Question 1

One danger of relying too heavily on a technical presentation is:

Accepted Answer

A) bringing along heavy equipment 
B) missing the opportunity to create a relationship with the customer 
C) impressing the customer with your technical savvy 
D) failing to convey product knowledge 
E) using unnecessarily expensive devices 
A) bringing along heavy equipment 
B) missing the opportunity to create a relationship with the customer 
C) impressing the customer with your technical savvy 
D) failing to convey product knowledge 
E) using unnecessarily expensive devices B

Question 2

Rehearsal of a sales demonstration is not important if the demonstration is well planned.

Accepted Answer

A) True 
 B)False  False

Question 3

A salesperson uses which of the following when a customer has made a buying decision,immediately recognizes the solution,or gives closing signals?

Accepted Answer

A) questioning skills 
B) presenting benefits 
C) demonstrating skills 
D) negotiating skills 
E) closing skills 
A) questioning skills 
B) presenting benefits 
C) demonstrating skills 
D) negotiating skills 
E) closing skills E

Question 4

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

Accepted Answer

A) It is best to communicate all you know about the product to the customer. 
B) The location of the sales demonstration is not likely to make a difference. 
C) Each product feature is of equal importance to the customer. 
D) Appealing to the prospect's senses makes the sales demonstration more powerful. 
E) A sales presentation that does not use technology is not likely to be successful. 
A) It is best to communicate all you know about the product to the customer. 
B) The location of the sales demonstration is not likely to make a difference. 
C) Each product feature is of equal importance to the customer. 
D) Appealing to the prospect's senses makes the sales demonstration more powerful. 
E) A sales presentation that does not use technology is not likely to be successful.

Question 5

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 focus on during her presentation?

Accepted Answer

A) the sleek packaging of CosMetRx products 
B) the history of the CosMetRx company 
C) the brightening facial effects of the product on the prospect 
D) the discounts the prospect can receive if she purchases now 
E) the toxin-free ingredients of CosMetRx products 
A) the sleek packaging of CosMetRx products 
B) the history of the CosMetRx company 
C) the brightening facial effects of the product on the prospect 
D) the discounts the prospect can receive if she purchases now 
E) the toxin-free ingredients of CosMetRx products

Question 6

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 Need-Satisfaction Strategy does Angie use?

Accepted Answer

A) reminder 
B) canned 
C) persuasion 
D) adaptive 
E) informative 
A) reminder 
B) canned 
C) persuasion 
D) adaptive 
E) informative

Question 7

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,who has been buying from ScranTone's main competitor for three years,since a month after Kevin's last presentation to the buyer.
-What is one possible pitfall Kevin Salazar should be aware of when giving the presentation?

Accepted Answer

A) He needs to promote the benefits of ScranTone without saying anything negative about the current supplier. 
B) The buyer must have disliked Kevin not to have purchased from him in the past. 
C) He needs to talk down to the buyer to make sure the buyer understands. 
D) A successful presentation could end up with an order bigger than ScranTone can handle. 
E) This account could make or break his quota for the month. 
A) He needs to promote the benefits of ScranTone without saying anything negative about the current supplier. 
B) The buyer must have disliked Kevin not to have purchased from him in the past. 
C) He needs to talk down to the buyer to make sure the buyer understands. 
D) A successful presentation could end up with an order bigger than ScranTone can handle. 
E) This account could make or break his quota for the month.

Question 8

A salesperson uses which of the following to overcome objections?

Accepted Answer

A) questioning skills 
B) presenting benefits 
C) demonstrating skills 
D) negotiating skills 
E) closing skills 
A) questioning skills 
B) presenting benefits 
C) demonstrating skills 
D) negotiating skills 
E) closing skills

Question 9

Which of the following statements concerning laptop computers is true?

Accepted Answer

A) Laptop computers cannot access crucial systems remotely. 
B) Laptops require salespeople to stick to a strict script instead of presenting customized demos. 
C) Many of the things needed during a sales presentation can be stored in a laptop. 
D) Thirty-seven percent of salespeople use laptops to deliver their sales presentations. 
E) Presentation tools such as PowerPoint presentations and web demonstrations do not run well on laptops. 
A) Laptop computers cannot access crucial systems remotely. 
B) Laptops require salespeople to stick to a strict script instead of presenting customized demos. 
C) Many of the things needed during a sales presentation can be stored in a laptop. 
D) Thirty-seven percent of salespeople use laptops to deliver their sales presentations. 
E) Presentation tools such as PowerPoint presentations and web demonstrations do not run well on laptops.

Question 10

PowerPoint presentations are an easy and inexpensive way to give a(n):

Accepted Answer

A) sample of product literature for the customer to keep 
B) interactive demonstration 
C) sample of your product 
D) professional-looking presentation 
E) research summary 
A) sample of product literature for the customer to keep 
B) interactive demonstration 
C) sample of your product 
D) professional-looking presentation 
E) research summary

Question 11

Test results are most effective as a demonstration tool when:

Accepted Answer

A) they are part of a bound paper presentation 
B) they come from a respected independent agency 
C) they have been presented to the prospect in a spreadsheet or chart 
D) they demonstrate that the product is superior to the competition 
E) they have been sponsored by the vendor 
A) they are part of a bound paper presentation 
B) they come from a respected independent agency 
C) they have been presented to the prospect in a spreadsheet or chart 
D) they demonstrate that the product is superior to the competition 
E) they have been sponsored by the vendor

Question 12

List the guidelines that should be followed when planning effective demonstrations.

