Exam 9: The Presentation: Elements of Effective Persuasion

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Which of the following terms requires that salespeople be empathetic,keep the message simple,create mutual trust and actively listen when dealing with a prospect?

(Multiple Choice)

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Question 81

Dramatization refer to discussing the product in a striking,showy,or extravagant manner.

(True/False)

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Question 82

Salespersons often try to quantify the benefit or value of their product to the prospect. Which of the following statements is often true when dealing with business buyers?

(Multiple Choice)

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Question 83

The presentation can be viewed as simply a continuation of the approach.

(True/False)

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Question 84

Imagine you were talking to the owner of a motel chain about buying several bedroom suites from your company.His secretary comes in and asks him to sign some papers immediately.He takes about ten minutes to read over the papers before he signs them.What should you as the professional salesperson do?

(Essay)

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Question 85

Which of the following (in the correct order)represents the three steps in an impactful sales presentation?

(Multiple Choice)

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Question 86

Logical reasoning involves a presentation to prospects using three parts.Which of the following term(s)is/are NOT one of those three parts?

(Multiple Choice)

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Question 87

Showing 81 - 87 of 87

Which of the following terms requires that salespeople be empathetic,keep the message simple,create mutual trust and actively listen when dealing with a prospect?

Dramatization refer to discussing the product in a striking,showy,or extravagant manner.

Salespersons often try to quantify the benefit or value of their product to the prospect. Which of the following statements is often true when dealing with business buyers?

The presentation can be viewed as simply a continuation of the approach.

Imagine you were talking to the owner of a motel chain about buying several bedroom suites from your company.His secretary comes in and asks him to sign some papers immediately.He takes about ten minutes to read over the papers before he signs them.What should you as the professional salesperson do?

Which of the following (in the correct order)represents the three steps in an impactful sales presentation?

Logical reasoning involves a presentation to prospects using three parts.Which of the following term(s)is/are NOT one of those three parts?

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

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