Question 1

As a computer salesperson, you should know that the prospect will not want a computer unless he or she needs it.

Accepted Answer

A) True 
 B)False

Question 2

If you sell a product, chances are you will have competitors selling similar products.Which of the following is NOT one of the basic rules addressing the issue of competitors' products?

Accepted Answer

A) do no refer to the competition unless necessary 
B) if necessary, address the competition only briefly 
C) make a detailed comparison of your product and the competition's product 
D) be professional at all times 
E) illustrate to your prospect all the weakness and none of the strengths associated with your competitor's product 
A) do no refer to the competition unless necessary 
B) if necessary, address the competition only briefly 
C) make a detailed comparison of your product and the competition's product 
D) be professional at all times 
E) illustrate to your prospect all the weakness and none of the strengths associated with your competitor's product

Question 3

What question should a salesperson NOT ask himself/herself in order to decide which elements of the sales presentation mix should be used in a sales presentation?

Accepted Answer

A) Who is your audience? 
B) What is your objective? 
C) How long would your presentation be? 
D) How will you stage your presentation? 
E) When will you create an impact? 
A) Who is your audience? 
B) What is your objective? 
C) How long would your presentation be? 
D) How will you stage your presentation? 
E) When will you create an impact?

Question 4

Which of the following is NOT an example of a visual aid?

Accepted Answer

A) order form 
B) a chart 
C) the prospect 
D) a model of the product 
E) sales manuals 
A) order form 
B) a chart 
C) the prospect 
D) a model of the product 
E) sales manuals

Question 5

Professional salespeople realize that it is generally a mistake to allow the prospect to hold your catalogue, price list, or brochure during a presentation.

Accepted Answer

A) True 
 B)False

Question 6

During your presentation, your prospect's secretary runs into the boardroom and hands a phone to your prospect - it is obvious this is an urgent call.In this situation, the salesperson should make it comfortable on the prospect by stopping the presentation and stepping out of the room.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is NOT an example of a characteristic a salesperson should have in order to develop trustworthy relationships?

Accepted Answer

A) Caring for customers 
B) Morally ethical 
C) Impatient in closing sales 
D) Kindness to all you contact 
E) Harmony in relationships 
A) Caring for customers 
B) Morally ethical 
C) Impatient in closing sales 
D) Kindness to all you contact 
E) Harmony in relationships

Question 8

Which of the following salespeople will NOT qualify as being diplomatic?

Accepted Answer

A) Salesperson who backs down from an argument due to the differences 
B) Salesperson who simply stays quiet even though he/she is angry 
C) Salesperson who knows that the client is wrong but agrees with them to avoid conflict 
D) Salesperson who walks out of the presentation because of a disagreement 
E) Salesperson who does not challenge his client on a claim that the client made but the salesperson knows is false 
A) Salesperson who backs down from an argument due to the differences 
B) Salesperson who simply stays quiet even though he/she is angry 
C) Salesperson who knows that the client is wrong but agrees with them to avoid conflict 
D) Salesperson who walks out of the presentation because of a disagreement 
E) Salesperson who does not challenge his client on a claim that the client made but the salesperson knows is false

Question 9

There are multiple criteria for an evidence statement referring to independent research results to be effective in a presentation.Which of the following is NOT one of the required criteria?

Accepted Answer

A) A restatement of the benefit before proving it 
B) The evidence source about the product 
C) Relevant facts or figures about the product 
D) Expansion of the benefit 
E) The year when the study was conducted 
A) A restatement of the benefit before proving it 
B) The evidence source about the product 
C) Relevant facts or figures about the product 
D) Expansion of the benefit 
E) The year when the study was conducted

Question 10

Trial close should be asked in a way which feels as if a salesperson is asking for an opinion and not the order.

Accepted Answer

A) True 
 B)False

Question 11

When a landscaper contractor says to a homeowner, "a poorly manicured lawn is like a bad haircut." What terms best describes the landscaper's comment?

Accepted Answer

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

Question 12

Which of the elements of the presentation mix is incorporated into the visual part of the sales presentation?

Accepted Answer

A) dramatization 
B) FAB 
C) proof statements 
D) participation 
E) logical reasoning 
A) dramatization 
B) FAB 
C) proof statements 
D) participation 
E) logical reasoning

Question 13

Which of the following is NOT a suggested guideline when using visual aids, dramatics, and demonstrations?

Accepted Answer

A) demonstrations should include prospect participation 
B) make demonstrations true to life 
C) customize your presentation to the sales call objectives 
D) practise your presentation in front of a mirror 
E) do not trial close after demonstrating 
A) demonstrations should include prospect participation 
B) make demonstrations true to life 
C) customize your presentation to the sales call objectives 
D) practise your presentation in front of a mirror 
E) do not trial close after demonstrating

Question 14

You are a salesperson for a manufacturer of MRI scanners.You are making your presentation when your prospect, a hospital administrator, receives a telephone call.What should you do as soon as you determine this is a confidential call?

Accepted Answer

A) Insist the hospital administrator ignore the call since this is your appointed time. 
B) Look over the material you previously covered and prepare a written summary. 
C) Summarize what you said before the phone rang. 
D) Immediately ask to reschedule your appointment. 
E) Offer to leave the room. 
A) Insist the hospital administrator ignore the call since this is your appointed time. 
B) Look over the material you previously covered and prepare a written summary. 
C) Summarize what you said before the phone rang. 
D) Immediately ask to reschedule your appointment. 
E) Offer to leave the room.

Question 15

Joe the plumber, handed a homeowner a piece of paper that a previous customer had written about his workmanship.What kind of evidence statement is Joe using?

Accepted Answer

A) independent research results 
B) guarantee 
C) testimonial 
D) company evidence results 
E) customer's past sales figure letter 
A) independent research results 
B) guarantee 
C) testimonial 
D) company evidence results 
E) customer's past sales figure letter

Question 16

Technology can provide several tools that may help engage the prospect in the presentation process.Which of the following statements about the usage of technology is false?

Accepted Answer

A) ensures the professional feel of the presentation 
B) sound bites and illustrations help may make your presentation engaging 
C) often, the usage of technologies can make complex presentation easy to understand 
D) provides quick reference points for product features and costs 
E) provides for flexibility in presenting the product or service to different audiences 
A) ensures the professional feel of the presentation 
B) sound bites and illustrations help may make your presentation engaging 
C) often, the usage of technologies can make complex presentation easy to understand 
D) provides quick reference points for product features and costs 
E) provides for flexibility in presenting the product or service to different audiences

Question 17

"Our e-books are used by all the top universities in Canada." This is an example of a direct counter-suggestion.

Accepted Answer

A) True 
 B)False

Question 18

According to the textbook, when discussing the three essential steps of the presentation, the advantages of the product must be highlighted all the time.

Accepted Answer

A) True 
 B)False

Question 19

You have been asked to explain the term "Consultative Selling" to a group of new representatives.Which of the following is likely to be key to your explanation?

Accepted Answer

A) providing information to prospect which helps in gaining new knowledge 
B) relating product benefits to prospect's needs 
C) hiring a consultant to establish needs 
D) consulting with the client to gather information on their needs 
E) engaging the prospect in the selling process 
A) providing information to prospect which helps in gaining new knowledge 
B) relating product benefits to prospect's needs 
C) hiring a consultant to establish needs 
D) consulting with the client to gather information on their needs 
E) engaging the prospect in the selling process

Question 20

Which of the following cannot be used to increase prospect's participation in a presentation?

Accepted Answer

A) showing how to use a product 
B) showcasing visuals 
C) asking questions 
D) making a demonstration 
E) asking closed-ended questions 
A) showing how to use a product 
B) showcasing visuals 
C) asking questions 
D) making a demonstration 
E) asking closed-ended questions

As a computer salesperson, you should know that the prospect will not want a computer unless he or she needs it.

If you sell a product, chances are you will have competitors selling similar products.Which of the following is NOT one of the basic rules addressing the issue of competitors' products?

What question should a salesperson NOT ask himself/herself in order to decide which elements of the sales presentation mix should be used in a sales presentation?

