Exam 11: Elements of a Great Sales Presentation

The _____ refers to the elements the salesperson assembles to make sales to prospects and customers.

A salesperson should refer to the competition at length during the approach and more briefly in trial closings.

The main purpose of a sales presentation is to overcome objections.

Lightener & Company designs restaurant interiors. When talking to a prospective customer, one of its salespeople says, "I sense that you really like the scheme we have developed for the waiting area, but you don't want to rush into making a decision. I must tell you that this wall covering is a limited edition and will not be available after the first of the month." This is an example of a(n):

What is the purpose of the presentation?

A salesperson should ask a prospect to buy only when the prospect reaches the _____ stage of the mental buying process.

The salesperson should decide which element(s) of the presentation mix to emphasize in a particular presentation based primarily on:

What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?

Which of the following is an example of a guideline to follow when using visual aids, dramatics, and demonstrations?

A salesperson told one of his prospects, "Many of the Fortune 500 manufacturers are using our products. This elite group of manufacturers finds that the equipment helps increase their profits, sales, and market share." This is an example of a(n):

Which of the following questions is part of the sales presentation goal model?

What is the primary purpose of the sales presentation goal model?

In a sales situation, a prospect enters the conviction stage when he is convinced that the product is not only the best but also that the salesperson who is promoting the product is the best source to buy from.

"Just picture how excited your daughter will be when you buy her this new convertible," is an example of a(n):

What are three reasons for using visuals aids, dramatics, and demonstrations during sales presentations?

Imagine that 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 employees 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?" You should:

List any six visual aids commonly used in sales presentations.

"Since you anticipate using our braking system with your current machine, I suggest you buy now before we perform a planned retooling of our existing system. We know our current braking system is compatible with your machines, but I cannot promise the new design will be." This is an example of a(n):

According to the Golden Rule of Selling, which of the following is essential for building a true relationship between the buyer and seller?

When a prospect receives a personal phone call during a sales presentation, the salesperson should offer to leave the room.