Question 1

Provide two examples of evidence statements using features, advantages and benefits.

Accepted Answer

Students can make up any two examples 
1) Feature: Cloud based financial management
Advantage: Delivers the information anywhere
Benefit: Increases timely accounting transactions by 20%
Evidence: MacLean's research studies
2) Feature: Motion tracking drone camera
Advantage: Records subjects moments all the time without pressing any buttons
Benefit: Won't miss out on capturing videos and images of your clients' wedding memories
Evidence: Testimonials from previous 200 satisfied customers

Question 2

In order to get the prospect to visualize the benefits during the essential steps of the sales presentation, the salespeople can use all of the following methods except:

Accepted Answer

A) Evidence statements 
B) Visual aids 
C) Participation techniques 
D) Discussing SMART objectives 
E) Demonstration 
A) Evidence statements 
B) Visual aids 
C) Participation techniques 
D) Discussing SMART objectives 
E) Demonstration D

Question 3

Technology can provide excellent methods of presenting information to the buyer in a visually attractive and dramatic manner.

Accepted Answer

A) True 
 B)False  True

Question 4

One of the key questions salespeople should ask themselves before using a demonstration as part of a presentation is to determine a specific demonstration objective.

Accepted Answer

A) True 
 B)False

Question 5

Using the SELL sequence communication technique improves your chances of making the sale.

Accepted Answer

A) True 
 B)False

Question 6

Connie is an excellent communicator.All of her presentations are very interactive and persuasive.One of the factors which may make her presentations more persuasive is the fact that she adds questions during her presentations.

Accepted Answer

A) True 
 B)False

Question 7

It will accomplish little if the salesperson tries to appeal to the prospect's basic human senses during the presentation.

Accepted Answer

A) True 
 B)False

Question 8

The sales presentation mix is made up of seven different elements.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following statements describing evidence statements is true?

Accepted Answer

A) Past sales made to a client should not be used as proof statements with that client. 
B) Incorporating Evidence statements into your presentation can increase your prospect's confidence and trust. 
C) When using independent research results, you should first identify the source of your information. 
D) After giving your prospect the facts from an independent research report, you should not continue with your sales presentation until your prospect has had time to completely read and understand the report. 
E) Professional buyers are seldom, if ever, impressed by testimonials from prominent people. 
A) Past sales made to a client should not be used as proof statements with that client. 
B) Incorporating Evidence statements into your presentation can increase your prospect's confidence and trust. 
C) When using independent research results, you should first identify the source of your information. 
D) After giving your prospect the facts from an independent research report, you should not continue with your sales presentation until your prospect has had time to completely read and understand the report. 
E) Professional buyers are seldom, if ever, impressed by testimonials from prominent people.

Question 10

Guarantees, company results, and independent research are examples of so called "analogy statements."

Accepted Answer

A) True 
 B)False

Question 11

In which step of a sales presentation should the salesperson discuss how the product should be re-sold or, for an end-user, how the product should be used?

Accepted Answer

A) FAB step 
B) reseller's module 
C) business proposition 
D) marketing plan 
E) financial plan 
A) FAB step 
B) reseller's module 
C) business proposition 
D) marketing plan 
E) financial plan

Question 12

Kevin is doing his first sales presentation to a new client.He is about to start the three essential steps within the sales presentation; however, he is having a hard time remembering the order in which they occur.If you were to help out Kevin, which one of the following orders would you recommend to him?

Accepted Answer

A) First step explains the Business Proposition, second step discusses FAB, third step details the Marketing Plan 
B) First step explains the FAB, second step discusses the Business Proposition, third step details the Marketing Plan 
C) First step explains the Marketing Plan, second step discusses FAB, third step details the Business Proposition 
D) First step explains the Marketing Plan, second step discusses Business Proposition, third step details the FAB 
E) First step explains the FAB, second step discusses Marketing Plan, third step details the Business Proposition 
A) First step explains the Business Proposition, second step discusses FAB, third step details the Marketing Plan 
B) First step explains the FAB, second step discusses the Business Proposition, third step details the Marketing Plan 
C) First step explains the Marketing Plan, second step discusses FAB, third step details the Business Proposition 
D) First step explains the Marketing Plan, second step discusses Business Proposition, third step details the FAB 
E) First step explains the FAB, second step discusses Marketing Plan, third step details the Business Proposition

Question 13

There are some basic rules that all effective visuals-based presentations should have.Which of the following is NOT considered a best practice?

Accepted Answer

A) use slides which will highlight key benefits important to the client 
B) avoid adding the prospect's logo to your slides 
C) use clip art or pictures only to assist in telling a story 
D) data should be easy to read and understand 
E) the order of bullet points is important and should be logical 
A) use slides which will highlight key benefits important to the client 
B) avoid adding the prospect's logo to your slides 
C) use clip art or pictures only to assist in telling a story 
D) data should be easy to read and understand 
E) the order of bullet points is important and should be logical

Question 14

The most powerful non-verbal selling technique is the handshake.

Accepted Answer

A) True 
 B)False

Question 15

Trial close should only be used later on the presentation to close the deal.

Accepted Answer

A) True 
 B)False

Question 16

A simile compares two different situations which have something in common.

Accepted Answer

A) True 
 B)False

Question 17

Salespersons often try to quantify the benefit or value of their product to the prospect.Which of the following statements is often true when dealing with business buyers?

Accepted Answer

A) business buyers tend to have backgrounds in accounting 
B) business buyers see quantified benefits/value as an implied guarantee 
C) business buyers tend to be bottom-line focused 
D) business buyers find it easier to re-sell products with higher margins 
E) business buyers need to strategize everything in a long-term and a short-term basis 
A) business buyers tend to have backgrounds in accounting 
B) business buyers see quantified benefits/value as an implied guarantee 
C) business buyers tend to be bottom-line focused 
D) business buyers find it easier to re-sell products with higher margins 
E) business buyers need to strategize everything in a long-term and a short-term basis

Question 18

"These Ready Rider shock absorbers cushion and protect your car from the rough spots on the highway.It's like having feather pillows under your car." Which of the following terms is this quote an example of?

Accepted Answer

A) analogy 
B) antonym 
C) logical reasoning 
D) simile 
E) cliché 
A) analogy 
B) antonym 
C) logical reasoning 
D) simile 
E) cliché

Question 19

Which of the following terms requires that salespeople be empathetic, keep the message simple, create mutual trust and actively listen when dealing with a prospect?

Accepted Answer

A) trial closes 
B) selling sequences 
C) following up 
D) persuasive communication 
E) objection handling 
A) trial closes 
B) selling sequences 
C) following up 
D) persuasive communication 
E) objection handling

Question 20

List the six elements of the sales presentation mix and describe how the salesperson determines how much of each element to use during his or her presentation.

Accepted Answer

(1) participation, (2) persuasive commun

Provide two examples of evidence statements using features, advantages and benefits.

In order to get the prospect to visualize the benefits during the essential steps of the sales presentation, the salespeople can use all of the following methods except:

Technology can provide excellent methods of presenting information to the buyer in a visually attractive and dramatic manner.

One of the key questions salespeople should ask themselves before using a demonstration as part of a presentation is to determine a specific demonstration objective.

Using the SELL sequence communication technique improves your chances of making the sale.

Connie is an excellent communicator.All of her presentations are very interactive and persuasive.One of the factors which may make her presentations more persuasive is the fact that she adds questions during her presentations.

It will accomplish little if the salesperson tries to appeal to the prospect's basic human senses during the presentation.

The sales presentation mix is made up of seven different elements.

Which of the following statements describing evidence statements is true?

Guarantees, company results, and independent research are examples of so called "analogy statements."

In which step of a sales presentation should the salesperson discuss how the product should be re-sold or, for an end-user, how the product should be used?

There are some basic rules that all effective visuals-based presentations should have.Which of the following is NOT considered a best practice?

The most powerful non-verbal selling technique is the handshake.

Trial close should only be used later on the presentation to close the deal.

A simile compares two different situations which have something in common.

Salespersons often try to quantify the benefit or value of their product to the prospect.Which of the following statements is often true when dealing with business buyers?

"These Ready Rider shock absorbers cushion and protect your car from the rough spots on the highway.It's like having feather pillows under your car." Which of the following terms is this quote an example of?

Which of the following terms requires that salespeople be empathetic, keep the message simple, create mutual trust and actively listen when dealing with a prospect?

List the six elements of the sales presentation mix and describe how the salesperson determines how much of each element to use during his or her presentation.

The Life, Times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Approach Begin Your Presentation Strategically

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time, Territory, and Self-Management

Retail, Business Services, and Nonprofit Selling

Filters

Exam 9: The Presentation Elements of Effective Persuasion

Provide two examples of evidence statements using features, advantages and benefits.

In order to get the prospect to visualize the benefits during the essential steps of the sales presentation, the salespeople can use all of the following methods except:

Technology can provide excellent methods of presenting information to the buyer in a visually attractive and dramatic manner.

One of the key questions salespeople should ask themselves before using a demonstration as part of a presentation is to determine a specific demonstration objective.

Using the SELL sequence communication technique improves your chances of making the sale.

Connie is an excellent communicator.All of her presentations are very interactive and persuasive.One of the factors which may make her presentations more persuasive is the fact that she adds questions during her presentations.

It will accomplish little if the salesperson tries to appeal to the prospect's basic human senses during the presentation.

The sales presentation mix is made up of seven different elements.

Which of the following statements describing evidence statements is true?

Guarantees, company results, and independent research are examples of so called "analogy statements."

In which step of a sales presentation should the salesperson discuss how the product should be re-sold or, for an end-user, how the product should be used?

There are some basic rules that all effective visuals-based presentations should have.Which of the following is NOT considered a best practice?

The most powerful non-verbal selling technique is the handshake.

Trial close should only be used later on the presentation to close the deal.

A simile compares two different situations which have something in common.

Salespersons often try to quantify the benefit or value of their product to the prospect.Which of the following statements is often true when dealing with business buyers?

"These Ready Rider shock absorbers cushion and protect your car from the rough spots on the highway.It's like having feather pillows under your car." Which of the following terms is this quote an example of?

Which of the following terms requires that salespeople be empathetic, keep the message simple, create mutual trust and actively listen when dealing with a prospect?

List the six elements of the sales presentation mix and describe how the salesperson determines how much of each element to use during his or her presentation.

The Life, Times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Approach Begin Your Presentation Strategically

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time, Territory, and Self-Management

Retail, Business Services, and Nonprofit Selling

Filters