Question 1

A portfolio would be an appropriate tool for a salesperson selling:

Accepted Answer

A) a yacht. 
B) a home entertainment system. 
C) an interior design service. 
D) a home. 
E) cars. 
A) a yacht. 
B) a home entertainment system. 
C) an interior design service. 
D) a home. 
E) cars.

Question 2

Sight is the most powerful attention-attracting sense out of the five senses in a sighted individual.

Accepted Answer

A) True 
 B)False

Question 3

In conducting a sales presentation,it is a good idea to appeal to all appropriate senses.

Accepted Answer

A) True 
 B)False

Question 4

FBR technique stands for:

Accepted Answer

A) Function,Behavior,Reaction. 
B) Features,Behaviors and Relationships 
C) Friendship,Benefit and Relationship. 
D) Features,Benefits and Reaction. 
E) Feelings,Behaviors and Reactions. 
A) Function,Behavior,Reaction. 
B) Features,Behaviors and Relationships 
C) Friendship,Benefit and Relationship. 
D) Features,Benefits and Reaction. 
E) Feelings,Behaviors and Reactions.

Question 5

Persuasive presentations involve a subtle shift from the intellectual to the emotional aspect of buying.

Accepted Answer

A) True 
 B)False

Question 6

Sabrina is selling a printer to a small family run business.They want to know the difference between a basic printer and a $10 laser printer.Sabrina presented a printed sample from each printer.She did so to:

Accepted Answer

A) improve communication. 
B) promote feelings of ownership. 
C) test out the printers. 
D) improve retention. 
E) prove buyer benefits. 
A) improve communication. 
B) promote feelings of ownership. 
C) test out the printers. 
D) improve retention. 
E) prove buyer benefits.

Question 7

Location is an important factor in planning an effective demonstration.

Accepted Answer

A) True 
 B)False

Question 8

Emma relies heavily on ________ which illustrate a change of some variable in her sales presentation.

Accepted Answer

A) graphs 
B) pictures 
C) reprints 
D) catalogues 
E) models 
A) graphs 
B) pictures 
C) reprints 
D) catalogues 
E) models

Question 9

Cost-benefit analysis is a method that can be used to quantify the solution for a customer.

Accepted Answer

A) True 
 B)False

Question 10

Customer testimonials represent a common element of bound paper presentations.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is an accurate statement regarding the sales presentation?

Accepted Answer

A) The location of the sales demonstration is not likely to make a difference. 
B) Appealing to the prospect's senses makes the sales demonstration more powerful. 
C) Each product feature is of equal importance to the customer. 
D) It is best to communicate all you know about the product to the customer. 
E) Since the customer is motivated to buy,be sure to close at the end. 
A) The location of the sales demonstration is not likely to make a difference. 
B) Appealing to the prospect's senses makes the sales demonstration more powerful. 
C) Each product feature is of equal importance to the customer. 
D) It is best to communicate all you know about the product to the customer. 
E) Since the customer is motivated to buy,be sure to close at the end.

Question 12

Kamal has indicated he wants a car which will enable him to transport his skis without the use of a ski rack.The salesperson should therefore emphasize the following during the demonstration:

Accepted Answer

A) outdoor temperature sensors 
B) affordability of the car 
C) superior tires for wet and icy driving conditions 
D) convenient place to mount a ski rack 
E) foldable rear seats to make room for long objects 
A) outdoor temperature sensors 
B) affordability of the car 
C) superior tires for wet and icy driving conditions 
D) convenient place to mount a ski rack 
E) foldable rear seats to make room for long objects

Question 13

Jacob's main responsibility is to call on established accounts to maintain an ongoing awareness of his company's product lines.He therefore normally does:

Accepted Answer

A) relationship selling. 
B) informative presentations. 
C) reminder presentations. 
D) persuasive presentations. 
E) team selling. 
A) relationship selling. 
B) informative presentations. 
C) reminder presentations. 
D) persuasive presentations. 
E) team selling.

Question 14

The purpose of offering a product trial is to:

Accepted Answer

A) execute a trial close as soon as possible. 
B) create an impulse buy. 
C) get the customer's attention. 
D) create customer's desire for the product. 
E) generate customer's interest. 
A) execute a trial close as soon as possible. 
B) create an impulse buy. 
C) get the customer's attention. 
D) create customer's desire for the product. 
E) generate customer's interest.

Question 15

In a persuasive presentation the dialogue shifts to a:

Accepted Answer

A) subjective level. 
B) intellectual level. 
C) rational level. 
D) objective level. 
E) emotional level. 
A) subjective level. 
B) intellectual level. 
C) rational level. 
D) objective level. 
E) emotional level.

Question 16

Words often provide only a small part of the meaning attached to messages that flow between the salesperson and the prospect.

Accepted Answer

A) True 
 B)False

Question 17

In a non-manipulative selling approach each presentation is:

Accepted Answer

A) custom tailored 
B) negotiation oriented. 
C) transactional. 
D) price oriented. 
E) standardized. 
A) custom tailored 
B) negotiation oriented. 
C) transactional. 
D) price oriented. 
E) standardized.

Question 18

Valerie is learning how to conduct sales presentations.She consults with her coworkers,Harvey and Sabrina,and finds out one of the most important aspects is to:

Accepted Answer

A) custom tailor presentations to customers. 
B) keep the presentation as short as possible 
C) dress in a business suit. 
D) answer proposed questions immediately. 
E) supply refreshments. 
A) custom tailor presentations to customers. 
B) keep the presentation as short as possible 
C) dress in a business suit. 
D) answer proposed questions immediately. 
E) supply refreshments.

Question 19

If a salesperson were attempting to involve the customer in a presentation for a diamond ring,s/he might:

Accepted Answer

A) explain the store's installment plan of payment for the item. 
B) encourage the customer to try it on. 
C) lay the ring on black velvet to enhance its brilliance. 
D) ask if there are any more questions. 
E) inform the customer of the gem's clarity. 
A) explain the store's installment plan of payment for the item. 
B) encourage the customer to try it on. 
C) lay the ring on black velvet to enhance its brilliance. 
D) ask if there are any more questions. 
E) inform the customer of the gem's clarity.

Question 20

Paul Talz is a sales representative employed by Felicia 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 he conducts the demonstration?

Accepted Answer

A) Offer one idea at a time,and be sure the customer understands each point before moving on. 
B) Use a portfolio to organize the key sales goals. 
C) Be sure the sales demonstration gives the prospect a temporary feeling of ownership. 
D) Compare his product features to competitors' product features. 
E) Use showmanship to build interest in the new reservation system. 
A) Offer one idea at a time,and be sure the customer understands each point before moving on. 
B) Use a portfolio to organize the key sales goals. 
C) Be sure the sales demonstration gives the prospect a temporary feeling of ownership. 
D) Compare his product features to competitors' product features. 
E) Use showmanship to build interest in the new reservation system.

A portfolio would be an appropriate tool for a salesperson selling:

Sight is the most powerful attention-attracting sense out of the five senses in a sighted individual.

In conducting a sales presentation,it is a good idea to appeal to all appropriate senses.

FBR technique stands for:

Persuasive presentations involve a subtle shift from the intellectual to the emotional aspect of buying.

Sabrina is selling a printer to a small family run business.They want to know the difference between a basic printer and a $10 laser printer.Sabrina presented a printed sample from each printer.She did so to:

Location is an important factor in planning an effective demonstration.

Emma relies heavily on ________ which illustrate a change of some variable in her sales presentation.

Cost-benefit analysis is a method that can be used to quantify the solution for a customer.

Customer testimonials represent a common element of bound paper presentations.

Which of the following is an accurate statement regarding the sales presentation?

Kamal has indicated he wants a car which will enable him to transport his skis without the use of a ski rack.The salesperson should therefore emphasize the following during the demonstration:

Jacob's main responsibility is to call on established accounts to maintain an ongoing awareness of his company's product lines.He therefore normally does:

The purpose of offering a product trial is to:

In a persuasive presentation the dialogue shifts to a:

Words often provide only a small part of the meaning attached to messages that flow between the salesperson and the prospect.

In a non-manipulative selling approach each presentation is:

Valerie is learning how to conduct sales presentations.She consults with her coworkers,Harvey and Sabrina,and finds out one of the most important aspects is to:

If a salesperson were attempting to involve the customer in a presentation for a diamond ring,s/he might:

Paul Talz is a sales representative employed by Felicia 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 he conducts the demonstration?

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 portfolio would be an appropriate tool for a salesperson selling:

Sight is the most powerful attention-attracting sense out of the five senses in a sighted individual.

In conducting a sales presentation,it is a good idea to appeal to all appropriate senses.

FBR technique stands for:

Persuasive presentations involve a subtle shift from the intellectual to the emotional aspect of buying.

Sabrina is selling a printer to a small family run business.They want to know the difference between a basic printer and a $10 laser printer.Sabrina presented a printed sample from each printer.She did so to:

Location is an important factor in planning an effective demonstration.

Emma relies heavily on ________ which illustrate a change of some variable in her sales presentation.

Cost-benefit analysis is a method that can be used to quantify the solution for a customer.

Customer testimonials represent a common element of bound paper presentations.

Which of the following is an accurate statement regarding the sales presentation?

Kamal has indicated he wants a car which will enable him to transport his skis without the use of a ski rack.The salesperson should therefore emphasize the following during the demonstration:

Jacob's main responsibility is to call on established accounts to maintain an ongoing awareness of his company's product lines.He therefore normally does:

The purpose of offering a product trial is to:

In a persuasive presentation the dialogue shifts to a:

Words often provide only a small part of the meaning attached to messages that flow between the salesperson and the prospect.

In a non-manipulative selling approach each presentation is:

Valerie is learning how to conduct sales presentations.She consults with her coworkers,Harvey and Sabrina,and finds out one of the most important aspects is to:

If a salesperson were attempting to involve the customer in a presentation for a diamond ring,s/he might:

Paul Talz is a sales representative employed by Felicia 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 he conducts the demonstration?

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