Exam 12: Creating Value With the Consultative Presentation

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

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

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

The components of a typical presentation worksheet are the features to be demonstrated,proof device to be used,what you will say,and:

Statements,reports,testimonials,customer data,and photographs are all examples of:

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. -By creating a spreadsheet that will allow the buyer to enter current fuel costs and see recalculations of fuel costs that would occur from using Kaygo tires,the sales representative is creating:

PowerPoint enables salespeople to provide customers with:

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:

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. -What is one possible pitfall Kevin Salazar should be aware of when giving the presentation?

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?

A survey conducted by Selling Power magazine found that 87 percent of salespeople use ________ to deliver their sales presentations.

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. -Which need-satisfaction strategy does Kevin most likely use?

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:

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

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

Web-based demonstrations can be an effective way to present when it is:

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?

________ are the connectors between your messages and the internal emotions of the prospect.

List the guidelines that should be followed when planning a presentation that adds value.

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