Deck 10: Elements of a Great Sales Presentation

Question 1

Presentation is a continuation of the sales approach.

Answer 1

True

Question 2

For corporate products, the usage instructions should be presented as a marketing plan.

Answer 2

True

Question 3

The SELL Sequence is an effective form of persuasive communication.

Answer 3

True

Question 4

If presented in too straightforward a manner, the logical reasoning presentation may be too blunt.

Question 5

A salesperson who sells office furnishings is using an autosuggestion when she says, "Based on my measurements, I suggest you purchase three modular units."

Question 6

Great FAB Sequences require preparation and knowledge about a salesperson's firm, its services, policies, and procedures as well as a high level of customer understanding.

Question 7

Trial close is generally used before answering an objection.

Question 8

The prospect reaches the conviction stage after buying the product.

Question 9

A public relations firm is trying to convince a former president of the U.S. that he needs the services of this publicist. 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 proposition.

Question 10

A textbook salesperson who says, "Instructors at Harvard and Yale really like this new approach to marketing," is using a suggestive proposition.

Question 11

The major purpose of the sales presentation is to provide information.

Question 12

The five elements of the sales presentation mix are the product, the prospect, proof statements, visuals and the salesperson.

Question 13

The three parts of logical reasoning are a major premise, a minor premise, and a conclusion.

Question 14

A sales presentation has to be delivered after the prospect has reached the conviction stage of the mental buying process.

Question 15

An effective trial close, most often, takes the form of a close-ended question.

Question 16

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

Question 17

A salesperson using a direct suggestion might begin by saying, "Mr. and Mrs. Smith, just imagine never having to worry about money during your retirement years."

Question 18

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

Question 19

During the sales presentation, the salesperson should provide information that encourages the prospect to develop positive beliefs about the product.

Question 20

A salesperson who uses puffery in a sales presentation is more likely to make a sale than the one who does not.

Question 21

The actual product may not be considered as a visual aid to use during a sales presentation?

Question 22

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

Question 23

Visuals integrated into sales presentations increase retention and reduce misunderstandings.

Question 24

A salesperson can improve sales by personalizing relationships with customers.

Question 25

It is generally a mistake to allow the prospect to hold your catalog, price list, or brochure during a sales presentation.

Question 26

Persuasive communication does not use nonverbal communications.

Question 27

In some instances, your buyer will use your visuals to sell your product or service to their supervisor or management team.

Question 28

Interruptions are commonplace during sales presentations.

Question 29

Before using a demonstration in a sales presentation, a salesperson should determine the probability that his or her demonstration will backfire.

Question 30

To maintain the spontaneity of a presentation, professional salespeople should not rehearse.

Question 31

The sales presentation should include elements that appeal to the prospect's five senses.

Question 32

Television commercials use autosuggestion frequently.

Question 33

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

Question 34

Proof statements are to be presented soon after completing the sales presentation.

Question 35

Counter suggestions are not very effective for premium products.

Question 36

Effective demonstrations reduce a prospect's resistance to making a purchase.

Question 37

A salesperson should control the sales presentation.

Question 38

Example of proof statements include past sales figures, independent research results and testimonials.

Question 39

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

Question 40

Proof statements generated from the salesperson's company are less credible than proof statements from an outside organization.

Question 41

Audience, objective, structure, and visual aids are considerations in the sales presentation goal model.

Question 42

Which statement regarding trial close is NOT correct?

A) The trial close should never be used after answering an objection .
B) The trial close serves as an excellent method to ensure the customer understands the benefits of your services and products
C) An effective trial close, most often, takes the form of an open-ended question.
D) By using open-ended trial-close questions, you provide buyers with an opportunity to explain their understanding of the benefit
E) The trial close should be used after making a strong selling point in the presentation

Question 43

The main goal of a sales presentation is to:

A) provide information to the prospect.
B) make a long lasting impression on the prospects.
C) help in closing the sale.
D) reduce customer objections.
E) ensure that the approach is positive.

