Question 1

Which of the following is an accurate statement regarding the sales presentation?

Accepted Answer

A) It is best to communicate all you know about the product. 
B) The location of the sales presentation is an irrelevant factor. 
C) Each product feature is of equal importance to every customer. 
D) Appealing to the prospect's senses makes the sales presentation more powerful. 
E) A sales presentation that does not use technology is not likely to be successful. 
A) It is best to communicate all you know about the product. 
B) The location of the sales presentation is an irrelevant factor. 
C) Each product feature is of equal importance to every customer. 
D) Appealing to the prospect's senses makes the sales presentation more powerful. 
E) A sales presentation that does not use technology is not likely to be successful. D

Question 2

________ enhance credibility and can take the form of a statement,a report,or a photograph.

Accepted Answer

Proof devices

Question 3

Jeremiah knows that it is possible to prepare a sales demonstration that is so structured and mechanical that the prospect feels like a number. Marketing people refer to this as what effect of the selling/buying process?

Accepted Answer

A) depersonalization 
B) personalization 
C) focalization 
D) massification 
E) concentration 
A) depersonalization 
B) personalization 
C) focalization 
D) massification 
E) concentration A

Question 4

Letters from satisfied customers are ineffective sales tools.

Accepted Answer

A) True 
 B)False

Question 5

Since graphs are usually quite descriptive,no interpretation is necessary for the prospect to understand the material.

Accepted Answer

A) True 
 B)False

Question 6

________ are the connectors between your messages and the internal emotions of the prospect.

Accepted Answer

The answer of ________ are the connectors between your messages...

Question 7

An interesting and attractive way of communicating an idea to others is called ________.

Accepted Answer

The answer of An interesting and attractive way of communicating...

Question 8

A(n)________ is a portable case or loose-leaf binder containing a wide variety of sales-supporting materials.

Accepted Answer

The answer of A(n)________ is a portable case or loose-leaf...

Question 9

There are several different types of presentations,and the salesperson should choose the one most likely to influence the prospect.

Accepted Answer

A) True 
 B)False

Question 10

Which method of quantifying a solution involves calculating savings as a percentage of the original investment?

Accepted Answer

A) SWOT analysis 
B) cost-benefit analysis 
C) value-savings calculation 
D) return on investment 
E) customer lifetime benefit 
A) SWOT analysis 
B) cost-benefit analysis 
C) value-savings calculation 
D) return on investment 
E) customer lifetime benefit

Question 11

Angie Meecham works at the CosMetRx counter at a high-end department store. Her job is to give prospects a facial and makeover using CosMetRx products and then sell them the products she used. Angie always says that she's "in the business of making women feel good about how they look."
-Which need-satisfaction strategy does Angie most likely use?

Accepted Answer

A) reminder 
B) canned 
C) persuasion 
D) adaptive 
E) informative 
A) reminder 
B) canned 
C) persuasion 
D) adaptive 
E) informative

Question 12

Mario Cortez is preparing a sales presentation for a buying team made up of health care personnel. It is most important that he:

Accepted Answer

A) recognize that printed documents provide the only credible form of proof for the audience 
B) design a presentation that appeals to all of the buyers' senses 
C) conduct the demonstration at a neutral location 
D) develop a highly structured demonstration to save time 
E) save all the questions for the end of the presentation 
A) recognize that printed documents provide the only credible form of proof for the audience 
B) design a presentation that appeals to all of the buyers' senses 
C) conduct the demonstration at a neutral location 
D) develop a highly structured demonstration to save time 
E) save all the questions for the end of the presentation

Question 13

Which of the following is true of doing business in Italy?

Accepted Answer

A) Businesspeople tend to be quite informal in terms of introductions and dress. 
B) Entertaining clients at your home is considered better than doing so in a restaurant. 
C) Gifts are considered bribes and will insult the recipients. 
D) Most Italian businesspeople are in a hurry,so quick decision making is important. 
E) Professional titles are used quite often in business dealings. 
A) Businesspeople tend to be quite informal in terms of introductions and dress. 
B) Entertaining clients at your home is considered better than doing so in a restaurant. 
C) Gifts are considered bribes and will insult the recipients. 
D) Most Italian businesspeople are in a hurry,so quick decision making is important. 
E) Professional titles are used quite often in business dealings.

Question 14

Overly structured sales presentations may cause a customer to feel like a number.

Accepted Answer

A) True 
 B)False

Question 15

Tyler realizes that the trucking company can purchase tires from other tire companies. With this in mind,Tyler should most likely:

Accepted Answer

A) promote Kaygo as the industry leader even if this is untrue 
B) ignore the features and benefits of the lowest-priced competitor 
C) point out quality problems with the firm's current tire provider 
D) highlight the drop in prices of Kaygo tires in the last five years 
E) focus on favorable differences between Kaygo tires and the next-best alternative 
A) promote Kaygo as the industry leader even if this is untrue 
B) ignore the features and benefits of the lowest-priced competitor 
C) point out quality problems with the firm's current tire provider 
D) highlight the drop in prices of Kaygo tires in the last five years 
E) focus on favorable differences between Kaygo tires and the next-best alternative

Question 16

Which of the following is a guideline for presenting in front of a group?

