Deck 9: The Presentation Elements of Effective Persuasion

Question 1

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

Answer 1

True

Question 2

Trial close should be asked in a way which feels as if a salesperson is asking for an opinion and not the order.

Answer 2

True

Question 3

Whether a prospect buys or does not buy represents a choice decision.

Answer 3

True

Question 4

According to the textbook, when discussing the three essential steps of the presentation, the advantages of the product must be highlighted all the time.

Question 5

Connie is an excellent communicator.All of her presentations are very interactive and persuasive.One of the factors which may make her presentations more persuasive is the fact that she adds questions during her presentations.

Question 6

Professional salespeople realize that it is generally a mistake to allow the prospect to hold your catalogue, price list, or brochure during a presentation.

Question 7

A simile compares two different situations which have something in common.

Question 8

If a prospect likes to discuss other things during the sales presentation, then the salesperson should carry along with it to please the prospect.

Question 9

The sales presentation mix is made up of seven different elements.

Question 10

Trial close should only be used later on the presentation to close the deal.

Question 11

Trial close should not be used as often as it might annoy the prospect even if they are showing interest in the product.

Question 12

It may help a salesperson to improve sales if he personalizes his relationship with his customers.

Question 13

As a computer salesperson, you should know that the prospect will not want a computer unless he or she needs it.

Question 14

A salesperson using the suggestive proposition would use the following statement; "Mary, just imagine how well your sales force will perform with this advanced customer database software?"

Question 15

The ultimate goal of a presentation is to sell products or services.

Question 16

Using the SELL sequence communication technique improves your chances of making the sale.

Question 17

Essentially, each step of the three essential steps of the sales presentation should paint a picture of a benefit in the prospect's mind.

Question 18

"Our e-books are used by all the top universities in Canada." This is an example of a direct counter-suggestion.

Question 19

The most powerful non-verbal selling technique is the handshake.

Question 20

The prospect does not have to become a customer (make a purchase) before he or she can enter the conviction stage.

Question 21

The best visual aid is showing your buyer the actual product.

Question 22

It will accomplish little if the salesperson tries to appeal to the prospect's basic human senses during the presentation.

Question 23

In which step of a sales presentation should the salesperson discuss how the product should be re-sold or, for an end-user, how the product should be used?

A)FAB step
B)reseller's module
C)business proposition
D)marketing plan
E)financial plan

Question 24

Kevin is doing his first sales presentation to a new client.He is about to start the three essential steps within the sales presentation; however, he is having a hard time remembering the order in which they occur.If you were to help out Kevin, which one of the following orders would you recommend to him?

A)First step explains the Business Proposition, second step discusses FAB, third step details the Marketing Plan
B)First step explains the FAB, second step discusses the Business Proposition, third step details the Marketing Plan
C)First step explains the Marketing Plan, second step discusses FAB, third step details the Business Proposition
D)First step explains the Marketing Plan, second step discusses Business Proposition, third step details the FAB
E)First step explains the FAB, second step discusses Marketing Plan, third step details the Business Proposition

Question 25

Technology can provide excellent methods of presenting information to the buyer in a visually attractive and dramatic manner.

Question 26

Both long and short presentations must be presented while standing in front of your clients.

Question 27

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

A)FAB, promotion 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 28

It is best practice to include "trial closes" after showing or demonstrating a major feature of your product during a presentation.

Question 29

Salespeople should develop presentations that appeal a prospect's senses, as prospects often make purchase decision based on emotional needs.

Question 30

During your presentation, your prospect's secretary runs into the boardroom and hands a phone to your prospect - it is obvious this is an urgent call.In this situation, the salesperson should make it comfortable on the prospect by stopping the presentation and stepping out of the room.

Question 31

One of the key questions salespeople should ask themselves before using a demonstration as part of a presentation is to determine a specific demonstration objective.

Question 32

Quantifying your benefits leads to an increase in your level of persuasiveness.

Question 33

When deciding on the elements of the sales presentation mix to incorporate in your presentation, one of the key questions a salesperson should ask themselves is "How will my firm reach its financial goals?"

Question 34

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

Question 35

Guarantees, company results, and independent research are examples of so called "analogy statements."

Question 36

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

A)gain attention, arouse desire, change opinion, gain conviction, and sale success
B)provide knowledge, provide action, change opinion, gain conviction, and arouse desire
C)provide knowledge, influence beliefs, arouse desire, affect attitude, and gain conviction
D)gain conviction, provide knowledge, change opinion, arouse desire, and influence beliefs
E)affect attitude, provide knowledge, arouse desire, influence beliefs, and provide action

Question 37

Which of the following steps of the presentation highlights the value of the product to its cost?

A)FAB step
B)Business proposition
C)Financial plan
D)Reseller's module
E)Marketing plan

Question 38

Salespeople should not talk about themselves but rather only focus on the client's problems.

Question 39

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

Question 40

In which step should a salesperson ask a prospect to buy a product or service?

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

Question 41

Jennifer is trying to close out a deal.She uses the following statement to close the deal, "What do you think of using our product to save 20% on your energy bill starting this month?" Jennifer is using what type of closing?

