Question 1

What is the purpose of a demonstration worksheet?

Accepted Answer

The worksheet is a tool to strategically

Question 2

All of the following statements regarding audiovisual presentations are true except:

Accepted Answer

A) show the entire presentation,then answer questions. 
B) they make the presentation more interesting. 
C) at the conclusion of the presentation,review key points. 
D) room conditions should complement the presentation. 
E) be sure the prospect knows the purpose of the presentation. 
A) show the entire presentation,then answer questions. 
B) they make the presentation more interesting. 
C) at the conclusion of the presentation,review key points. 
D) room conditions should complement the presentation. 
E) be sure the prospect knows the purpose of the presentation.

Question 3

An informative presentation is one type of need-satisfaction presentation.

Accepted Answer

A) True 
 B)False

Question 4

The assumption made in a reminder type presentation is:

Accepted Answer

A) the customer has already been involved in an informative and persuasive presentation. 
B) the customer has several dominant buying motives. 
C) the customer is not the main decision maker in the purchase. 
D) the salesperson is not knowledgeable. 
E) the customer is a transactional buyer. 
A) the customer has already been involved in an informative and persuasive presentation. 
B) the customer has several dominant buying motives. 
C) the customer is not the main decision maker in the purchase. 
D) the salesperson is not knowledgeable. 
E) the customer is a transactional buyer.

Question 5

It is impossible to demonstrate a service.

Accepted Answer

A) True 
 B)False

Question 6

When selling a yacht,what would be the most appropriate tool for demonstration?

Accepted Answer

A) Web based demonstrations 
B) Photos and brochures 
C) Catalogues 
D) Reprints 
E) Models 
A) Web based demonstrations 
B) Photos and brochures 
C) Catalogues 
D) Reprints 
E) Models

Question 7

A luxury cruise sales rep can use ________ most effectively to illustrate the ship's physical layout.

Accepted Answer

A) models 
B) the product itself 
C) photos 
D) illustrations 
E) testimonials 
A) models 
B) the product itself 
C) photos 
D) illustrations 
E) testimonials

Question 8

The missionary salespeople normally do ________ presentations.

Accepted Answer

A) team oriented 
B) multi-call sales 
C) reminder 
D) informative 
E) persuasive 
A) team oriented 
B) multi-call sales 
C) reminder 
D) informative 
E) persuasive

Question 9

List some methods used to make presentations more persuasive.

Accepted Answer

a.Place special emphasis on the relation

Question 10

Christa-Lee McWatters of Sumac Ridge Estate Winery recognizes that the presentation of a quality wine should reach the prospect through the following senses:

Accepted Answer

A) touch,sight,and feel. 
B) hearing,feel,and smell. 
C) taste,feel and hearing. 
D) hearing,feel and spirit. 
E) taste,smell,and sight. 
A) touch,sight,and feel. 
B) hearing,feel,and smell. 
C) taste,feel and hearing. 
D) hearing,feel and spirit. 
E) taste,smell,and sight.

Question 11

The purpose of allowing customer's to enjoy a product on a trial basis is to create desire for the product.

Accepted Answer

A) True 
 B)False

Question 12

Sight is considered as the most powerful attention-attracting sense out of the five senses and is therefore the most important motivating force in every selling situation.

Accepted Answer

A) True 
 B)False

Question 13

An effective strategy to demonstrate value to a customer is by means of:

Accepted Answer

A) cost-benefit analysis. 
B) return-on-investment analysis (ROI). 
C) opportunity cost analysis. 
D) net-present value analysis. 
E) all of the above 
A) cost-benefit analysis. 
B) return-on-investment analysis (ROI). 
C) opportunity cost analysis. 
D) net-present value analysis. 
E) all of the above

Question 14

A reason for using FBR approach in sales presentations is to:

Accepted Answer

A) target emotional links. 
B) summarize the main points. 
C) have a two-way communication. 
D) close the sale. 
E) be more professional. 
A) target emotional links. 
B) summarize the main points. 
C) have a two-way communication. 
D) close the sale. 
E) be more professional.

Question 15

The components of the demonstration analysis form are the features to be demonstrated,what you will say,and:

Accepted Answer

A) when you will ask for the order. 
B) what the customer is likely to say. 
C) when you will show and tell. 
D) when you will involve the prospect. 
E) what you will do. 
A) when you will ask for the order. 
B) what the customer is likely to say. 
C) when you will show and tell. 
D) when you will involve the prospect. 
E) what you will do.

Question 16

The goal of a demonstration is to attract customer's attention,stimulate interest and create desire for the product.

Accepted Answer

A) True 
 B)False

Question 17

Of the principles listed below,the best principle to follow to make your presentation effective is to:

Accepted Answer

A) be technical; show the prospect your knowledge of the product. 
B) only use information-gathering questions. 
C) emphasize your products features. 
D) keep it simple and straightforward. 
E) be glitzy; customers love the sizzle rather than the steak. 
A) be technical; show the prospect your knowledge of the product. 
B) only use information-gathering questions. 
C) emphasize your products features. 
D) keep it simple and straightforward. 
E) be glitzy; customers love the sizzle rather than the steak.

Question 18

Research indicates that appeals made at the beginning or end of a presentation are more effective than those given in the middle.

Accepted Answer

A) True 
 B)False

Question 19

Hilda is trying to convey to her clients the richness of the new colour and texture of the drapery she is selling. Verbally,it is difficult to explain to the customer,so she brings in samples. Hilda is attempting to appeal to the ____________sense.

Accepted Answer

A) taste 
B) touch 
C) hearing 
D) smell 
E) sight 
A) taste 
B) touch 
C) hearing 
D) smell 
E) sight

Question 20

What would be the best way to provide proof that a $ 1000 laser printer is better than a $ 200 basic printer?

Accepted Answer

A) Show the customer testimonials of happy customers. 
B) Quantify the solution for the customers. 
C) Compare the parts of the $ 1000 laser printer with the $ 200 basic printer. 
D) Compare the features of a $ 1000 laser printer to a $ 200 basic printer. 
E) Show the customer material that has been printed on both printers. 
A) Show the customer testimonials of happy customers. 
B) Quantify the solution for the customers. 
C) Compare the parts of the $ 1000 laser printer with the $ 200 basic printer. 
D) Compare the features of a $ 1000 laser printer to a $ 200 basic printer. 
E) Show the customer material that has been printed on both printers.

What is the purpose of a demonstration worksheet?

All of the following statements regarding audiovisual presentations are true except:

An informative presentation is one type of need-satisfaction presentation.

The assumption made in a reminder type presentation is:

It is impossible to demonstrate a service.

When selling a yacht,what would be the most appropriate tool for demonstration?

A luxury cruise sales rep can use ________ most effectively to illustrate the ship's physical layout.

The missionary salespeople normally do ________ presentations.

List some methods used to make presentations more persuasive.

Christa-Lee McWatters of Sumac Ridge Estate Winery recognizes that the presentation of a quality wine should reach the prospect through the following senses:

The purpose of allowing customer's to enjoy a product on a trial basis is to create desire for the product.

Sight is considered as the most powerful attention-attracting sense out of the five senses and is therefore the most important motivating force in every selling situation.

An effective strategy to demonstrate value to a customer is by means of:

A reason for using FBR approach in sales presentations is to:

The components of the demonstration analysis form are the features to be demonstrated,what you will say,and:

The goal of a demonstration is to attract customer's attention,stimulate interest and create desire for the product.

Of the principles listed below,the best principle to follow to make your presentation effective is to:

Research indicates that appeals made at the beginning or end of a presentation are more effective than those given in the middle.

Hilda is trying to convey to her clients the richness of the new colour and texture of the drapery she is selling. Verbally,it is difficult to explain to the customer,so she brings in samples. Hilda is attempting to appeal to the ____________sense.

What would be the best way to provide proof that a $ 1000 laser printer is better than a $ 200 basic printer?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

What is the purpose of a demonstration worksheet?

All of the following statements regarding audiovisual presentations are true except:

An informative presentation is one type of need-satisfaction presentation.

The assumption made in a reminder type presentation is:

It is impossible to demonstrate a service.

When selling a yacht,what would be the most appropriate tool for demonstration?

A luxury cruise sales rep can use ________ most effectively to illustrate the ship's physical layout.

The missionary salespeople normally do ________ presentations.

List some methods used to make presentations more persuasive.

Christa-Lee McWatters of Sumac Ridge Estate Winery recognizes that the presentation of a quality wine should reach the prospect through the following senses:

The purpose of allowing customer's to enjoy a product on a trial basis is to create desire for the product.

Sight is considered as the most powerful attention-attracting sense out of the five senses and is therefore the most important motivating force in every selling situation.

An effective strategy to demonstrate value to a customer is by means of:

A reason for using FBR approach in sales presentations is to:

The components of the demonstration analysis form are the features to be demonstrated,what you will say,and:

The goal of a demonstration is to attract customer's attention,stimulate interest and create desire for the product.

Of the principles listed below,the best principle to follow to make your presentation effective is to:

Research indicates that appeals made at the beginning or end of a presentation are more effective than those given in the middle.

Hilda is trying to convey to her clients the richness of the new colour and texture of the drapery she is selling. Verbally,it is difficult to explain to the customer,so she brings in samples. Hilda is attempting to appeal to the ____________sense.

What would be the best way to provide proof that a $ 1000 laser printer is better than a $ 200 basic printer?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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