Exam 9: The Presentation: Elements of Effective Persuasion

Roland sells appliances.He builds his sales presentations around a major premise like the savings a walk-in refrigerator will generate for a catering firm,a minor premise like my company's unit will reduce your electrical bill,and a conclusion.What persuasive technique is Roland using in his presentation?

Kathy,a sales representative for a manufacture of flexible aluminum ladders is thinking of using a demonstration to show prospects the value and safety associated with her product line.In preparing her demonstration,what question(s)should she ask herself first?

One of the key questions salespeople should ask themselves before using a demonstration as part of a presentation is to determine a specific demonstration objective.

Deep into his presentation to a potential life insurance customer,the company representative asks the following: "How does everything sound so far?" What is the representative doing by asking this question?

Which of the following is NOT an example of a visual aid?

Guarantees,company results and independent research are examples of so called "simile statements."

Charles is in the market for a new lawnmower.After speaking to an employee at the local hardware store,Charles agrees to buy a top of the line industrial lawnmower.When the transaction was done,the employees looks up at Charles and asks the following question; "Charles,are you aware you could double the warranty period to 4 years by purchasing complementary insurance for as little as $59.00?" What is the employee doing by asking this question?

In order to make the sale,it is NOT necessary to get a prospect to participate in the presentation.

A simile is a direct comparison statement using words such as "like" or "as."

Identify and describe the five purposes of a sales presentation?

John wants to close the deal and tells the prospect the following; "let's sign the contract now as prices are likely to increase in the next few weeks" (assume the statement is true).What technique is John using?

Imagine you are trying to sell baby furniture to a daycare owner.You are in the midst of your presentation when one of your prospect's employee enters the room to talk about a sick child.After a 10-minute conversation,the employee leaves.The daycare owner turns to you and says,"Now what were we discussing?" What should you do?

Which of the following alternatives lists the five purposes of the sales presentation (not necessarily in their correct order)?

In which step of a sales presentation should the salesperson discuss how the product should be re-sold or,for an end-user,how the product should be used?

"Sometimes finding a good parking place is like hunting for a needle in a haystack." In a sales setting,which of the following best describes the previous statement?

Cross selling can effectively provide you with more sales and improve the customer purchase experience.

Every time John sells a new computer,he makes a point of asking the customer the following,"may I suggest you purchase accidental damage insurance for your new lap top!" John is using a technique called "value added selling."

It will accomplish little if the salesperson tries to appeal to the prospect's basic human senses during the presentation.

List the six elements of the sales presentation mix and describe how the salesperson determines how much of each element to use during his or her presentation.

When a landscaper contractor says to a homeowner,"a poorly manicured lawn is like a bad haircut." What terms best describes the landscaper's comment?