Question 1

Television commercials use autosuggestion frequently.

Accepted Answer

A) True 
 B)False

Question 2

Describe how a salesperson selling long distance service would use logical reasoning to construct a sales presentation.

Accepted Answer

Logical reasoning involves a presentatio

Question 3

A simile compares two different situations that have something in common,such as comparing a rocking horse to the movement of a sailboat.

Accepted Answer

A) True 
 B)False

Question 4

Which type of proof statement would be best for a salesperson trying to convince a current customer to place a larger order?

Accepted Answer

A) Research results from independent studies 
B) Past sales figures of the buyer 
C) Guarantees and warranties 
D) Customer testimonials 
E) Proof results of the seller 
A) Research results from independent studies 
B) Past sales figures of the buyer 
C) Guarantees and warranties 
D) Customer testimonials 
E) Proof results of the seller

Question 5

Logical reasoning is best described as a:

Accepted Answer

A) persuasive sales technique that uses suggestions to persuade prospects to buy 
B) method that uses a major premise,a minor premise and a conclusion 
C) method for personalizing the relationship between the buyer and the seller 
D) tool that integrates visual aids,technology,and dramatization. 
E) diplomatic way of persuading a prospect to listen closely. 
A) persuasive sales technique that uses suggestions to persuade prospects to buy 
B) method that uses a major premise,a minor premise and a conclusion 
C) method for personalizing the relationship between the buyer and the seller 
D) tool that integrates visual aids,technology,and dramatization. 
E) diplomatic way of persuading a prospect to listen closely.

Question 6

What is the best nonverbal selling technique?

Accepted Answer

A smile is considere

Question 7

"The Armour Brand protective coating is as tough as forged steel." This statement is an example of a:

Accepted Answer

A) visual. 
B) metaphor. 
C) dramatization. 
D) proof statement. 
E) simile. 
A) visual. 
B) metaphor. 
C) dramatization. 
D) proof statement. 
E) simile.

Question 8

All of the following are useful for encouraging a prospect's participation in the presentation EXCEPT:

Accepted Answer

A) product use. 
B) visuals. 
C) questions. 
D) demonstrations. 
E) premiums. 
A) product use. 
B) visuals. 
C) questions. 
D) demonstrations. 
E) premiums.

Question 9

Proof statements generated from the salesperson's company are less credible than proof statements from an outside organization.

Accepted Answer

A) True 
 B)False

Television commercials use autosuggestion frequently.

Describe how a salesperson selling long distance service would use logical reasoning to construct a sales presentation.

A simile compares two different situations that have something in common,such as comparing a rocking horse to the movement of a sailboat.

Which type of proof statement would be best for a salesperson trying to convince a current customer to place a larger order?

Logical reasoning is best described as a:

What is the best nonverbal selling technique?

"The Armour Brand protective coating is as tough as forged steel." This statement is an example of a:

All of the following are useful for encouraging a prospect's participation in the presentation EXCEPT:

Proof statements generated from the salesperson's company are less credible than proof statements from an outside organization.

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

Television commercials use autosuggestion frequently.

Describe how a salesperson selling long distance service would use logical reasoning to construct a sales presentation.

A simile compares two different situations that have something in common,such as comparing a rocking horse to the movement of a sailboat.

Which type of proof statement would be best for a salesperson trying to convince a current customer to place a larger order?

Logical reasoning is best described as a:

What is the best nonverbal selling technique?

"The Armour Brand protective coating is as tough as forged steel." This statement is an example of a:

All of the following are useful for encouraging a prospect's participation in the presentation EXCEPT:

Proof statements generated from the salesperson's company are less credible than proof statements from an outside organization.

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