Exam 9: The Presentation Elements of Effective Persuasion

If a prospect likes to discuss other things during the sales presentation, then the salesperson should carry along with it to please the prospect.

"Sometimes finding a good parking place is like hunting for a needle in a haystack." In a sales setting, which of the following best describes the previous statement?

An appliance salesperson said the following to a client; "I suggest you buy the self-cleaning Hotpoint oven." What kind of suggestion is this salesperson using?

"Shouldn't you go ahead and order this patio furniture for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colours?" This is an example of what kind of suggestion?

Kathy, a sales representative for a manufacture of flexible aluminum ladders is thinking of using a demonstration to show prospects the value and safety associated with her product line.In preparing her demonstration, what question should she NOT ask herself first?

When the salesperson asked, "Do you really want your employees to have only minimal accident insurance?" he was mostly likely using what kind of suggestion?

No matter which of the four sales presentation methods a salesperson uses, her presentation must follow three essential steps.List them.

Which of the following statements about using dramatics is suggested by the authors of the textbook in developing ideas for creating dramatic product presentation?

During her presentation, Jane asked John, "How do you like our 24-hour technical support line?" What techniques is Jane using?

"How does our delivery schedule sound to you?" What is this statement an example of?

When Isaac was looking for advice on selling techniques, he was worried that his prospects were just not believing his factual statements, and this was hurting his sales.Nancy didn't know what to say.Which of the following pieces of advice would you give him?

Which of the following steps of the presentation highlights the value of the product to its cost?

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

What are some best practices associated with situations whereby prospects bringing up a product sold by one of your competitors?

The prospect does not have to become a customer (make a purchase) before he or she can enter the conviction stage.

Which of the following (in the correct order) represents the three steps in an impactful sales presentation?

Imagine you were talking to the owner of a motel chain about buying several bedroom suites from your company.His secretary comes in and asks him to sign some papers immediately.He takes about ten minutes to read over the papers before he signs them.What should you as the professional salesperson do?

The ultimate goal of a presentation is to sell products or services.

Which of the following is NOT an example of an evidence statement?

Salespeople should develop presentations that appeal a prospect's senses, as prospects often make purchase decision based on emotional needs.