Exam 12: Creating Value With the Consultative Presentation

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

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

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

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?

Which of the following statements regarding audiovisual presentations is true?

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?

Which of the following statements concerning laptop computers is true?

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

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

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

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 head of purchasing 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 again two months ago but was unable to make a sale. -The first step Kevin Salazar should take in preparing for the presentation is to:

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

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

When using graphs and charts,the salesperson should 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." -Of the following,a prospect will be most likely to buy products from Angie if:

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

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

Overstructured sales presentations may cause a customer to feel like a number.

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

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