Exam 9: The Presentation Elements of Effective Persuasion

It is best practice to include "trial closes" after showing or demonstrating a major feature of your product during a presentation.

A salesperson is trying to decide which element of the sales presentation mix to emphasize in a particular presentation.She wants to make sure her communication will resonate with the prospect.What term describes the process this salesperson is going through?

It may help a salesperson to improve sales if he personalizes his relationship with his customers.

Which of the following should NOT be included as an element of a salesperson's presentation mix?

Jennifer is trying to close out a deal.She uses the following statement to close the deal, "What do you think of using our product to save 20% on your energy bill starting this month?" Jennifer is using what type of closing?

The best visual aid is showing your buyer the actual product.

Both long and short presentations must be presented while standing in front of your clients.

Roland sells appliances.He builds his sales presentations around a major premise like the savings a walk-in refrigerator will generate for a catering firm, a minor premise like my company's unit will reduce your electrical bill, and a conclusion.What persuasive technique is Roland using in his presentation?

You have been asked by your regional sales manager to put together a brief presentation to new sales recruits highlighting the key themes associated with the notion of a presentation mix.Which of the following would you include in your presentation as a key presentation mix topic?

What is logical reasoning?

Imagine you are trying to sell baby furniture to a daycare owner.You are in the midst of your presentation when one of your prospect's employee enters the room to talk about a sick child.After a 10-minute conversation, the employee leaves.The daycare owner turns to you and says, "Now what were we discussing?" What should you do?

Essentially, each step of the three essential steps of the sales presentation should paint a picture of a benefit in the prospect's mind.

Which of the following purposes of sales presentation is NOT impacted by a suggestion?

Which of the following best captures the essence of this statement by a salesperson: "The most prestigious automotive companies use this kind of leather in their interiors."

Deep into his presentation to a potential life insurance customer, the company representative asks the following: "How does everything sound so far?" What is the representative doing by asking this question?

In which of the following situations would logical reasoning work the best ?

Although they are useful with final consumers, testimonials from satisfied customers mean little to professional buyers, who think such "proof" is usually faked.

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

"Can you imagine your sales force using this kind of a CRM system when making client calls?" What type of suggestion does the previous statement best illustrates?

A salesperson using the suggestive proposition would use the following statement; "Mary, just imagine how well your sales force will perform with this advanced customer database software?"