Question 1

The salesperson should personally inspect all equipment and products before a sales presentation to ensure everything is working properly.

Accepted Answer

A) True 
 B)False

Question 2

ScranTone is a paper mill and supplier serving the Upper Midwest. Since the commercial paper market is saturated, the only room for growth is to expand existing accounts or to win over competitors' accounts. Kevin Salazar is a sales representative who has gotten another meeting with the purchasing agent for the copy centers at a large university system. The purchasing agent has been buying from ScranTone's main competitor for three years. Kevin met with the purchasing agent two months ago but was unable to make a sale.
-If the purchasing agent does not respond to Kevin Salazar's sales presentation by placing an order,Kevin should most likely:

Accepted Answer

A) remove the buyer from the CRM system 
B) send the purchasing agent a letter outlining the weaknesses of the competition 
C) make contact with the purchasing agent again in six months 
D) call the purchasing agent to ask for the order in two weeks 
E) send the purchasing agent a bound paper presentation for further review 
A) remove the buyer from the CRM system 
B) send the purchasing agent a letter outlining the weaknesses of the competition 
C) make contact with the purchasing agent again in six months 
D) call the purchasing agent to ask for the order in two weeks 
E) send the purchasing agent a bound paper presentation for further review

Question 3

The components of a typical presentation worksheet are the features to be demonstrated,proof device to be used,what you will say,and:

Accepted Answer

A) when to ask for the close 
B) when you will involve the prospect 
C) when you will show and tell 
D) what the customer is likely to say 
E) what you or the customer will do 
A) when to ask for the close 
B) when you will involve the prospect 
C) when you will show and tell 
D) what the customer is likely to say 
E) what you or the customer will do

Question 4

Which of the following is true of presentation technology?

Accepted Answer

A) A weak presentation can be rescued by the use of the correct presentation technology. 
B) Webinars require more technology that in-person presentations do. 
C) The use of presentation technology makes it difficult to include more than one presenter. 
D) Presentation technology should be avoided for prospects over a certain age,or when presenting in Europe. 
E) Presenters run the risk of getting too engrossed in the technology and neglecting to connect with the prospect. 
A) A weak presentation can be rescued by the use of the correct presentation technology. 
B) Webinars require more technology that in-person presentations do. 
C) The use of presentation technology makes it difficult to include more than one presenter. 
D) Presentation technology should be avoided for prospects over a certain age,or when presenting in Europe. 
E) Presenters run the risk of getting too engrossed in the technology and neglecting to connect with the prospect.

Question 5

The BEST selling tool is most often:

Accepted Answer

A) the product 
B) a photograph or illustration 
C) testimonials of satisfied customers 
D) videocassette recordings 
E) a referral 
A) the product 
B) a photograph or illustration 
C) testimonials of satisfied customers 
D) videocassette recordings 
E) a referral

Question 6

Technical reports,company-prepared sales literature,and writer testimonials from customers are most likely provided in ________ presentations.

Accepted Answer

A) value 
B) sensory 
C) reminder 
D) persuasive 
E) informative 
A) value 
B) sensory 
C) reminder 
D) persuasive 
E) informative

Question 7

List at least five of the 11 guidelines that should be followed when planning a presentation that adds value.

Accepted Answer

1.Adapt the presentation to meet unique

Question 8

During a sales presentation,successful salespeople are most likely prepared to:

Accepted Answer

A) stick to a standard script 
B) meet a wide range of buyer responses 
C) conduct a one-way presentation to the buyer 
D) limit the number of questions asked by prospects 
E) identify the same problems for each different prospect 
A) stick to a standard script 
B) meet a wide range of buyer responses 
C) conduct a one-way presentation to the buyer 
D) limit the number of questions asked by prospects 
E) identify the same problems for each different prospect

Question 9

ScranTone is a paper mill and supplier serving the Upper Midwest. Since the commercial paper market is saturated, the only room for growth is to expand existing accounts or to win over competitors' accounts. Kevin Salazar is a sales representative who has gotten another meeting with the purchasing agent for the copy centers at a large university system. The purchasing agent has been buying from ScranTone's main competitor for three years. Kevin met with the purchasing agent two months ago but was unable to make a sale.
-Why would Kevin Salazar most likely meet with the purchasing agent again after being denied a sale?