A)Suggestive close
B)Trial close
C)Logical reasoning
D)SELL sequence
E)Evidence statement close

Question 42

When the salesperson asked, "Do you really want your employees to have only minimal accident insurance?" he was mostly likely using what kind of suggestion?

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

Question 43

"Shouldn't you go ahead and order this patio furniture for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colours?" This is an example of what kind of suggestion?

A)suggestive proposition
B)prestige suggestion
C)direct suggestion
D)auto-suggestion
E)counter suggestion

Question 44

"Can you imagine your sales force using this kind of a CRM system when making client calls?" What type of suggestion does the previous statement best illustrates?

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

Question 45

Which of the following purposes of sales presentation is NOT impacted by a suggestion?

A)Action
B)Attention
C)Interest
D)Desire
E)Opinion

Question 46

What term refers to the elements the salesperson assembles to sell to prospects and customers?

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

Question 47

An appliance salesperson said the following to a client; "I suggest you buy the self-cleaning Hotpoint oven." What kind of suggestion is this salesperson using?

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

Question 48

A salesperson is trying to decide which element of the sales presentation mix to emphasize in a particular presentation.She wants to make sure her communication will resonate with the prospect.What term describes the process this salesperson is going through?

A)visual aids process
B)vendor analysis process
C)the customer benefit plan process
D)Persuasive communication process
E)a communication audit process

Question 49

Which of the following would not justify using a trial close according to the textbook?

A)Prospect is asking questions
B)Prospect is commenting on a feature
C)Prospect takes out a pen to sign the contract
D)Prospect has an inquisitive look on their face
E)Prospect eyes are widened from the solution presented

Question 50

In order to get the prospect to visualize the benefits during the essential steps of the sales presentation, the salespeople can use all of the following methods except:

A)Evidence statements
B)Visual aids
C)Participation techniques
D)Discussing SMART objectives
E)Demonstration

Question 51

"Sometimes finding a good parking place is like hunting for a needle in a haystack." In a sales setting, which of the following best describes the previous statement?

A)cliché
B)simile
C)analogy
D)antonym
E)logical reasoning

Question 52

Which of the following should NOT be included as an element of a salesperson's presentation mix?

A)Conviction
B)Persuasive Communication
C)Visual aids
D)Dramatization
E)Participation

Question 53

Logical reasoning involves a presentation to prospects using three parts.Which of the following term(s) is/are one of those three parts?

A)suggestive premise
B)prestige premise
C)conclusion
D)small premise
E)intermediate premise

Question 54

Which of the following best captures the essence of this statement by a salesperson: "The most prestigious automotive companies use this kind of leather in their interiors."

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

Question 55

In which of the following situations would logical reasoning work the best ?

A)Selling office supplies to a corporate account
B)Selling a sophisticated data analysis software to a marketing company
C)Selling a photo copier to a hotel
D)Selling a box of chocolates to a retail store
E)Selling dress shirts to a departmental store

Question 56

You have been asked by your regional sales manager to put together a brief presentation to new sales recruits highlighting the key themes associated with the notion of a presentation mix.Which of the following would you include in your presentation as a key presentation mix topic?

A)Evidence
B)conviction
C)SPIN
D)knowledge
E)questions

Question 57

Roland sells appliances.He builds his sales presentations around a major premise like the savings a walk-in refrigerator will generate for a catering firm, a minor premise like my company's unit will reduce your electrical bill, and a conclusion.What persuasive technique is Roland using in his presentation?

A)empathy
B)syllogistic
C)logical reasoning
D)forestalling
E)objection postponing

Question 58

If a prospect is having a hard time in understanding the pros and cons or showing signs they do not see what's in it for them, then ultimately what should the salesperson do next?

A)Using suggestive close
B)Persuade through suggestion
C)Take time to build trust
D)Showcase evidence statements
E)Use trial close

Question 59

"This protective coating is as tough as forged steel." What is this quote an example of?

A)cliché
B)antonym
C)logical reasoning
D)proof statement
E)simile

Question 60

Katanya is making her first sales presentation.She wants to focus on making sure that her presentation incorporates persuasive factors.Which of the following would you not suggest that Katanya considers in her sales presentations?

A)Personalize the relationship with her customers.
B)Pay attention to her body language.
C)Be diplomatic.
D)Provide persuasive suggestions.
E)Be apathetic.

Question 61

You are a salesperson for a manufacturer of MRI scanners.You are making your presentation when your prospect, a hospital administrator, receives a telephone call.What should you do as soon as you determine this is a confidential call?

A)Insist the hospital administrator ignore the call since this is your appointed time.
B)Look over the material you previously covered and prepare a written summary.
C)Summarize what you said before the phone rang.
D)Immediately ask to reschedule your appointment.
E)Offer to leave the room.

Question 62

Which of the following is NOT an example of an evidence statement?

A)a guarantee
B)independent research results
C)a demonstration
D)the customer's past sales figures
E)testimonials

Question 63

Imagine 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 employee 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?" What should you do?

