Exam 12: Creating Value With the Consultative Presentation

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

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 out of the blue,what is the most important preparation Angie should do for the presentation?

PowerPoint enables salespeople to provide customers with:

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

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?

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

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. -Why would Kevin Salazar most likely meet with purchasing agent again after being denied a sale?

Which of the following is a characteristic of technical communication?

An effective sales demonstration is the result of both:

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?

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

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:

A successful sales presentation is:

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

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

The best selling tool is most often:

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

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

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

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