Question 1

According to the textbook,what percentage of content do people remember from simply hearing a verbal presentation?

Accepted Answer

A)  about 65 percent 
B)  about 25 percent 
C)  about 50 percent 
D)  about 10 percent 
E)  none of these choice are correct 
A)  about 65 percent 
B)  about 25 percent 
C)  about 50 percent 
D)  about 10 percent 
E)  none of these choice are correct

Question 2

A salesperson is trying to decide which element of the sales presentation mix to emphasize in a particular presentation.She wants to make sure her communication will resonate with the prospect.What term describes the process this salesperson is going through?

Accepted Answer

A)  visual aids process 
B)  vendor analysis process 
C)  the customer benefit plan process 
D)  persuasive communication process 
E)  a communication audit process 
A)  visual aids process 
B)  vendor analysis process 
C)  the customer benefit plan process 
D)  persuasive communication process 
E)  a communication audit process

Question 3

About one third of the way through your presentation,the prospect brings up the competition and asks you about one of their products.What should you do under this scenario?

Accepted Answer

A)  ignore the question and get back to your presentation 
B)  tell the customer you are familiar with that product (if you are) and explain how and why some of your current customers at one point used that competitor's product and now are your customers 
C)  go into a detailed explanation highlighting the features of your competitor's product 
D)  bring up all of negative issues associated with your competitor's product 
E)  try in a humours manner, put down the competitor's product 
A)  ignore the question and get back to your presentation 
B)  tell the customer you are familiar with that product (if you are) and explain how and why some of your current customers at one point used that competitor's product and now are your customers 
C)  go into a detailed explanation highlighting the features of your competitor's product 
D)  bring up all of negative issues associated with your competitor's product 
E)  try in a humours manner, put down the competitor's product

Question 4

Which of the following should NOT be included as an element of a salesperson's presentation mix?

Accepted Answer

A)  Conviction 
B)  Persuasive Communication 
C)  Visual aids 
D)  Dramatization 
E)  Participation 
A)  Conviction 
B)  Persuasive Communication 
C)  Visual aids 
D)  Dramatization 
E)  Participation

Question 5

The most powerful non-verbal selling technique is the smile.

Accepted Answer

A) True 
 B)False

Question 6

An appliance salesperson said the following to a client; "I suggest you buy the self-cleaning Hotpoint oven." What kind of suggestion is this salesperson using?

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 7

Professional salespeople realize that it is generally a mistake to allow the prospect to hold your catalogue,price list,or brochure during a presentation.

Accepted Answer

A) True 
 B)False

Question 8

What is logical reasoning?

Accepted Answer

Logical reasoning involves a p

Question 9

It is NOT best practice to include "trial closes" after showing or demonstrating a major feature of your product during a presentation.

Accepted Answer

A) True 
 B)False

Question 10

When the salesperson asked,"Do you really want your employees to have only minimal accident insurance?" he was mostly likely using what kind of suggestion?

Accepted Answer

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

Question 11

If you sell a product,chances are you will have competitors selling similar products.Which of the following is NOT one of the basic rules addressing the issue of competitors' products?

Accepted Answer

A)  do no refer to the competition unless necessary 
B)  if necessary, address the competition only briefly 
C)  make a detailed comparison of your product and the competition's product 
D)  be professional at all times 
E)  illustrate to your prospect all the weakness and none of the strengths associated with your competitor's product 
A)  do no refer to the competition unless necessary 
B)  if necessary, address the competition only briefly 
C)  make a detailed comparison of your product and the competition's product 
D)  be professional at all times 
E)  illustrate to your prospect all the weakness and none of the strengths associated with your competitor's product

Question 12

List the 7 tips that will help you cross sell.

Accepted Answer

1.Close first and cross sell l

Question 13

Salespeople should develop presentations that appeal a prospect's senses,as prospects often make purchase decision based on emotional needs.

Accepted Answer

A) True 
 B)False

Question 14

In which step should a salesperson ask a prospect to buy a product or service?

Accepted Answer

A)  knowledge 
B)  attitude 
C)  conviction 
D)  belief 
E)  desire 
A)  knowledge 
B)  attitude 
C)  conviction 
D)  belief 
E)  desire

Question 15

Technology can provide excellent methods of presenting information to the buyer in a visually attractive and dramatic manner.

Accepted Answer

A) True 
 B)False

Question 16

The textbook identifies metaphors as part of a salesperson arsenal of communication tools.Which of the following best describes a metaphor?

