Exam 12: Creating Value with the Consultative Presentation

What are the guidelines for preparing and conducting a group sales presentation?

When prospects participate in a sales presentation,they most likely:

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 of the following should Angie most likely focus on during her presentation?

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." -Of the following,a prospect will be most likely to buy products from Angie if:

A successful sales presentation is:

List at least four of the seven guidelines that should be followed during preparation of a persuasive presentation.

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. -Which need-satisfaction strategy does Kevin most likely use?

Which type of sales presentation is built around a standard set of steps and tends to ignore the unique needs of each customer?

Which of the following is a characteristic of technical communication?

Paolo Rodrigues is a sales rep employed by Montano Travel Services. He is preparing to demonstrate a very complex computerized reservation system at a meeting with a corporate client. Which of the following guidelines would be most helpful as Paolo conducts the demonstration?

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." -Since the majority of Angie's prospects are strangers who walk up to her counter without an appointment,what is the most important preparation Angie should do for the presentation?

Web-based demonstrations can be an effective way to present when it is:

A survey conducted by Selling Power magazine found that 87 percent of salespeople use ________ to deliver their sales presentations.

The ability to visualize an object,concept,or action not actually present is referred to as:

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. -The first step Kevin Salazar should take in preparing for the presentation is to:

Which term refers to a communication process by which you motivate someone else to voluntarily do something you'd like them to do?

When using graphs and charts,the salesperson should most likely:

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. -How can Kevin make his presentation strategy more persuasive than technical,to appeal to the buyer's emotions?

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. -By creating a spreadsheet that will allow the buyer to enter current fuel costs and see recalculations of fuel costs that would occur from using Kaygo tires,the sales representative is creating:

Some of the most effective sales presentations combine telling,showing,and involvement of the prospect.