Question 1

Audience, objective, structure, and visual aids are considerations in the sales presentation goal model.

Accepted Answer

A) True 
 B)False

Question 2

Which statement regarding trial close is NOT correct?

Accepted Answer

A)  The trial close should never be used after answering an objection . 
B)  The trial close serves as an excellent method to ensure the customer understands the benefits of your services and products 
C)  An effective trial close, most often, takes the form of an open-ended question. 
D)  By using open-ended trial-close questions, you provide buyers with an opportunity to explain their understanding of the benefit 
E)  The trial close should be used after making a strong selling point in the presentation

Question 3

Which of the following is NOT a correct statement regarding visual aids?

Accepted Answer

A)  Sometimes, buyers use visuals provided to them by salespeople to convince their supervisor or management team. 
B)  Visuals should contain succinct, logical information that will help the customer remember key benefits. 
C)  Effective visuals only garner attention and they do not have an objective. 
D)  Effective visuals interpret data and analysis. 
E)  Effective visuals tend to reduce the clutter on the slide.

Question 4

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

Question 5

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.

Question 6

As per the text, technology can help salespeople during sales presentations because of all the points mentioned, EXCEPT,

Accepted Answer

A)  Using a computer tablet in front of the buyer can be impressive. 
B)  Technology enables the presentation of video clips and sound bites. 
C)  Analytical software can quickly crunch data-providing instant solutions to buyers' questions.. 
D)  Technology restricts methods of presenting information to the buyer in a visually attractive and dramatic manner 
E)  Technology has truly expanded and improved video conferencing

Question 7

The major purpose of the sales presentation is to provide information.

Accepted Answer

A) True 
 B)False

Question 8

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.

Question 9

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 10

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

Accepted Answer

The answer of What are two benefits of including a...

Question 11

The ________ refers to the elements the salesperson assembles to make sales to prospects and customers.

Accepted Answer

A)  key account list 
B)  marketing mix 
C)  sales activities guide 
D)  tactical promotion mix 
E)  sales presentation mix

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

Question 13

It is generally a mistake to allow the prospect to hold your catalog, price list, or brochure during a sales presentation.

Accepted Answer

A) True 
 B)False

Question 14

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.

Question 15

Which of the following statements about the use of demonstrations in sales presentations is true?

Accepted Answer

A)  Rehearsed demonstrations bore prospects. 
B)  Industrial product presentations require demonstrations. 
C)  Demonstrations should be appropriate and appear natural. 
D)  Demonstrations do not backfire when a product is well-made. 
E)  Effective demonstrations involve complex products for end users.

Question 16

Which of the following is an example of a guideline to follow when using visual aids, dramatics, and demonstrations?

Accepted Answer

A)  Let the presentation come naturally; do not rehearse. 
B)  Avoid trial closes during a demonstration. 
C)  Make your sales objectives simple, clear, and straightforward. 
D)  Maintain control by discouraging prospect participation. 
E)  Use a memorized sales presentation to ensure that no FAB is omitted.

Question 17

Interruptions are commonplace during sales presentations.

Accepted Answer

A) True 
 B)False

Question 18

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

Question 19

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.

Question 20

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.

Exam 10: Elements of a Great Sales Presentation

Audience, objective, structure, and visual aids are considerations in the sales presentation goal model.

Which statement regarding trial close is NOT correct?

Which of the following is NOT a correct statement regarding visual aids?

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

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

As per the text, technology can help salespeople during sales presentations because of all the points mentioned, EXCEPT,

The major purpose of the sales presentation is to provide information.

The second essential step of a sales presentation is the:

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

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

The ________ refers to the elements the salesperson assembles to make sales to prospects and customers.

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

It is generally a mistake to allow the prospect to hold your catalog, price list, or brochure during a sales presentation.

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) :

Which of the following statements about the use of demonstrations in sales presentations is true?

Which of the following is an example of a guideline to follow when using visual aids, dramatics, and demonstrations?

Interruptions are commonplace during sales presentations.

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

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

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