Accepted Answer

A)  it is synonymous with "direct suggestions" 
B)  compares two different situations 
C)  it is a direct comparison statement using words such as "like" and "as" 
D)  is an implied comparison that triggers a vivid image 
E)  none of these choices are correct 
A)  it is synonymous with "direct suggestions" 
B)  compares two different situations 
C)  it is a direct comparison statement using words such as "like" and "as" 
D)  is an implied comparison that triggers a vivid image 
E)  none of these choices are correct

Question 17

The best visual aid is showing your buyer the actual product.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following best captures the essence of this statement by a salesperson: "The most prestigious automotive companies use this kind of leather in their interiors."

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 19

It may help a salesperson to improve sales if he personalizes his relationship with his customers.

Accepted Answer

A) True 
 B)False

Question 20

Joe the plumber,handed a homeowner a piece of paper that a previous customer had written about his workmanship.What kind of evidence statement is Joe using?

Accepted Answer

A)  independent research results 
B)  guarantee 
C)  testimonial 
D)  FAB 
E)  peace of mind 
A)  independent research results 
B)  guarantee 
C)  testimonial 
D)  FAB 
E)  peace of mind

According to the textbook,what percentage of content do people remember from simply hearing a verbal presentation?

A salesperson is trying to decide which element of the sales presentation mix to emphasize in a particular presentation.She wants to make sure her communication will resonate with the prospect.What term describes the process this salesperson is going through?

About one third of the way through your presentation,the prospect brings up the competition and asks you about one of their products.What should you do under this scenario?

Which of the following should NOT be included as an element of a salesperson's presentation mix?

The most powerful non-verbal selling technique is the smile.

An appliance salesperson said the following to a client; "I suggest you buy the self-cleaning Hotpoint oven." What kind of suggestion is this salesperson using?

Professional salespeople realize that it is generally a mistake to allow the prospect to hold your catalogue,price list,or brochure during a presentation.

What is logical reasoning?

It is NOT best practice to include "trial closes" after showing or demonstrating a major feature of your product during a presentation.

When the salesperson asked,"Do you really want your employees to have only minimal accident insurance?" he was mostly likely using what kind of suggestion?

If you sell a product,chances are you will have competitors selling similar products.Which of the following is NOT one of the basic rules addressing the issue of competitors' products?

List the 7 tips that will help you cross sell.

Salespeople should develop presentations that appeal a prospect's senses,as prospects often make purchase decision based on emotional needs.

In which step should a salesperson ask a prospect to buy a product or service?

Technology can provide excellent methods of presenting information to the buyer in a visually attractive and dramatic manner.

The textbook identifies metaphors as part of a salesperson arsenal of communication tools.Which of the following best describes a metaphor?

The best visual aid is showing your buyer the actual product.

Which of the following best captures the essence of this statement by a salesperson: "The most prestigious automotive companies use this kind of leather in their interiors."

It may help a salesperson to improve sales if he personalizes his relationship with his customers.

Joe the plumber,handed a homeowner a piece of paper that a previous customer had written about his workmanship.What kind of evidence statement is Joe using?

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

According to the textbook,what percentage of content do people remember from simply hearing a verbal presentation?

A salesperson is trying to decide which element of the sales presentation mix to emphasize in a particular presentation.She wants to make sure her communication will resonate with the prospect.What term describes the process this salesperson is going through?

About one third of the way through your presentation,the prospect brings up the competition and asks you about one of their products.What should you do under this scenario?

Which of the following should NOT be included as an element of a salesperson's presentation mix?

The most powerful non-verbal selling technique is the smile.

An appliance salesperson said the following to a client; "I suggest you buy the self-cleaning Hotpoint oven." What kind of suggestion is this salesperson using?

Professional salespeople realize that it is generally a mistake to allow the prospect to hold your catalogue,price list,or brochure during a presentation.

What is logical reasoning?

It is NOT best practice to include "trial closes" after showing or demonstrating a major feature of your product during a presentation.

When the salesperson asked,"Do you really want your employees to have only minimal accident insurance?" he was mostly likely using what kind of suggestion?

If you sell a product,chances are you will have competitors selling similar products.Which of the following is NOT one of the basic rules addressing the issue of competitors' products?

List the 7 tips that will help you cross sell.

Salespeople should develop presentations that appeal a prospect's senses,as prospects often make purchase decision based on emotional needs.

In which step should a salesperson ask a prospect to buy a product or service?

Technology can provide excellent methods of presenting information to the buyer in a visually attractive and dramatic manner.

The textbook identifies metaphors as part of a salesperson arsenal of communication tools.Which of the following best describes a metaphor?

The best visual aid is showing your buyer the actual product.

Which of the following best captures the essence of this statement by a salesperson: "The most prestigious automotive companies use this kind of leather in their interiors."

It may help a salesperson to improve sales if he personalizes his relationship with his customers.

Joe the plumber,handed a homeowner a piece of paper that a previous customer had written about his workmanship.What kind of evidence statement is Joe using?

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