A)briefly restate the selling points in which the daycare owner was most interested
B)begin with more small talk
C)begin where you left off
D)offer to reschedule your appointment
E)start over at the first of the presentation

Question 64

Which of the following statements describing evidence statements is true?

A)Past sales made to a client should not be used as proof statements with that client.
B)Incorporating Evidence statements into your presentation can increase your prospect's confidence and trust.
C)When using independent research results, you should first identify the source of your information.
D)After giving your prospect the facts from an independent research report, you should not continue with your sales presentation until your prospect has had time to completely read and understand the report.
E)Professional buyers are seldom, if ever, impressed by testimonials from prominent people.

Question 65

Which of the following salespeople will NOT qualify as being diplomatic?

A)Salesperson who backs down from an argument due to the differences
B)Salesperson who simply stays quiet even though he/she is angry
C)Salesperson who knows that the client is wrong but agrees with them to avoid conflict
D)Salesperson who walks out of the presentation because of a disagreement
E)Salesperson who does not challenge his client on a claim that the client made but the salesperson knows is false

Question 66

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

A)Rehearsed demonstrations are boring.
B)All presentations have an element of demonstration in them.
C)A salesperson should have a demonstration objective.
D)Demonstrations rarely backfire.
E)Effective demonstrations often do not present the product in an ethical and professional manner.

Question 67

"These Ready Rider shock absorbers cushion and protect your car from the rough spots on the highway.It's like having feather pillows under your car." Which of the following terms is this quote an example of?

A)analogy
B)antonym
C)logical reasoning
D)simile
E)cliché

Question 68

Which of the following is NOT an example of a characteristic a salesperson should have in order to develop trustworthy relationships?

A)Caring for customers
B)Morally ethical
C)Impatient in closing sales
D)Kindness to all you contact
E)Harmony in relationships

Question 69

Technology can provide several tools that may help engage the prospect in the presentation process.Which of the following statements about the usage of technology is false?

A)ensures the professional feel of the presentation
B)sound bites and illustrations help may make your presentation engaging
C)often, the usage of technologies can make complex presentation easy to understand
D)provides quick reference points for product features and costs
E)provides for flexibility in presenting the product or service to different audiences

Question 70

About one third of the way through your presentation, the prospect brings up the competition and asks you about one of their products.What should you do under this scenario?

A)ignore the question and get back to your presentation
B)tell the customer you are familiar with that product (if you are) and explain how and why some of your current customers at one point used that competitor's product and now are your customers
C)go into a detailed explanation highlighting the features of your competitor's product
D)bring up all of negative issues associated with your competitor's product
E)try in a humours manner, put down the competitor's product

Question 71

Which of the following is NOT an example of a visual aid?

A)order form
B)a chart
C)the prospect
D)a model of the product
E)sales manuals

Question 72

Which of the following is NOT a suggested guideline when using visual aids, dramatics, and demonstrations?

A)demonstrations should include prospect participation
B)make demonstrations true to life
C)customize your presentation to the sales call objectives
D)practise your presentation in front of a mirror
E)do not trial close after demonstrating

Question 73

"How does our delivery schedule sound to you?" What is this statement an example of?

A)closing technique
B)misdirected question
C)trial close
D)approach tactic
E)indirect suggestion

Question 74

Which of the following cannot be used to increase prospect's participation in a presentation?

A)showing how to use a product
B)showcasing visuals
C)asking questions
D)making a demonstration
E)asking closed-ended questions

Question 75

There are multiple criteria for an evidence statement referring to independent research results to be effective in a presentation.Which of the following is NOT one of the required criteria?

A)A restatement of the benefit before proving it
B)The evidence source about the product
C)Relevant facts or figures about the product
D)Expansion of the benefit
E)The year when the study was conducted

Question 76

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?

A)business buyers tend to have backgrounds in accounting
B)business buyers see quantified benefits/value as an implied guarantee
C)business buyers tend to be bottom-line focused
D)business buyers find it easier to re-sell products with higher margins
E)business buyers need to strategize everything in a long-term and a short-term basis

Question 77

Which of the elements of the presentation mix is incorporated into the visual part of the sales presentation?

A)dramatization
B)FAB
C)proof statements
D)participation
E)logical reasoning

Question 78

Kathy, a sales representative for a manufacture of flexible aluminum ladders is thinking of using a demonstration to show prospects the value and safety associated with her product line.In preparing her demonstration, what question should she NOT ask herself first?

A)will the demonstration go as planned?
B)is the demonstration appropriate and needed?
C)have I developed specific objectives for my demonstration?
D)is my demonstration done in an ethical manner?
E)have I covered all the features in my demonstration?

Question 79

What should a salesperson NOT do to improve the odds of having a successful demonstration?

A)let the prospect do something simple
B)set the stage for an effective approach
C)let the prospect work an important feature
D)let the prospect do something routine
E)ask the prospect questions throughout the demonstration

Question 80

Which of the following statements about using dramatics is suggested by the authors of the textbook in developing ideas for creating dramatic product presentation?

A)use approaches taken by your competitors
B)use colleagues to brainstorm ideas
C)look at "YouTube" advertisements
D)look at television advertisements
E)use ideas from Facebook