Question 44

All of the following are components of the salesperson's presentation mix EXCEPT:

A) persuasive communication.
B) unbiased conviction.
C) participation.
D) demonstration.
E) dramatization.

Question 45

Industrial products salespeople are likely to make detailed comparisons to their competition and to stress customer service and product guarantees.

Question 46

Which of the following is one of the elements of the salesperson's presentation mix?

A) Proof
B) Conviction
C) Trial close
D) Knowledge
E) Questions

Question 47

John Devos wants to give a presentation to retailers on the new line of angular washing machines launched by his company. At what stage in the presentation should John include some tips for selling these washing machines to end users?

A) While discussing the FAB of the product.
B) While presenting the marketing plan.
C) Before discussing the FAB of the product.
D) While explaining the business proposition.
E) At the end of his presentation.

Question 48

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

A) knowledge
B) attitude
C) conviction
D) belief
E) desire

Question 49

The second essential step of a sales presentation is the:

A) FAB step.
B) SELL sequence.
C) business proposition.
D) marketing plan.
E) trial close.

Question 50

The third essential step of a sales presentation is the explanation of the:

A) products' FAB.
B) marketing plan.
C) SELL sequence.
D) business proposition.
E) trial close.

Question 51

Which statement regarding SELL sequence is NOT correct?

A) The SELL Sequence is a great method of determining if the FAB is of interest to the buyer
B) The SELL Sequence is an effective form of persuasive communication.
C) The SELL sequence should always be used by a salesperson at the closing stage
D) When a question is integrated with the product's FAB, it forms the SELL Sequence.
E) SELL sequence is part of essential steps within the presentation stage.

Question 52

Which term refers to combining a question with a discussion of a product's FABs?

A) SWOT analysis
B) Marketing mix
C) SELL sequence
D) Sales presentation mix
E) Product dramatization

Question 53

A solar heating system salesperson says "by using this system you increase your profits by 20%." The salesperson is stating a:

A) product benefit.
B) product advantage.
C) business proposition benefit.
D) business proposition advantage.
E) marketing advantage.

Question 54

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

Question 55

According to the text, what are the three essential steps within the sales presentation, in their correct order?

A) FAB, marketing plan, business proposition
B) Pricing strategy, marketing plan, FAB
C) Business proposition, FAB, marketing plan
D) FAB, business proposition, marketing plan
E) Marketing plan, FAB, business proposition

Question 56

The first essential step of the sales presentation is discussing the:

A) product's FABs.
B) marketing plan.
C) SELL sequence.
D) business proposition.
E) firm's warranties.

Question 57

All of the following are best practices to ensure FAB sequences are effective, EXCEPT?

A) Avoid incorporating proof statements within FAB sequences.
B) Structure and convey your FAB Sequences as you would in a business conversation
C) Integrate a trial close after your FAB Sequences.
D) FAB Sequences should use specific language.
E) FAB Sequences should be logical

Question 58

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

A) key account list
B) marketing mix
C) sales activities guide
D) tactical promotion mix
E) sales presentation mix

Question 59

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

A) Attention, desire, opinion, conviction and sale
B) Knowledge, action, opinion, conviction and desire
C) Attitude, knowledge, desire, beliefs and conviction
D) Conviction, knowledge, opinion, desire and beliefs
E) Attitude, knowledge, desire, beliefs and action

Question 60

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

A) Organized presentations
B) Value pricing
C) Qualified salespeople
D) Continuous interaction
E) Ethical service

Question 61

A salesperson of Excel Solar Systems says during her presentation "All hospitals need a clean, silent, and eco-friendly source of power. Our solar packs are the best solution available for this requirement. It will be a great idea to buy and use them in your hospital." Which selling technique is being used by the salesperson?

A) Direct suggestion
B) Suggestive proposition
C) Indirect suggestion
D) Logical reasoning
E) Auto suggestion

Question 62

Logical reasoning is best described as a:

A) persuasive sales technique that uses suggestions to persuade prospects to buy.
B) method that uses a major premise, a minor premise and a conclusion.
C) method for personalizing the relationship between the buyer and the seller.
D) tool that integrates visual aids, technology, and dramatization.
E) diplomatic way of persuading a prospect to listen closely.

