Question 1

The prospect must become a customer (make a purchase)before he or she can enter the conviction stage.

Accepted Answer

A) True 
 B)False

Question 2

What should a salesperson NOT do to improve the odds of having a successful demonstration?

Accepted Answer

A)  let the prospect do something simple 
B)  set the stage for an effective approach 
C)  let the prospect work an important feature 
D)  let the prospect do something routine 
E)  ask the prospect questions throughout the demonstration 
A)  let the prospect do something simple 
B)  set the stage for an effective approach 
C)  let the prospect work an important feature 
D)  let the prospect do something routine 
E)  ask the prospect questions throughout the demonstration

Question 3

"Shouldn't you go ahead and order this patio furniture for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colours?" This is an example of what kind of suggestion?

Accepted Answer

A)  suggestive proposition 
B)  prestige suggestion 
C)  direct suggestion 
D)  auto-suggestion 
E)  counter suggestion 
A)  suggestive proposition 
B)  prestige suggestion 
C)  direct suggestion 
D)  auto-suggestion 
E)  counter suggestion

Question 4

"How does our delivery schedule sound to you?" What is this statement an example of?

Accepted Answer

A)  closing technique 
B)  misdirected question 
C)  trial close 
D)  approach tactic 
E)  indirect suggestion 
A)  closing technique 
B)  misdirected question 
C)  trial close 
D)  approach tactic 
E)  indirect suggestion

Question 5

Whether a prospect buys or does not buy represents a choice decision.

Accepted Answer

A) True 
 B)False

Question 6

During her presentation,Jane asked John,"How do you like our 24-hour technical support line?" What techniques is Jane using?

Accepted Answer

A)  needs analysis 
B)  a trial close 
C)  personal question 
D)  need creation 
E)  personalizing the relationship 
A)  needs analysis 
B)  a trial close 
C)  personal question 
D)  need creation 
E)  personalizing the relationship

Question 7

"Can you imagine your sales force using this kind of a CRM system when making client calls?" What type of suggestion does the previous statement best illustrates?

Accepted Answer

A)  suggestive proposition 
B)  prestige suggestion 
C)  direct suggestion 
D)  autosuggestion 
E)  counter suggestion 
A)  suggestive proposition 
B)  prestige suggestion 
C)  direct suggestion 
D)  autosuggestion 
E)  counter suggestion

Question 8

The ultimate goal of a presentation is to sell products or services.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following is NOT an example of an evidence statement?

Accepted Answer

A)  a guarantee 
B)  independent research results 
C)  a demonstration 
D)  the customer's past sales figures 
E)  all of these choices are correct 
A)  a guarantee 
B)  independent research results 
C)  a demonstration 
D)  the customer's past sales figures 
E)  all of these choices are correct

Question 10

"Thank you,Ms.Kwan for the camera order.By the way,were you aware that we offer first time purchasers like yourself a 40% discount on film ordered with the camera?" What technique is being used by the salesperson?

Accepted Answer

A)  auto suggestion 
B)  over aggression 
C)  add-on selling 
D)  effective closing 
E)  direct question 
A)  auto suggestion 
B)  over aggression 
C)  add-on selling 
D)  effective closing 
E)  direct question

Question 11

Which of the following is NOT a suggested guideline when using visual aids,dramatics,and demonstrations?

Accepted Answer

A)  demonstrations should not include prospect participation 
B)  make demonstrations true to life 
C)  customize your presentation to the sales call objectives 
D)  practise your presentation in front of a mirror 
E)  all of these choices are correct 
A)  demonstrations should not include prospect participation 
B)  make demonstrations true to life 
C)  customize your presentation to the sales call objectives 
D)  practise your presentation in front of a mirror 
E)  all of these choices are correct

Question 12

Although they are useful with final consumers,testimonials from satisfied customers mean little to professional buyers,who think such "proof" is usually faked.

Accepted Answer

A) True 
 B)False

Question 13

"This protective coating is as tough as forged steel." What is this quote an example of?

Accepted Answer

A)  visual 
B)  metaphor 
C)  dramatization 
D)  proof statement 
E)  simile 
A)  visual 
B)  metaphor 
C)  dramatization 
D)  proof statement 
E)  simile

Question 14

What are some best practices associated with situations whereby prospects bringing up a product sold by one of your competitors?

Accepted Answer

1)Do not refer to the competition if at

Question 15

Technology can provide several tools that may help engage the prospect in the presentation process.Which of the following statements about the usage of technology is false?

Accepted Answer

A)  ensures the professional feel of the presentation 
B)  sound bites and illustrations help may make your presentation engaging 
C)  often, the usage of technologies can make complex presentation easy to understand 
D)  provides quick reference points for product features and costs 
E)  provides for flexibility in presenting the product or service to different audiences 
A)  ensures the professional feel of the presentation 
B)  sound bites and illustrations help may make your presentation engaging 
C)  often, the usage of technologies can make complex presentation easy to understand 
D)  provides quick reference points for product features and costs 
E)  provides for flexibility in presenting the product or service to different audiences

Question 16

During your presentation,your prospect's secretary runs into the boardroom and hands a phone to your prospect - it is obvious this is an urgent call.In this situation,the salesperson should make it comfortable on the prospect by stopping the presentation and stepping out of the room.

Accepted Answer

A) True 
 B)False

Question 17

Describe the terms simile,metaphor,and analogy and provide an example of each.

Accepted Answer

Simile - is a direct compariso

Question 18

Which of the elements of the presentation mix is incorporated into the visual part of the sales presentation?

Accepted Answer

A)  dramatization 
B)  FAB 
C)  proof statements 
D)  participation 
E)  all of these choices are correct 
A)  dramatization 
B)  FAB 
C)  proof statements 
D)  participation 
E)  all of these choices are correct

Question 19

Which of the following statements about the use of demonstrations in sales presentations is true?

Accepted Answer

A)  Rehearsed demonstrations are boring. 
B)  All presentations should have a demonstration. 
C)  A salesperson should have a demonstration objective. 
D)  Don't worry about the possibility of the demonstration backfiring. 
E)  Effective demonstrations often do not present the product in an ethical and professional manner. 
A)  Rehearsed demonstrations are boring. 
B)  All presentations should have a demonstration. 
C)  A salesperson should have a demonstration objective. 
D)  Don't worry about the possibility of the demonstration backfiring. 
E)  Effective demonstrations often do not present the product in an ethical and professional manner.

Question 20

Define cross-selling and why is it such powerful technique?

Accepted Answer

It increases the value of the sale by se

The prospect must become a customer (make a purchase)before he or she can enter the conviction stage.

What should a salesperson NOT do to improve the odds of having a successful demonstration?

"Shouldn't you go ahead and order this patio furniture for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colours?" This is an example of what kind of suggestion?

"How does our delivery schedule sound to you?" What is this statement an example of?

Whether a prospect buys or does not buy represents a choice decision.

During her presentation,Jane asked John,"How do you like our 24-hour technical support line?" What techniques is Jane using?

"Can you imagine your sales force using this kind of a CRM system when making client calls?" What type of suggestion does the previous statement best illustrates?

The ultimate goal of a presentation is to sell products or services.

Which of the following is NOT an example of an evidence statement?

"Thank you,Ms.Kwan for the camera order.By the way,were you aware that we offer first time purchasers like yourself a 40% discount on film ordered with the camera?" What technique is being used by the salesperson?

Which of the following is NOT a suggested guideline when using visual aids,dramatics,and demonstrations?

Although they are useful with final consumers,testimonials from satisfied customers mean little to professional buyers,who think such "proof" is usually faked.

"This protective coating is as tough as forged steel." What is this quote an example of?

What are some best practices associated with situations whereby prospects bringing up a product sold by one of your competitors?

Technology can provide several tools that may help engage the prospect in the presentation process.Which of the following statements about the usage of technology is false?

During your presentation,your prospect's secretary runs into the boardroom and hands a phone to your prospect - it is obvious this is an urgent call.In this situation,the salesperson should make it comfortable on the prospect by stopping the presentation and stepping out of the room.

Describe the terms simile,metaphor,and analogy and provide an example of each.

Which of the elements of the presentation mix is incorporated into the visual part of the sales presentation?

Which of the following statements about the use of demonstrations in sales presentations is true?

Define cross-selling and why is it such powerful technique?

The Life,times,and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, products, technologies

Prospecting : The Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Approach: Begin Your Presentation Strategically

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time,Territory,and Self-Management

Retail, business, services, and Nonprofit Selling

Filters

Exam 9: The Presentation: Elements of Effective Persuasion

The prospect must become a customer (make a purchase)before he or she can enter the conviction stage.

What should a salesperson NOT do to improve the odds of having a successful demonstration?

"Shouldn't you go ahead and order this patio furniture for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colours?" This is an example of what kind of suggestion?

"How does our delivery schedule sound to you?" What is this statement an example of?

Whether a prospect buys or does not buy represents a choice decision.

During her presentation,Jane asked John,"How do you like our 24-hour technical support line?" What techniques is Jane using?

"Can you imagine your sales force using this kind of a CRM system when making client calls?" What type of suggestion does the previous statement best illustrates?

The ultimate goal of a presentation is to sell products or services.

Which of the following is NOT an example of an evidence statement?

"Thank you,Ms.Kwan for the camera order.By the way,were you aware that we offer first time purchasers like yourself a 40% discount on film ordered with the camera?" What technique is being used by the salesperson?

Which of the following is NOT a suggested guideline when using visual aids,dramatics,and demonstrations?

Although they are useful with final consumers,testimonials from satisfied customers mean little to professional buyers,who think such "proof" is usually faked.

"This protective coating is as tough as forged steel." What is this quote an example of?

What are some best practices associated with situations whereby prospects bringing up a product sold by one of your competitors?

Technology can provide several tools that may help engage the prospect in the presentation process.Which of the following statements about the usage of technology is false?

During your presentation,your prospect's secretary runs into the boardroom and hands a phone to your prospect - it is obvious this is an urgent call.In this situation,the salesperson should make it comfortable on the prospect by stopping the presentation and stepping out of the room.

Describe the terms simile,metaphor,and analogy and provide an example of each.

Which of the elements of the presentation mix is incorporated into the visual part of the sales presentation?

Which of the following statements about the use of demonstrations in sales presentations is true?

Define cross-selling and why is it such powerful technique?

The Life,times,and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, products, technologies

Prospecting : The Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Approach: Begin Your Presentation Strategically

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time,Territory,and Self-Management

Retail, business, services, and Nonprofit Selling

Filters