Accepted Answer

1.Develop creative demonstrations
2.Use

Question 13

Gary Eberle,owner of Eberle Winery,recognizes that the presentation of a quality wine should reach the prospect through the following senses:

Accepted Answer

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

Question 14

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,who has been buying from ScranTone's main competitor for three years,since a month after Kevin's last presentation to the buyer.
-The first step Kevin Salazar should take in preparing for the presentation is to:

Accepted Answer

A) revisit the discount schedule for educational purchasers 
B) review his notes from the previous presentation he made to the buyer 
C) renew his personal commitment to pursuing the sale 
D) research the competition on the internet 
E) revise the standard PowerPoint presentation 
A) revisit the discount schedule for educational purchasers 
B) review his notes from the previous presentation he made to the buyer 
C) renew his personal commitment to pursuing the sale 
D) research the competition on the internet 
E) revise the standard PowerPoint presentation

Question 15

A successful sales presentation is:

Accepted Answer

A) the result of careful script-writing 
B) conducted the same way each time 
C) a model of good two-way communication 
D) more about the salesperson than the customer 
E) one that ends in a close 
A) the result of careful script-writing 
B) conducted the same way each time 
C) a model of good two-way communication 
D) more about the salesperson than the customer 
E) one that ends in a close

Question 16

When using graphs and charts,the salesperson:

Accepted Answer

A) should assume the customer will understand them 
B) should move past them quickly 
C) should interpret them for the customer 
D) should assume the customer will read them after the presentation 
E) should bring only one or two hard copies,even when presenting for a group 
A) should assume the customer will understand them 
B) should move past them quickly 
C) should interpret them for the customer 
D) should assume the customer will read them after the presentation 
E) should bring only one or two hard copies,even when presenting for a group

Question 17

As the quality of audiovisual presentations improves,the salesperson's importance will diminish.

Accepted Answer

A) True 
 B)False

Question 18

Salespeople need to be prepared for a presentation to:

Accepted Answer

A) stick to a standard script 
B) run longer than planned 
C) be a one-way presentation to the buyer 
D) be identical to the other presentations given that day 
E) identify the same problems for each different prospect 
A) stick to a standard script 
B) run longer than planned 
C) be a one-way presentation to the buyer 
D) be identical to the other presentations given that day 
E) identify the same problems for each different prospect

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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.A sales representative for Kaygo is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers.
-As part of the preparation for the presentation,the sales representative should:

Accepted Answer

A) research the trucking company's operations and needs 
B) memorize the standardized presentation script 
C) install web conferencing software on the buyer's computer 
D) come up with a persuasive argument for the buyer 
E) include as much information as possible in the presentation 
A) research the trucking company's operations and needs 
B) memorize the standardized presentation script 
C) install web conferencing software on the buyer's computer 
D) come up with a persuasive argument for the buyer 
E) include as much information as possible in the presentation

One danger of relying too heavily on a technical presentation is:

Rehearsal of a sales demonstration is not important if the demonstration is well planned.

A salesperson uses which of the following when a customer has made a buying decision,immediately recognizes the solution,or gives closing signals?

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

A salesperson uses which of the following to overcome objections?

Which of the following statements concerning laptop computers is true?

PowerPoint presentations are an easy and inexpensive way to give a(n):

Test results are most effective as a demonstration tool when:

List the guidelines that should be followed when planning effective demonstrations.

Gary Eberle,owner of Eberle Winery,recognizes that the presentation of a quality wine should reach the prospect through the following senses:

A successful sales presentation is:

When using graphs and charts,the salesperson:

As the quality of audiovisual presentations improves,the salesperson's importance will diminish.

Salespeople need to be prepared for a presentation to:

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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

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Exam 12: Creating Value With the Consultative Demonstration

One danger of relying too heavily on a technical presentation is:

Rehearsal of a sales demonstration is not important if the demonstration is well planned.

A salesperson uses which of the following when a customer has made a buying decision,immediately recognizes the solution,or gives closing signals?

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

A salesperson uses which of the following to overcome objections?

Which of the following statements concerning laptop computers is true?

PowerPoint presentations are an easy and inexpensive way to give a(n):

Test results are most effective as a demonstration tool when:

List the guidelines that should be followed when planning effective demonstrations.

Gary Eberle,owner of Eberle Winery,recognizes that the presentation of a quality wine should reach the prospect through the following senses:

A successful sales presentation is:

When using graphs and charts,the salesperson:

As the quality of audiovisual presentations improves,the salesperson's importance will diminish.

Salespeople need to be prepared for a presentation to:

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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