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?

Accepted Answer

A) Give green signals. 
B) Take control of the presentation. 
C) Use the Paul Harvey dialogue. 
D) Act diplomatically. 
E) Politely correct the prospect. 
A) Give green signals. 
B) Take control of the presentation. 
C) Use the Paul Harvey dialogue. 
D) Act diplomatically. 
E) Politely correct the prospect.

Question 18

To have an effective demonstration in a sales presentation,you,as the salesperson,should:

Accepted Answer

A) conduct unrehearsed and natural demonstrations. 
B) develop an all-purpose demonstration for most selling situations. 
C) encourage prospect participation in the demonstration. 
D) require the prospect to perform a complex task. 
E) attempt trial closes before the demonstration. 
A) conduct unrehearsed and natural demonstrations. 
B) develop an all-purpose demonstration for most selling situations. 
C) encourage prospect participation in the demonstration. 
D) require the prospect to perform a complex task. 
E) attempt trial closes before the demonstration.

Question 19

_____ attempts to have prospects imagine using the product themselves.

Accepted Answer

A) Suggestive proposition 
B) Prestige suggestion 
C) Empathetic suggestion 
D) Autosuggestion 
E) Ideal-self suggestion 
A) Suggestive proposition 
B) Prestige suggestion 
C) Empathetic suggestion 
D) Autosuggestion 
E) Ideal-self suggestion

Question 20

George Wynn was a salesperson best known for:

Accepted Answer

A) encouraging ethics and honesty in the selling profession. 
B) developing the parallel dimensions of selling. 
C) selling industrial products to global firms. 
D) employing autosuggestion techniques. 
E) using dramatic demonstrations. 
A) encouraging ethics and honesty in the selling profession. 
B) developing the parallel dimensions of selling. 
C) selling industrial products to global firms. 
D) employing autosuggestion techniques. 
E) using dramatic demonstrations.

During the sales presentation,the salesperson should provide information that encourages the prospect to develop positive beliefs about the product.

Proof statements are to be presented soon after completing the sales presentation.

As proof statements of the superiority of Clearwater Hampers,Austin should most likely use:

You are a salesperson for a manufacturer of neonatal incubators.While you are making the presentation,your prospect,a hospital administrator,receives a telephone call.What should you do if you determine this is a personal call?

A salesperson should refer to the competition at length during the approach and more briefly in trial closings.

Which of the following statements is true about how you,as a salesperson,should cope with the competition during a sales presentation?

According to the Golden Rule of Selling,which of the following is essential for building a true relationship between the buyer and seller?

Which of the following is NOT an example of a visual aid?

The statement,"Just imagine how much your family will enjoy camping in this new tent," is an example of a(n):

Which of the following is NOT an example of a proof statement?

If presented in too straightforward a manner,the logical reasoning presentation may be too blunt.

Describe the three essential steps of sales presentations.

All of the following are components of the salesperson's presentation mix EXCEPT:

Which of the following is a direct comparison statement using the word "like" or "as"?

Austin is having difficulty closing a sale with a particular customer even after repeated calls.The prospect keeps delaying the buying decision.What kind of suggestion technique should Austin use to close the sale?

What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?

To have an effective demonstration in a sales presentation,you,as the salesperson,should:

_____ attempts to have prospects imagine using the product themselves.

George Wynn was a salesperson best known for:

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

During the sales presentation,the salesperson should provide information that encourages the prospect to develop positive beliefs about the product.

Proof statements are to be presented soon after completing the sales presentation.

As proof statements of the superiority of Clearwater Hampers,Austin should most likely use:

You are a salesperson for a manufacturer of neonatal incubators.While you are making the presentation,your prospect,a hospital administrator,receives a telephone call.What should you do if you determine this is a personal call?

A salesperson should refer to the competition at length during the approach and more briefly in trial closings.

Which of the following statements is true about how you,as a salesperson,should cope with the competition during a sales presentation?

According to the Golden Rule of Selling,which of the following is essential for building a true relationship between the buyer and seller?

Which of the following is NOT an example of a visual aid?

The statement,"Just imagine how much your family will enjoy camping in this new tent," is an example of a(n):

Which of the following is NOT an example of a proof statement?

If presented in too straightforward a manner,the logical reasoning presentation may be too blunt.

Describe the three essential steps of sales presentations.

All of the following are components of the salesperson's presentation mix EXCEPT:

Which of the following is a direct comparison statement using the word "like" or "as"?

Austin is having difficulty closing a sale with a particular customer even after repeated calls.The prospect keeps delaying the buying decision.What kind of suggestion technique should Austin use to close the sale?

What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?

To have an effective demonstration in a sales presentation,you,as the salesperson,should:

_____ attempts to have prospects imagine using the product themselves.

George Wynn was a salesperson best known for:

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