Question 63

"You ought to buy that scarf. It is just like the one that I saw Julia Roberts wearing when she was dining at the Blue Goose Inn." This is an example of a(n):

A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.

Question 64

A(n) ________ type of suggestion implies that prospects should act immediately.

A) suggestive proposition
B) counter suggestion
C) autosuggestion
D) temporal-based suggestion
E) indirect suggestion

Question 65

Which of the following involves a presentation constructed around three parts?

A) Participation
B) Trial closes
C) Dramatization
D) Logical reasoning
E) Visual aids

Question 66

________ asks the prospect to visualize using the same products that famous people or companies use.

A) Suggestive proposition
B) Prestige suggestion
C) Direct suggestion
D) Autosuggestion
E) Image suggestion

Question 67

Karl Mekelsson sells refrigeration units to businesses. He builds his sales presentations around a major premise like the savings a walk-in refrigerator will generate for a catering firm and a minor premise like how his company's unit will reduce electrical bills and a conclusion. Karl is most likely using:

A) suggestive proposition.
B) the syllogistic method.
C) collective bargaining.
D) indirect suggestions.
E) logical reasoning.

Question 68

The statement, "Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" is an example of a(n):

A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.

Question 69

When James sells Tiromat Powerpak, a packaging machine for forming, filling and sealing food products, he begins by telling the customer, "Everyone in the food industry would like to save money and time on equipment cleaning." Then he says, "With the Tiromat Powerpak, you have a machine that can be disassembled for high-pressure cleaning and then reassembled more quickly than any other machine currently on the market." In conclusion, Tiromat says, "Thus, I believe that you need to buy our new Powerpak packaging machine." James is using ________ to sell his machines.

A) direct suggestion
B) suggestive propositions
C) logical reasoning
D) sell sequence
E) persuasive communication

Question 70

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

A) sales call objective, customer profile and customer benefit plan.
B) financial objectives, product newness, number of customers and inventory levels.
C) competitor activity, current inventory levels and bonus plans.
D) persuasive communication, competitor activity and financial objectives.
E) inventory levels, financial objectives, marketing plan and distribution strategy.

Question 71

The statement, "Just imagine how much your family will enjoy camping in this new tent," is an example of a(n):

A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.

Question 72

"Shouldn't you go ahead and order swimsuit stock for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colors?" This is an example of a(n):

A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.

Question 73

________ attempts to have prospects imagine using the product themselves.

A) Suggestive proposition
B) Prestige suggestion
C) Empathetic suggestion
D) Autosuggestion
E) Ideal-self suggestion

Question 74

Direct suggestion is most likely popular among professional salespeople because the method:

A) encourages immediate purchases.
B) links products to famous people and firms.
C) requires buyers to imagine using a product.
D) relies on inoffensive buying suggestions and recommendations.
E) relates competing products to negative information and quality concerns.

Question 75

The statement, "The finest hospitals in the country are using this neonatal incubator," is an example of a(n):

A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.

Question 76

When the appliance salesperson said, "Based on the features you desire, I suggest you buy the self-cleaning Hotpoint oven," the salesperson was making a(n):

A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.

Question 77

Salespeople use ________ to decide which element of the sales presentation mix to emphasize in a particular presentation.

A) visual aids
B) vendor analysis
C) the customer benefits plan
D) persuasive communication
E) a social audit

Question 78

"Can you imagine how excited your family will be when you tell them you have purchased this Disneyland vacation package?" This is an example of a(n):

A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.

Question 79

"There could be a price hike in these items next month. Why don't you buy some extra stock now?" This is an example of:

A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.

Question 80

Austin began his sales presentation by stating, "All organizations strive to operate more efficiently." Then, he proceeded to explain why his company's computer network system operates more efficiently than other systems. He concluded his presentation by saying, "So, you have to agree that you should buy my company's system." Austin was using ________ to make his sale.

A) a prestige suggestion
B) counter-offering
C) logical reasoning
D) choice narrowing
E) empathy