Question 1

Letters from satisfied customers are ineffective sales tools.

Accepted Answer

A) True 
 B)False

Question 2

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.
-If the head of purchasing does not respond to Kevin Salazar's sales presentation by placing an order,Kevin should most likely:

Accepted Answer

A) remove the buyer from the CRM system 
B) send the purchasing agent a letter outlining the weaknesses of the competition 
C) make contact with the purchasing agent again in six months 
D) call the purchasing agent to ask for the order in two weeks 
E) send the purchasing agent a bound paper presentation for further review 
A) remove the buyer from the CRM system 
B) send the purchasing agent a letter outlining the weaknesses of the competition 
C) make contact with the purchasing agent again in six months 
D) call the purchasing agent to ask for the order in two weeks 
E) send the purchasing agent a bound paper presentation for further review

Question 3

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

Accepted Answer

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

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

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 7

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 8

In some cases,it is not practical to demonstrate the product itself.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

The answer of A(n)________ is a portable case or loose-leaf...

Question 10

Which of the following statements regarding audiovisual presentations is true?

Accepted Answer

A) Focus your presentation on the features that have the greatest "wow factor." 
B) At the conclusion of the presentation,persuade the prospect to buy. 
C) Show the entire presentation and then answer questions. 
D) Be sure the prospect knows the purpose of the presentation. 
E) Avoid previewing the material which ruins the surprise factor. 
A) Focus your presentation on the features that have the greatest "wow factor." 
B) At the conclusion of the presentation,persuade the prospect to buy. 
C) Show the entire presentation and then answer questions. 
D) Be sure the prospect knows the purpose of the presentation. 
E) Avoid previewing the material which ruins the surprise factor.

Question 11

The primary goal of a ________ 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

The best selling tool is most often:

Accepted Answer

A) the product 
B) a photograph or illustration 
C) testimonials of satisfied customers 
D) videocassette recordings 
E) a referral 
A) the product 
B) a photograph or illustration 
C) testimonials of satisfied customers 
D) videocassette recordings 
E) a referral

Question 13

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 14

Which of the following statements concerning laptop computers is true?

Accepted Answer

A) Laptop computers cannot access crucial systems remotely. 
B) Laptops require salespeople to use strict scripts instead of customized demos. 
C) Most salespeople use laptops during sales presentations. 
D) Smartphones have replaced the use of laptops in sales presentations. 
E) Presentation tools such as PowerPoint presentations rarely run well on laptops. 
A) Laptop computers cannot access crucial systems remotely. 
B) Laptops require salespeople to use strict scripts instead of customized demos. 
C) Most salespeople use laptops during sales presentations. 
D) Smartphones have replaced the use of laptops in sales presentations. 
E) Presentation tools such as PowerPoint presentations rarely run well on laptops.

Question 15

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

Accepted Answer

A) assume the customer will understand them 
B) move past them quickly 
C) interpret them for the customer 
D) assume the customer will read them after the presentation 
E) bring only one or two hard copies,even when presenting for a group 
A) assume the customer will understand them 
B) move past them quickly 
C) interpret them for the customer 
D) assume the customer will read them after the presentation 
E) bring only one or two hard copies,even when presenting for a group

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is a characteristic of technical communication?

Accepted Answer

A) influence-driven 
B) benefit emphasis 
C) emotional 
D) subjective 
E) objective 
A) influence-driven 
B) benefit emphasis 
C) emotional 
D) subjective 
E) objective

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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?

Accepted Answer

A) Use showmanship to build product interest. 
B) Use a portfolio to organize the key sales goals. 
C) Offer one idea at a time with an appropriate amount of detail. 
D) Be sure the sales demonstration gives the prospect a temporary feeling of ownership. 
E) Use the customer's own computer and equipment to demonstrate the product's features. 
A) Use showmanship to build product interest. 
B) Use a portfolio to organize the key sales goals. 
C) Offer one idea at a time with an appropriate amount of detail. 
D) Be sure the sales demonstration gives the prospect a temporary feeling of ownership. 
E) Use the customer's own computer and equipment to demonstrate the product's features.

Letters from satisfied customers are ineffective sales tools.

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

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

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

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

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?

In some cases,it is not practical to demonstrate the product itself.

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

Which of the following statements regarding audiovisual presentations is true?

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

The best selling tool is most often:

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

Which of the following statements concerning laptop computers is true?

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

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

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

Which of the following is a characteristic of technical communication?

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

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?

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

Exam 12: Creating Value With the Consultative Presentation

Letters from satisfied customers are ineffective sales tools.

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

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

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

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

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?

In some cases,it is not practical to demonstrate the product itself.

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

Which of the following statements regarding audiovisual presentations is true?

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

The best selling tool is most often:

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

Which of the following statements concerning laptop computers is true?

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

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

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

Which of the following is a characteristic of technical communication?

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

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?

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