Question 1

When giving a persuasive sales presentation,the salesperson should put the strongest appeal:

Accepted Answer

A) either at the beginning or the end of the presentation 
B) at the midpoint of the presentation 
C) in the slides for the presentation,but not presented verbally 
D) in the follow-up e-mail after the presentation 
E) during the qualifying phase,even before need identification 
A) either at the beginning or the end of the presentation 
B) at the midpoint of the presentation 
C) in the slides for the presentation,but not presented verbally 
D) in the follow-up e-mail after the presentation 
E) during the qualifying phase,even before need identification

Question 2

Rehearsal of a sales presentation is not important if the presentation is well planned.

Accepted Answer

A) True 
 B)False

Question 3

It is almost impossible for clients to understand some products without a well-planned presentation.

Accepted Answer

A) True 
 B)False

Question 4

When a prospect simply cannot imagine how a product can be used,a salesperson's best strategy is to:

Accepted Answer

A) use a product demonstration 
B) convert features to benefits 
C) cover one idea at a time 
D) appeal to more than one sense 
E) use more technical terms 
A) use a product demonstration 
B) convert features to benefits 
C) cover one idea at a time 
D) appeal to more than one sense 
E) use more technical terms

Question 5

Because there are multiple presenters,a group presentation should focus on:

Accepted Answer

A) making use of each presenter's deep technical knowledge 
B) delivering a simple message so as not to overwhelm the prospects. 
C) answering prospects' questions in the presentation before the prospects are forced to ask them 
D) eliminating presentation technology,which can make a presentation feel cold 
E) accessing the product in real time,especially if it is a technological product,to do a live demonstration 
A) making use of each presenter's deep technical knowledge 
B) delivering a simple message so as not to overwhelm the prospects. 
C) answering prospects' questions in the presentation before the prospects are forced to ask them 
D) eliminating presentation technology,which can make a presentation feel cold 
E) accessing the product in real time,especially if it is a technological product,to do a live demonstration

Question 6

Which type of sales presentation would most likely occur after a sale to ensure that current customers are aware of a firm's services and additional product offerings?

Accepted Answer

A) persuasive 
B) reminder 
C) informative 
D) interactive 
E) canned 
A) persuasive 
B) reminder 
C) informative 
D) interactive 
E) canned

Question 7

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.
-As part of the preparation for the presentation,Tyler should most likely:

Accepted Answer

A) research the trucking company's operations and needs 
B) memorize the standardized presentation script 
C) install web conferencing software on the buyer's computer 
D) come up with a persuasive argument for the buyer 
E) include as many audio visual aids as possible in the presentation 
A) research the trucking company's operations and needs 
B) memorize the standardized presentation script 
C) install web conferencing software on the buyer's computer 
D) come up with a persuasive argument for the buyer 
E) include as many audio visual aids as possible in the presentation

Question 8

An effective sales presentation involves showing the prospect how the product fills specific needs.

Accepted Answer

A) True 
 B)False

Question 9

A need-satisfaction question can help move the sale forward.

Accepted Answer

A) True 
 B)False

Question 10

A working model can be a satisfactory substitute for demonstrating the product itself.

Accepted Answer

A) True 
 B)False

Question 11

The primary goal of a(n)________ presentation strategy is to influence the prospect's beliefs,attitudes,or behavior and to encourage buyer action.

Accepted Answer

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

Question 12

One danger of relying too heavily on a technical presentation is:

Accepted Answer

A) bringing along heavy equipment 
B) missing the opportunity to create a relationship with the customer 
C) impressing the customer with your technical savvy 
D) failing to convey product knowledge 
E) using unnecessarily expensive devices 
A) bringing along heavy equipment 
B) missing the opportunity to create a relationship with the customer 
C) impressing the customer with your technical savvy 
D) failing to convey product knowledge 
E) using unnecessarily expensive devices

Question 13

Test results are most effective as a demonstration tool when they:

Accepted Answer

A) are part of a bound paper presentation 
B) come from a respected independent agency 
C) have been presented to the prospect in a spreadsheet or chart 
D) demonstrate that the product is superior to the competition 
E) have been sponsored by the vendor 
A) are part of a bound paper presentation 
B) come from a respected independent agency 
C) have been presented to the prospect in a spreadsheet or chart 
D) demonstrate that the product is superior to the competition 
E) have been sponsored by the vendor

Question 14

The first rule of group presentations is to assign a leader of the group.

Accepted Answer

A) True 
 B)False

Question 15

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."

-The proof device Angie is most likely to use is:

Accepted Answer

A) FDA safety ratings for the ingredients used in the products 
B) the makeover itself 
C) testimonials by the other CosMetRx sales representatives at the counter 
D) survey results of satisfied CosMetRx users 
E) a tour of the manufacturing facilities 
A) FDA safety ratings for the ingredients used in the products 
B) the makeover itself 
C) testimonials by the other CosMetRx sales representatives at the counter 
D) survey results of satisfied CosMetRx users 
E) a tour of the manufacturing facilities

When giving a persuasive sales presentation,the salesperson should put the strongest appeal:

Rehearsal of a sales presentation is not important if the presentation is well planned.

It is almost impossible for clients to understand some products without a well-planned presentation.

When a prospect simply cannot imagine how a product can be used,a salesperson's best strategy is to:

Because there are multiple presenters,a group presentation should focus on:

Which type of sales presentation would most likely occur after a sale to ensure that current customers are aware of a firm's services and additional product offerings?

An effective sales presentation involves showing the prospect how the product fills specific needs.

A need-satisfaction question can help move the sale forward.

A working model can be a satisfactory substitute for demonstrating the product itself.

The primary goal of a(n)________ presentation strategy is to influence the prospect's beliefs,attitudes,or behavior and to encourage buyer action.

One danger of relying too heavily on a technical presentation is:

Test results are most effective as a demonstration tool when they:

The first rule of group presentations is to assign a leader of the group.

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

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Exam 12: Creating Value with the Consultative Presentation

When giving a persuasive sales presentation,the salesperson should put the strongest appeal:

Rehearsal of a sales presentation is not important if the presentation is well planned.

It is almost impossible for clients to understand some products without a well-planned presentation.

When a prospect simply cannot imagine how a product can be used,a salesperson's best strategy is to:

Because there are multiple presenters,a group presentation should focus on:

Which type of sales presentation would most likely occur after a sale to ensure that current customers are aware of a firm's services and additional product offerings?

An effective sales presentation involves showing the prospect how the product fills specific needs.

A need-satisfaction question can help move the sale forward.

A working model can be a satisfactory substitute for demonstrating the product itself.

The primary goal of a(n)________ presentation strategy is to influence the prospect's beliefs,attitudes,or behavior and to encourage buyer action.

One danger of relying too heavily on a technical presentation is:

Test results are most effective as a demonstration tool when they:

The first rule of group presentations is to assign a leader of the group.

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