Accepted Answer

A) Identify and present primarily to the main decision-maker. 
B) Identify the titles and roles of the people who will attend. 
C) Arrive exactly in time for the presentation. 
D) Be sure your presentation is characterized by technical depth and detail. 
E) Be ready to"wing it"on questions the audience might ask. 
A) Identify and present primarily to the main decision-maker. 
B) Identify the titles and roles of the people who will attend. 
C) Arrive exactly in time for the presentation. 
D) Be sure your presentation is characterized by technical depth and detail. 
E) Be ready to"wing it"on questions the audience might ask.

Question 17

Most prospects are willing and eager to participate in a presentation held off premises.

Accepted Answer

A) True 
 B)False

Question 18

If a salesperson was attempting to develop a feeling of ownership in a prospect shopping for a diamond ring,the salesperson should most likely:

Accepted Answer

A) explain the concept of the four Cs in terms of diamonds 
B) explain the store's installment payment plan for jewelry 
C) lay the ring on black velvet to enhance its brilliance 
D) inform the customer of the gem's clarity 
E) encourage the customer to try on the ring 
A) explain the concept of the four Cs in terms of diamonds 
B) explain the store's installment payment plan for jewelry 
C) lay the ring on black velvet to enhance its brilliance 
D) inform the customer of the gem's clarity 
E) encourage the customer to try on the ring

Question 19

Sight is considered the most powerful attention-attracting sense;therefore,it is the most important motivating force in every selling situation.

Accepted Answer

A) True 
 B)False

Question 20

PowerPoint enables salespeople to provide customers with:

Accepted Answer

A) product brochures 
B) interactive demonstrations 
C) numerous product samples 
D) professional-looking presentations 
E) valid and reliable research summaries 
A) product brochures 
B) interactive demonstrations 
C) numerous product samples 
D) professional-looking presentations 
E) valid and reliable research summaries

Which of the following is an accurate statement regarding the sales presentation?

________ enhance credibility and can take the form of a statement,a report,or a photograph.

Jeremiah knows that it is possible to prepare a sales demonstration that is so structured and mechanical that the prospect feels like a number. Marketing people refer to this as what effect of the selling/buying process?

Letters from satisfied customers are ineffective sales tools.

Since graphs are usually quite descriptive,no interpretation is necessary for the prospect to understand the material.

________ are the connectors between your messages and the internal emotions of the prospect.

An interesting and attractive way of communicating an idea to others is called ________.

A(n)________ is a portable case or loose-leaf binder containing a wide variety of sales-supporting materials.

There are several different types of presentations,and the salesperson should choose the one most likely to influence the prospect.

Which method of quantifying a solution involves calculating savings as a percentage of the original investment?

Mario Cortez is preparing a sales presentation for a buying team made up of health care personnel. It is most important that he:

Which of the following is true of doing business in Italy?

Overly structured sales presentations may cause a customer to feel like a number.

Tyler realizes that the trucking company can purchase tires from other tire companies. With this in mind,Tyler should most likely:

Which of the following is a guideline for presenting in front of a group?

Most prospects are willing and eager to participate in a presentation held off premises.

If a salesperson was attempting to develop a feeling of ownership in a prospect shopping for a diamond ring,the salesperson should most likely:

Sight is considered the most powerful attention-attracting sense;therefore,it is the most important motivating force in every selling situation.

PowerPoint enables salespeople to provide customers with:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 12: Creating Value with the Consultative Presentation

Which of the following is an accurate statement regarding the sales presentation?

________ enhance credibility and can take the form of a statement,a report,or a photograph.

Jeremiah knows that it is possible to prepare a sales demonstration that is so structured and mechanical that the prospect feels like a number. Marketing people refer to this as what effect of the selling/buying process?

Letters from satisfied customers are ineffective sales tools.

Since graphs are usually quite descriptive,no interpretation is necessary for the prospect to understand the material.

________ are the connectors between your messages and the internal emotions of the prospect.

An interesting and attractive way of communicating an idea to others is called ________.

A(n)________ is a portable case or loose-leaf binder containing a wide variety of sales-supporting materials.

There are several different types of presentations,and the salesperson should choose the one most likely to influence the prospect.

Which method of quantifying a solution involves calculating savings as a percentage of the original investment?

Mario Cortez is preparing a sales presentation for a buying team made up of health care personnel. It is most important that he:

Which of the following is true of doing business in Italy?

Overly structured sales presentations may cause a customer to feel like a number.

Tyler realizes that the trucking company can purchase tires from other tire companies. With this in mind,Tyler should most likely:

Which of the following is a guideline for presenting in front of a group?

Most prospects are willing and eager to participate in a presentation held off premises.

If a salesperson was attempting to develop a feeling of ownership in a prospect shopping for a diamond ring,the salesperson should most likely:

Sight is considered the most powerful attention-attracting sense;therefore,it is the most important motivating force in every selling situation.

PowerPoint enables salespeople to provide customers with:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters