Question 1

Why is building trust with customers important? How can a salesperson build trust with a customer?

Accepted Answer

Two of the best and easiest ways to buil

Question 2

How does a salesperson benefit from storytelling skills?

Accepted Answer

Weaving similes,metaphors,anal

Question 3

The prospect reaches the conviction stage after buying the product.

Accepted Answer

A) True 
 B)False

Question 4

List the four techniques a salesperson can use to induce customer participation in a sales presentation.

Accepted Answer

(1)Questions.(2)prod

Question 5

When the appliance salesperson said,"Based on the features you desire,I suggest you buy the self-cleaning Hotpoint oven," the salesperson was making 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

A sales presentation has to be delivered after the prospect has reached the conviction stage of the mental buying process.

Accepted Answer

A) True 
 B)False

Question 7

Karl Mekelsson sells refrigeration units to businesses.He builds his sales presentations around a major premise like the savings a walk-in refrigerator will generate for a catering firm and a minor premise like how his company's unit will reduce electrical bills and a conclusion.Karl is most likely using:

Accepted Answer

A) suggestive proposition. 
B) the syllogistic method. 
C) collective bargaining. 
D) indirect suggestions. 
E) logical reasoning. 
A) suggestive proposition. 
B) the syllogistic method. 
C) collective bargaining. 
D) indirect suggestions. 
E) logical reasoning.

Question 8

What is considered the best visual aid to use during a sales presentation?

Accepted Answer

A) Sample ads 
B) Product videos 
C) Customer testimonials 
D) The actual product 
E) A product manual 
A) Sample ads 
B) Product videos 
C) Customer testimonials 
D) The actual product 
E) A product manual

Question 9

The travel agent says,"Imagine yourself lounging by the pool with a cold drink in your hand and a waiter close by to cater to your every whim." What kind of a suggestion is the travel agent using?

Accepted Answer

The travel

Question 10

"You ought to buy that scarf.It is just like the one that I saw Julia Roberts wearing when she was dining at the Blue Goose Inn." 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 11

Radio commercials are an effective idea development tool for the dramatization of a product.

Accepted Answer

A) True 
 B)False

Question 12

Which type of suggestion method seeks to create doubt about a competitor's products?

Accepted Answer

A) Suggestive proposition 
B) Empathic suggestion 
C) Manipulative suggestion 
D) Autosuggestion 
E) Indirect suggestion 
A) Suggestive proposition 
B) Empathic suggestion 
C) Manipulative suggestion 
D) Autosuggestion 
E) Indirect suggestion

Question 13

Presentation is a continuation of the sales approach.

Accepted Answer

A) True 
 B)False

Question 14

The three parts of logical reasoning are a major premise,a minor premise,and a conclusion.

Accepted Answer

A) True 
 B)False

Question 15

To have an effective demonstration the salesperson should do all of the following EXCEPT:

Accepted Answer

A) letting the prospect do something simple. 
B) setting the stage for approaching the prospect. 
C) encouraging the prospect to use an important feature. 
D) allowing the prospect to do a repeatable task. 
E) asking the prospect questions during the demonstration. 
A) letting the prospect do something simple. 
B) setting the stage for approaching the prospect. 
C) encouraging the prospect to use an important feature. 
D) allowing the prospect to do a repeatable task. 
E) asking the prospect questions during the demonstration.

Question 16

What response is most likely expected from a prospect when a salesperson uses a counter suggestion such as,"Do you really want an SUV with all of these extra features?"

Accepted Answer

A) "I really don't need all of these extras.We should look at less expensive SUVs." 
B) "Yes,this model has lots of features that aren't available on other SUVs." 
C) "Okay.Show me some other SUVs which are better than this." 
D) "Okay.What kind of SUV would you recommend we buy?" 
E) "We should consider an SUV with fewer features." 
A) "I really don't need all of these extras.We should look at less expensive SUVs." 
B) "Yes,this model has lots of features that aren't available on other SUVs." 
C) "Okay.Show me some other SUVs which are better than this." 
D) "Okay.What kind of SUV would you recommend we buy?" 
E) "We should consider an SUV with fewer features."

Question 17

The statement,"Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" 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 18

Knowing his prospect would be concerned about the possibility of contamination of the foods he was processing with his packing equipment,Alec opened by saying,"To prove to you the conveyer belt lubricant I'm offering you is non-toxic,I'm going to eat a spoon-full right now." This theatrical presentation is an example of:

Accepted Answer

A) dramatization. 
B) analogy marketing. 
C) competitive advantage. 
D) industrial proof. 
E) sample advertising. 
A) dramatization. 
B) analogy marketing. 
C) competitive advantage. 
D) industrial proof. 
E) sample advertising.

Question 19

According to the text,a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:

Accepted Answer

A) personalizing customer relationships. 
B) making the sales presentation fun. 
C) building trust through honesty. 
D) controlling the sales presentation. 
E) referring often to the competition. 
A) personalizing customer relationships. 
B) making the sales presentation fun. 
C) building trust through honesty. 
D) controlling the sales presentation. 
E) referring often to the competition.

Question 20

The five elements of the sales presentation mix are the product,the prospect,proof statements,visuals and the salesperson.

Accepted Answer

A) True 
 B)False

Why is building trust with customers important? How can a salesperson build trust with a customer?

How does a salesperson benefit from storytelling skills?

The prospect reaches the conviction stage after buying the product.

List the four techniques a salesperson can use to induce customer participation in a sales presentation.

When the appliance salesperson said,"Based on the features you desire,I suggest you buy the self-cleaning Hotpoint oven," the salesperson was making a(n):

A sales presentation has to be delivered after the prospect has reached the conviction stage of the mental buying process.

What is considered the best visual aid to use during a sales presentation?

The travel agent says,"Imagine yourself lounging by the pool with a cold drink in your hand and a waiter close by to cater to your every whim." What kind of a suggestion is the travel agent using?

"You ought to buy that scarf.It is just like the one that I saw Julia Roberts wearing when she was dining at the Blue Goose Inn." This is an example of a(n):

Radio commercials are an effective idea development tool for the dramatization of a product.

Which type of suggestion method seeks to create doubt about a competitor's products?

Presentation is a continuation of the sales approach.

The three parts of logical reasoning are a major premise,a minor premise,and a conclusion.

To have an effective demonstration the salesperson should do all of the following EXCEPT:

What response is most likely expected from a prospect when a salesperson uses a counter suggestion such as,"Do you really want an SUV with all of these extra features?"

The statement,"Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" is an example of a(n):

According to the text,a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:

The five elements of the sales presentation mix are the product,the prospect,proof statements,visuals and the salesperson.

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

Why is building trust with customers important? How can a salesperson build trust with a customer?

How does a salesperson benefit from storytelling skills?

The prospect reaches the conviction stage after buying the product.

List the four techniques a salesperson can use to induce customer participation in a sales presentation.

When the appliance salesperson said,"Based on the features you desire,I suggest you buy the self-cleaning Hotpoint oven," the salesperson was making a(n):

A sales presentation has to be delivered after the prospect has reached the conviction stage of the mental buying process.

What is considered the best visual aid to use during a sales presentation?

The travel agent says,"Imagine yourself lounging by the pool with a cold drink in your hand and a waiter close by to cater to your every whim." What kind of a suggestion is the travel agent using?

"You ought to buy that scarf.It is just like the one that I saw Julia Roberts wearing when she was dining at the Blue Goose Inn." This is an example of a(n):

Radio commercials are an effective idea development tool for the dramatization of a product.

Which type of suggestion method seeks to create doubt about a competitor's products?

Presentation is a continuation of the sales approach.

The three parts of logical reasoning are a major premise,a minor premise,and a conclusion.

To have an effective demonstration the salesperson should do all of the following EXCEPT:

What response is most likely expected from a prospect when a salesperson uses a counter suggestion such as,"Do you really want an SUV with all of these extra features?"

The statement,"Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" is an example of a(n):

According to the text,a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:

The five elements of the sales presentation mix are the product,the prospect,proof statements,visuals and the salesperson.

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