Accepted Answer

A) Kevin's sales manager requires that he use a canned presentation. 
B) Kevin needs to meet a quota of sales presentations for the month. 
C) The competition offers an inferior product to Kevin's company. 
D) The previous presentation focused too much on customer needs. 
E) Kevin wants to show a strong commitment to getting the buyer's business. 
A) Kevin's sales manager requires that he use a canned presentation. 
B) Kevin needs to meet a quota of sales presentations for the month. 
C) The competition offers an inferior product to Kevin's company. 
D) The previous presentation focused too much on customer needs. 
E) Kevin wants to show a strong commitment to getting the buyer's business.

Question 10

People make decisions based primarily on what they feel and then test or rationalize their choice with logic.

Accepted Answer

A) True 
 B)False

Question 11

Kaygo Tires, Inc. designs and manufactures tires for the trucking industry. Their products include tires for semi-cabs as well as trailers of various sizes and weight limits. Tyler, a sales representative for Kaygo, is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers.
-Of the following,which would be the most effective proof device to demonstrate the benefits of Kaygo tires?

Accepted Answer

A) a detailed PowerPoint presentation 
B) a test-drive in which the buyer can feel the difference in tires 
C) a testimonial from another buyer about the excellent post-sale service 
D) a research report showing decreased fuel costs from using the tires 
E) a series of questions designed to discover what the buyer needs 
A) a detailed PowerPoint presentation 
B) a test-drive in which the buyer can feel the difference in tires 
C) a testimonial from another buyer about the excellent post-sale service 
D) a research report showing decreased fuel costs from using the tires 
E) a series of questions designed to discover what the buyer needs

Question 12

Which of the following statements concerning laptop computers is true?

Accepted Answer

A) Laptop computers cannot access crucial systems remotely. 
B) Laptops require salespeople to use strict scripts instead of customized demos. 
C) Most salespeople use laptops during sales presentations. 
D) Smartphones have replaced the use of laptops in sales presentations. 
E) Presentation tools such as PowerPoint presentations rarely run well on laptops. 
A) Laptop computers cannot access crucial systems remotely. 
B) Laptops require salespeople to use strict scripts instead of customized demos. 
C) Most salespeople use laptops during sales presentations. 
D) Smartphones have replaced the use of laptops in sales presentations. 
E) Presentation tools such as PowerPoint presentations rarely run well on laptops.

Question 13

As the quality of audiovisual presentations improves,the salesperson's importance will diminish.

Accepted Answer

A) True 
 B)False

Question 14

Words or phrases that suggest pictorial relationships between objects or ideas are known as ________.

Accepted Answer

The answer of Words or phrases that suggest pictorial relationships...

Question 15

Which of the following statements regarding audiovisual presentations is true?

Accepted Answer

A) Focus your presentation on the features that have the greatest"wow factor." 
B) At the conclusion of the presentation,persuade the prospect to buy. 
C) Show the entire presentation and then answer questions. 
D) Be sure the prospect knows the purpose of the presentation. 
E) Avoid previewing the material which ruins the surprise factor. 
A) Focus your presentation on the features that have the greatest"wow factor." 
B) At the conclusion of the presentation,persuade the prospect to buy. 
C) Show the entire presentation and then answer questions. 
D) Be sure the prospect knows the purpose of the presentation. 
E) Avoid previewing the material which ruins the surprise factor.

