Exam 12: Creating Value With the Consultative Demonstration

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. -Of the following,which would be the most effective proof device to demonstrate the benefits of Kaygo tires?

List the primary benefits of the sales demonstration.

The best selling tool is most often:

Jeremiah knows that it is possible to prepare a sales demonstration that is too structured and so mechanical that the prospect feels like a number.Marketing people refer to this as what effect of the selling-buying process?

Prospects are often willing to participate in a presentation held off premises.

To present product features and benefits in an interesting and appealing way requires some amount of ________.

The salesperson should personally inspect all equipment and products before his or her sales presentation to ensure everything is working properly.

Web-based demonstrations can be an effective way to present when it is:

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. -Why would Kevin Salazar bother to meet with the head of purchasing when the same head chose a competitor after the last presentation Kevin made?

Sight is considered the most powerful attention-attracting sense;therefore,it is the most important motivating force in every selling situation.

A ________ is a portable case or loose-leaf binder containing a wide variety of sales-supporting materials.

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

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. -Which Need-Satisfaction Strategy does Kevin use?

During the product approach and to strengthen product claims,the salesperson uses which of the following?

The ability to visualize an object,concept,or action not actually present is referred to as:

When a prospect simply cannot imagine how a product can be used,a salesperson's best strategy is to:

A feeling of ownership in the customer creates:

A salesperson uses which of the following to discover needs,confirm the selection,and resolve complaints?

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. -The sales representative goes into the presentation with the trucking company buyer knowing he is competing against:

Statements,reports,testimonials,customer data,and photographs are all examples of: