Exam 9: The Presentation: Elements of Effective Persuasion

A salesperson using the suggestive proposition would use the following statement; "Mary,just imagine how well your sales force will perform with this advanced customer database software?"

If presented in too straightforward a manner,the logical reasoning presentation may be too blunt.

As a computer salesperson,you should know that the prospect will not want a computer unless he or she needs it.

Using the SELL sequence communication technique improves your chances of making the sale.

No matter which of the four sales presentation methods a salesperson uses,her presentation must follow three essential steps.List them.

You have been asked by your regional sales manager to put together a brief presentation to new sales recruits highlighting the key themes associated with the notion of a presentation mix.Which of the following would you include in your presentation as a key presentation mix topics?

You have been asked to explain the term "Consultative Selling" to a group of new representatives.Which of the following is likely to be key to your explanation?

There are some basic rules that all effective PowerPoint based presentation should have.Which of the following is NOT considered a best practice?

"Our e-books are used by all the top universities in Canada." This is an example of a direct counter-suggestion.

Which of the following can be used to induce a prospect's participation in a presentation?

When should cross selling be attempted?

Which of the following statements about using dramatics is suggested by the authors of the textbook in developing ideas for creating dramatic product presentation?

Based on what you have learned in this course,how would you suggest that Katanya make her sales presentations more persuasive?

Which of the following are general rules that should be followed when cross-selling?

Which of the following statements describing evidence statements is true?

When Isaac was looking for advice on selling techniques,he was worried that his prospects were just not believing his factual statements and this was hurting his sales.Nancy didn't know what to say.Which of the following pieces of advice would you give him?

"These Ready Rider shock absorbers cushion and protect your car from the rough spots on the highway.It's like having feather pillows under your car." Which of the following terms is this quote an example of?

You are a salesperson for a manufacturer of MRI scanners.You are making your presentation when your prospect,a hospital administrator,receives a telephone call.What should you do as soon as you determine this is a confidential call?

What term refers to the elements the salesperson assembles to sell to prospects and customers?

The SPIN approach has four interrelated parts; Situation,product,implication,and need-payoff.