Question 1

A product demonstration contributes in a positive way to the selling-buying process.Who benefits?

Accepted Answer

A) the salesperson 
B) the competition 
C) the gatekeeper 
D) the suppliers 
E) the product 
A) the salesperson 
B) the competition 
C) the gatekeeper 
D) the suppliers 
E) the product

Question 2

In order for making a successful persuasive presentation,the strategy that is most helpful is the __________.

Accepted Answer

A) product strategy. 
B) presentation strategy. 
C) relationship strategy. 
D) customer strategy. 
E) all of the above 
A) product strategy. 
B) presentation strategy. 
C) relationship strategy. 
D) customer strategy. 
E) all of the above

Question 3

A proof device in the form of a statement or a report is used to enhance the salesperson's credibility during the sales presentation.

Accepted Answer

A) True 
 B)False

Question 4

When the prestigious Journal of the American Medical Association published a very positive article on Dermabond,________ were quickly used to help educate doctors on the product's merits.

Accepted Answer

A) illustrations 
B) samples 
C) graphs 
D) portfolios 
E) reprints 
A) illustrations 
B) samples 
C) graphs 
D) portfolios 
E) reprints

Question 5

Over-structured sales demonstrations may cause a customer to feel like a number.

Accepted Answer

A) True 
 B)False

Question 6

In a reminder presentation,the salesperson's objective is to:

Accepted Answer

A) understand the buyer's problem. 
B) offer a product solution to the buyer. 
C) persuade the prospect to buy the product. 
D) reinforce information the buyer knows about the product features and benefits. 
E) inform the prospect of product features and benefits. 
A) understand the buyer's problem. 
B) offer a product solution to the buyer. 
C) persuade the prospect to buy the product. 
D) reinforce information the buyer knows about the product features and benefits. 
E) inform the prospect of product features and benefits.

Question 7

Salem wants to ensure that Mr.Dodson buys a new car from him.He steers Mr.Dodson towards the new vehicles and strongly encourages him to take a car for a demonstration ride.Salem wants to:

Accepted Answer

A) prove buyer benefits. 
B) involve the customer in the sales presentation. 
C) drive around with Mr.Dodson to check out new vehicles. 
D) improve communication. 
E) improve retention. 
A) prove buyer benefits. 
B) involve the customer in the sales presentation. 
C) drive around with Mr.Dodson to check out new vehicles. 
D) improve communication. 
E) improve retention.

Question 8

A salesperson should consider using an informative presentation when:

Accepted Answer

A) selling low price products. 
B) selling services that are well established. 
C) selling complex products that have to be custom-fitted to unique needs. 
D) selling products to younger customers. 
E) selling products to older customers. 
A) selling low price products. 
B) selling services that are well established. 
C) selling complex products that have to be custom-fitted to unique needs. 
D) selling products to younger customers. 
E) selling products to older customers.

Question 9

Words or phrases that suggest pictorial relationships between objects and ideas are called:

Accepted Answer

A) metaphors. 
B) emotional links. 
C) storyboards. 
D) modifiers. 
E) bridge statements. 
A) metaphors. 
B) emotional links. 
C) storyboards. 
D) modifiers. 
E) bridge statements.

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

All of the following actions are appropriate for creating presentations that create value except:

Accepted Answer

A) Balancing,telling and showing. 
B) Choose the right setting. 
C) Appeal to as many senses as appropriate. 
D) Cover one idea at a time 
E) Do not use proof devices to demonstrate buyer benefits 
A) Balancing,telling and showing. 
B) Choose the right setting. 
C) Appeal to as many senses as appropriate. 
D) Cover one idea at a time 
E) Do not use proof devices to demonstrate buyer benefits

Question 12

A disadvantage of using web sites is that you can only provide general information to the customers.

Accepted Answer

A) True 
 B)False

Question 13

Porsche developed a sales training program that includes anecdotes about the rich history of Porsche race cars and the manufacturing processes used to build the sports cars Porsche sells to the public.It would be appropriate to use this information during:

Accepted Answer

A) the product selection stage. 
B) the need identification stage. 
C) a persuasive presentation. 
D) a reminder presentation. 
E) the closing stage. 
A) the product selection stage. 
B) the need identification stage. 
C) a persuasive presentation. 
D) a reminder presentation. 
E) the closing stage.

Question 14

In a presentation which utilizes state-of-the-art audiovisual technology,the main focus in the sales presentation should be to:

Accepted Answer

A) understand the needs of the customer. 
B) gain a competitive advantage over other salespeople. 
C) explain the product features. 
D) make the demonstration more interactive. 
E) show the latest technology. 
A) understand the needs of the customer. 
B) gain a competitive advantage over other salespeople. 
C) explain the product features. 
D) make the demonstration more interactive. 
E) show the latest technology.

Question 15

People who sell services such as convention centres,insurance and interior design can use a portfolio of sales support material as a demonstration tool.

