Exam 12: Creating Value With the Consultative Presentation

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

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?

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

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

Mario Cortez is preparing a sales presentation for a buying team made up of health care personnel.It is most important that he:

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

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:

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

Jeremiah knows that it is possible to prepare a sales demonstration that is so structured and mechanical that the prospect feels like a number.Marketing people refer to this as what effect of the selling-buying process?

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?

A successful sales presentation is:

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

Which method of quantifying a solution involves calculating savings as a percentage of the original investment?

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

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

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

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

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?

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