Question 16

Statements,reports,testimonials,customer data,and photographs are all examples of:

Accepted Answer

A) proof devices 
B) presentation software 
C) PowerPoint slides 
D) product literature 
E) presentation strategies 
A) proof devices 
B) presentation software 
C) PowerPoint slides 
D) product literature 
E) presentation strategies

Question 17

ScranTone is a paper mill and supplier serving the Upper Midwest. Since the commercial paper market is saturated, the only room for growth is to expand existing accounts or to win over competitors' accounts. Kevin Salazar is a sales representative who has gotten another meeting with the purchasing agent for the copy centers at a large university system. The purchasing agent has been buying from ScranTone's main competitor for three years. Kevin met with the purchasing agent two months ago but was unable to make a sale.
-What is one possible pitfall Kevin Salazar should be aware of when giving the presentation?

Accepted Answer

A) He needs to promote the benefits of ScranTone without saying anything negative about the current supplier. 
B) The buyer must have disliked Kevin not to have purchased from him in the past. 
C) He needs to talk down to the buyer to make sure the buyer understands. 
D) A successful presentation could end up with an order bigger than ScranTone can handle. 
E) This account could make or break his quota for the month. 
A) He needs to promote the benefits of ScranTone without saying anything negative about the current supplier. 
B) The buyer must have disliked Kevin not to have purchased from him in the past. 
C) He needs to talk down to the buyer to make sure the buyer understands. 
D) A successful presentation could end up with an order bigger than ScranTone can handle. 
E) This account could make or break his quota for the month.

Question 18

An effective sales demonstration is the result of both:

Accepted Answer

A) showmanship and visual stimulation 
B) timeliness and talent 
C) confidence and congeniality 
D) planning and practice 
E) personality and skills 
A) showmanship and visual stimulation 
B) timeliness and talent 
C) confidence and congeniality 
D) planning and practice 
E) personality and skills

Question 19

In some cases,it is not practical to demonstrate the product itself.

Accepted Answer

A) True 
 B)False

Question 20

Kaygo Tires, Inc. designs and manufactures tires for the trucking industry. Their products include tires for semi-cabs as well as trailers of various sizes and weight limits. Tyler, a sales representative for Kaygo, is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers.
-Tyler is bringing technical reports,company brochures,and written testimonials from customers to the sales meeting. Which need-satisfaction strategy is Tyler most likely going to use?

Accepted Answer

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

The salesperson should personally inspect all equipment and products before a sales presentation to ensure everything is working properly.

The components of a typical presentation worksheet are the features to be demonstrated,proof device to be used,what you will say,and:

Which of the following is true of presentation technology?

The BEST selling tool is most often:

Technical reports,company-prepared sales literature,and writer testimonials from customers are most likely provided in ________ presentations.

List at least five of the 11 guidelines that should be followed when planning a presentation that adds value.

During a sales presentation,successful salespeople are most likely prepared to:

People make decisions based primarily on what they feel and then test or rationalize their choice with logic.

Which of the following statements concerning laptop computers is true?

As the quality of audiovisual presentations improves,the salesperson's importance will diminish.

Words or phrases that suggest pictorial relationships between objects or ideas are known as ________.

Which of the following statements regarding audiovisual presentations is true?

Statements,reports,testimonials,customer data,and photographs are all examples of:

An effective sales demonstration is the result of both:

In some cases,it is not practical to demonstrate the product itself.

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

The salesperson should personally inspect all equipment and products before a sales presentation to ensure everything is working properly.

The components of a typical presentation worksheet are the features to be demonstrated,proof device to be used,what you will say,and:

Which of the following is true of presentation technology?

The BEST selling tool is most often:

Technical reports,company-prepared sales literature,and writer testimonials from customers are most likely provided in ________ presentations.

List at least five of the 11 guidelines that should be followed when planning a presentation that adds value.

During a sales presentation,successful salespeople are most likely prepared to:

People make decisions based primarily on what they feel and then test or rationalize their choice with logic.

Which of the following statements concerning laptop computers is true?

As the quality of audiovisual presentations improves,the salesperson's importance will diminish.

Words or phrases that suggest pictorial relationships between objects or ideas are known as ________.

Which of the following statements regarding audiovisual presentations is true?

Statements,reports,testimonials,customer data,and photographs are all examples of:

An effective sales demonstration is the result of both:

In some cases,it is not practical to demonstrate the product itself.

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