Accepted Answer

A) True 
 B)False

Question 16

One of the most important ways to prepare and deliver a successful demonstration is by:

Accepted Answer

A) doing it. 
B) memorizing. 
C) asking questions. 
D) acting spontaneously. 
E) rehearsing. 
A) doing it. 
B) memorizing. 
C) asking questions. 
D) acting spontaneously. 
E) rehearsing.

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

"Mr.Jackson,I would like to share with you some written testimonials from people who have stayed at our hotel." This statement is an example of a:

Accepted Answer

A) proof device. 
B) confirmation question. 
C) informative presentation. 
D) bridge statement. 
E) summary confirmation question. 
A) proof device. 
B) confirmation question. 
C) informative presentation. 
D) bridge statement. 
E) summary confirmation question.

Question 19

Making an effective audiovisual presentation involves:

Accepted Answer

A) using audio-visual technology to enhance the sales demonstration,not replace the demonstration. 
B) explaining the purpose of the presentation. 
C) clarifying points and allowing the customer to ask questions. 
D) ensuring the presentation is interactive and encourages buyer participation. 
E) all of the above 
A) using audio-visual technology to enhance the sales demonstration,not replace the demonstration. 
B) explaining the purpose of the presentation. 
C) clarifying points and allowing the customer to ask questions. 
D) ensuring the presentation is interactive and encourages buyer participation. 
E) all of the above

Question 20

In the field of personal selling,persuasion:

Accepted Answer

A) will offend many customers who want to make up their own mind. 
B) is an effective tool used by all salespeople. 
C) is an acceptable strategy once a need has been identified and a suitable product has been selected. 
D) seldom achieves the goal of closing the sale. 
E) does not belong in a consultative style sales presentation. 
A) will offend many customers who want to make up their own mind. 
B) is an effective tool used by all salespeople. 
C) is an acceptable strategy once a need has been identified and a suitable product has been selected. 
D) seldom achieves the goal of closing the sale. 
E) does not belong in a consultative style sales presentation.

A product demonstration contributes in a positive way to the selling-buying process.Who benefits?

In order for making a successful persuasive presentation,the strategy that is most helpful is the __________.

A proof device in the form of a statement or a report is used to enhance the salesperson's credibility during the sales presentation.

When the prestigious Journal of the American Medical Association published a very positive article on Dermabond,________ were quickly used to help educate doctors on the product's merits.

Over-structured sales demonstrations may cause a customer to feel like a number.

In a reminder presentation,the salesperson's objective is to:

Salem wants to ensure that Mr.Dodson buys a new car from him.He steers Mr.Dodson towards the new vehicles and strongly encourages him to take a car for a demonstration ride.Salem wants to:

A salesperson should consider using an informative presentation when:

Words or phrases that suggest pictorial relationships between objects and ideas are called:

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

All of the following actions are appropriate for creating presentations that create value except:

A disadvantage of using web sites is that you can only provide general information to the customers.

Porsche developed a sales training program that includes anecdotes about the rich history of Porsche race cars and the manufacturing processes used to build the sports cars Porsche sells to the public.It would be appropriate to use this information during:

In a presentation which utilizes state-of-the-art audiovisual technology,the main focus in the sales presentation should be to:

People who sell services such as convention centres,insurance and interior design can use a portfolio of sales support material as a demonstration tool.

One of the most important ways to prepare and deliver a successful demonstration is by:

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

"Mr.Jackson,I would like to share with you some written testimonials from people who have stayed at our hotel." This statement is an example of a:

Making an effective audiovisual presentation involves:

In the field of personal selling,persuasion:

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

A product demonstration contributes in a positive way to the selling-buying process.Who benefits?

In order for making a successful persuasive presentation,the strategy that is most helpful is the __________.

A proof device in the form of a statement or a report is used to enhance the salesperson's credibility during the sales presentation.

When the prestigious Journal of the American Medical Association published a very positive article on Dermabond,________ were quickly used to help educate doctors on the product's merits.

Over-structured sales demonstrations may cause a customer to feel like a number.

In a reminder presentation,the salesperson's objective is to:

Salem wants to ensure that Mr.Dodson buys a new car from him.He steers Mr.Dodson towards the new vehicles and strongly encourages him to take a car for a demonstration ride.Salem wants to:

A salesperson should consider using an informative presentation when:

Words or phrases that suggest pictorial relationships between objects and ideas are called:

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

All of the following actions are appropriate for creating presentations that create value except:

A disadvantage of using web sites is that you can only provide general information to the customers.

Porsche developed a sales training program that includes anecdotes about the rich history of Porsche race cars and the manufacturing processes used to build the sports cars Porsche sells to the public.It would be appropriate to use this information during:

In a presentation which utilizes state-of-the-art audiovisual technology,the main focus in the sales presentation should be to:

People who sell services such as convention centres,insurance and interior design can use a portfolio of sales support material as a demonstration tool.

One of the most important ways to prepare and deliver a successful demonstration is by:

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

"Mr.Jackson,I would like to share with you some written testimonials from people who have stayed at our hotel." This statement is an example of a:

Making an effective audiovisual presentation involves:

In the field of personal selling,persuasion:

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