Exam 12: Creating Value With the Consultative Presentation

_________ can give the prospect a clear picture of how a piece of equipment operates when it is not practical to demonstrate the product itself.

Salespeople are in a strong position to close a sale if they put emphasis on

The FBR approach is used by salespeople to maintain a two-way communication with the customer.

_________presentations emphasize factual information that is often taken from technical reports and company-prepared sales literature.

Ike has spent weeks preparing for a big sales presentation to South Park Estates.The presentation relies heavily on overheads Ike had prepared.When Ike begins his presentation,he discovers the overhead projector is broken.Ike should have:

The advantage(s)of using reprints as a sales tool is/are:

Michelle is planning a big sales presentation to Eagle Greetings.What is a good selling tool for effective demonstrations?

_________ is an interesting and attractive way to communicate an idea to others.

Jason is a photocopier sales rep.He likes to compare the speed of the copier to a "Concord aircraft".Jason's goal is to make the presentation more:

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

A sales presentation which is too structured and not customized to an individual's buying situation is called:

Kenny works for a firm selling modern log homes and frequently conducts an open house at the site of a newly completed home.Kenny does this in order to:

It takes more skills to do an informative presentation than a persuasive presentation.

Why is communication via the spoken word alone so difficult?

List four strategies that should be followed when making a presentation to a group.

In the field of personal selling,persuasion:

"Seeing is believing" is an important goal of demonstrating a product.

Relationships are enhanced by the salesperson's ability to communicate with_____________.

A demonstration is an opportunity to depersonalize the buying-selling process and make it less threatening to the buyer.

A possible way to quantify the solution would be to: