Exam 11: Elements of a Great Sales Presentation

A salesperson is likely to harm sales by personalizing relationships with customers.

Differentiate between similes, metaphors, analogies, and parables. How do salespeople use these communication tools?

A public relations firm is trying to convince a former President of the U.S. that he needs their services. When the publicist says, "We currently are handling public relations for the royal family of Monaco, Prince Andrew of Great Britain, and Colin Powell," the public relations firm is using a prestige suggestion.

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

Describe three types of suggestions used by salespeople. Provide an example of each to illustrate your answer.

Which type of proof statement would be best for a salesperson trying to convince a current customer to place a larger order?

Company-generated data usually has greater credibility than proof furnished by reputable sources outside the company.

Imagine that you are talking to the owner of a motel chain about buying furniture 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?

Logical reasoning is best described as a:

Examples of proofs include past sales figures, independent research results, and testimonials.

"Shouldn't you go ahead and buy now before the price increases next month?" is an example of a(n):

What is considered the best visual aid to use during a sales presentation?

According to the text, the six elements of the sales presentation mix are product, participation, proof, visuals aids, persuasive communication, and demonstration.

Television commercials use autosuggestion frequently.

Although salespeople sell different products in different ways, the elements of the sales presentation mix should be used in an equal proportion.

A marketing plan explains what the customer will receive in return for buying the product or service.

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

Which of the following is typically used to explain how something works?

The main goal of a sales presentation is to:

During a sales presentation, it is best to begin with the FAB sequence, then present the business proposition, and next the marketing plan.