Which of the following is NOT an example of a visual aid?

Professional salespeople realize that it is generally a mistake to allow the prospect to hold your catalogue, price list, or brochure during a presentation.

During your presentation, your prospect's secretary runs into the boardroom and hands a phone to your prospect - it is obvious this is an urgent call.In this situation, the salesperson should make it comfortable on the prospect by stopping the presentation and stepping out of the room.

Which of the following is NOT an example of a characteristic a salesperson should have in order to develop trustworthy relationships?

Which of the following salespeople will NOT qualify as being diplomatic?

There are multiple criteria for an evidence statement referring to independent research results to be effective in a presentation.Which of the following is NOT one of the required criteria?

Trial close should be asked in a way which feels as if a salesperson is asking for an opinion and not the order.

When a landscaper contractor says to a homeowner, "a poorly manicured lawn is like a bad haircut." What terms best describes the landscaper's comment?

Which of the elements of the presentation mix is incorporated into the visual part of the sales presentation?

Which of the following is NOT a suggested guideline when using visual aids, dramatics, and demonstrations?

You are a salesperson for a manufacturer of MRI scanners.You are making your presentation when your prospect, a hospital administrator, receives a telephone call.What should you do as soon as you determine this is a confidential call?

Joe the plumber, handed a homeowner a piece of paper that a previous customer had written about his workmanship.What kind of evidence statement is Joe using?

Technology can provide several tools that may help engage the prospect in the presentation process.Which of the following statements about the usage of technology is false?

"Our e-books are used by all the top universities in Canada." This is an example of a direct counter-suggestion.

According to the textbook, when discussing the three essential steps of the presentation, the advantages of the product must be highlighted all the time.

You have been asked to explain the term "Consultative Selling" to a group of new representatives.Which of the following is likely to be key to your explanation?

Which of the following cannot be used to increase prospect's participation in a 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

As a computer salesperson, you should know that the prospect will not want a computer unless he or she needs it.

If you sell a product, chances are you will have competitors selling similar products.Which of the following is NOT one of the basic rules addressing the issue of competitors' products?

What question should a salesperson NOT ask himself/herself in order to decide which elements of the sales presentation mix should be used in a sales presentation?

Which of the following is NOT an example of a visual aid?

Professional salespeople realize that it is generally a mistake to allow the prospect to hold your catalogue, price list, or brochure during a presentation.

During your presentation, your prospect's secretary runs into the boardroom and hands a phone to your prospect - it is obvious this is an urgent call.In this situation, the salesperson should make it comfortable on the prospect by stopping the presentation and stepping out of the room.

Which of the following is NOT an example of a characteristic a salesperson should have in order to develop trustworthy relationships?

Which of the following salespeople will NOT qualify as being diplomatic?

There are multiple criteria for an evidence statement referring to independent research results to be effective in a presentation.Which of the following is NOT one of the required criteria?

Trial close should be asked in a way which feels as if a salesperson is asking for an opinion and not the order.

When a landscaper contractor says to a homeowner, "a poorly manicured lawn is like a bad haircut." What terms best describes the landscaper's comment?

Which of the elements of the presentation mix is incorporated into the visual part of the sales presentation?

Which of the following is NOT a suggested guideline when using visual aids, dramatics, and demonstrations?

You are a salesperson for a manufacturer of MRI scanners.You are making your presentation when your prospect, a hospital administrator, receives a telephone call.What should you do as soon as you determine this is a confidential call?

Joe the plumber, handed a homeowner a piece of paper that a previous customer had written about his workmanship.What kind of evidence statement is Joe using?

Technology can provide several tools that may help engage the prospect in the presentation process.Which of the following statements about the usage of technology is false?

"Our e-books are used by all the top universities in Canada." This is an example of a direct counter-suggestion.

According to the textbook, when discussing the three essential steps of the presentation, the advantages of the product must be highlighted all the time.

You have been asked to explain the term "Consultative Selling" to a group of new representatives.Which of the following is likely to be key to your explanation?

Which of the following cannot be used to increase prospect's participation in a 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