Exam 11: Elements of a Great Sales Presentation

"Can you visualize how excited your family will be when you tell them you have purchased this Disneyland vacation package?" The salesperson is making a(n):

It is important for the salesperson using familiar terminology and buzzwords to speak in a formal tone to convey its importance.

What are four ways to involve a prospect in a demonstration?

To have an effective demonstration in a sales presentation, you, as the salesperson, should:

Which of the following refers to a brief story used to illustrate a point and to compare something familiar to something unfamiliar?

Which of the following lists the five purposes of the sales presentation?

Which of the following is considered the best nonverbal selling technique?

A salesperson says, "Castrol GTX protects your car engine. It's like having a dust cover for your engine." The salesperson is using a(n):

According to the text, a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:

The dairy salesman asked the store purchasing agent, "Do you think you'll need 10 or 12 pallets of ice cream for your "Summer Buster" sales promotion?" This is an example of a(n):

In order to make the sale, it is not recommended that prospects participate in the sales presentation.

Radio commercials are the best idea development tool for the dramatization of a product.

One of the elements of the sales presentation mix is:

You are a salesperson for a manufacturer of neonatal incubators. While you are making the presentation, your prospect, a hospital administrator, receives a telephone call. What should you do if you determine this is a personal call?

In a sales presentation, visual aids are important to sales success because customers are more likely to:

When two situations have something in common, they can be effectively compared by using a(n):

Logical reasoning is an effective persuasive technique especially when selling complicated proposals.

If prospects are allowed to hold your catalog, price list, or brochure during a presentation, it will increase the probability of sale.

Which type of suggestion method seeks to create doubt about a competitor's products?

It is common for interruptions to occur during a sales presentation.