Exam 12: Creating Value With the Consultative Demonstration

With today's fierce competition for similar products,you can enhance your sales potential with proof of ________ ________.

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

Which of the following is a guideline for presenting in front of a group?

Since graphs are usually quite descriptive,no interpretation is necessary for the prospect to understand the material.

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. -If the head of purchasing does not respond to Kevin Salazar's sales presentation by placing an order,Kevin should:

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." -Since the majority of Angie's prospects are strangers who walk up to her counter out of the blue,what is the most important preparation Angie should do for the presentation?

Paolo Rodrigues is a sales rep employed by Montano 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?

During the benefit approach,to match up solutions,and build support for the solution,the salesperson uses:

Some of the most effective sales demonstrations combine telling,showing,and involvement of the prospect.

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." -Of the following,a prospect will be most likely to buy products from Angie if:

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. -Which Need-Satisfaction Strategy should the sales representative use?

Which of the following is true of doing business in Italy?

An effective sales demonstration is the result of both:

Mario Cortez is preparing a sales demonstration that will be presented to a buying team made up of health care personnel.It is very important that he:

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." -The proof device Angie is most likely to use is:

An effective sales demonstration may give the prospect a temporary feeling of ownership.

A survey conducted by Selling Power magazine found that 87 percent of salespeople use ________ ________ to deliver their sales presentations.

Overstructured sales demonstrations may cause a customer to feel like a number.

Which of the following statements regarding audiovisual presentations is true?

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. -By creating a spreadsheet that will allow the buyer to enter current fuel costs and see recalculations of fuel costs that would occur from using Kaygo tires,the sales representative is creating: