Deck 11: Elements of a Great Sales Presentation

Question 1

A salesperson says to a prospect,"Just imagine how this equipment will look and operate in your store.Your employees will perform much better,and they will thank you." This statement is an example of a suggestive proposition.

Answer 1

False
Explanation:The statement exemplifies an autosuggestion, which attempts to have prospects imagine using and benefitting from the product. A suggestive proposition implies that the prospect should act now.

Question 2

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

Answer 2

False
Explanation:Be sure to control the visual aids and any materials you use in the presentation.
New salespeople often make the mistake of handing prospects their catalog, price list, or brochures showing several products. When buyers are looking through these items, chances are that they are not listening, which may lead to lost sales.

Question 3

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.

Answer 3

True
Explanation:Prestige suggestions ask the prospect to visualize using products that famous people, companies, or persons the prospect trusts use.

Question 4

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

Question 5

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.

Question 6

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

Question 7

Presentation is a continuation of the sales approach.

Question 8

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

Question 9

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

Question 10

Logical reasoning involves a presentation constructed around three parts: an overview,a major premise,and a trial close.

Question 11

According to the Golden Rule of Selling,a salesperson who uses puffery in a sales presentation is more likely to make a sale than the one who does not.

Question 12

Television commercials use autosuggestion frequently.

Question 13

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

Question 14

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

Question 15

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

Question 16

A simile is a direct comparison using "like" or "as."

Question 17

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

Question 18

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

Question 19

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

Question 20

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

Question 21

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

Question 22

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

Question 23

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

Question 24

The main goal of a sales presentation is to:

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

Question 25

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

Question 26

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

A) Price, marketing plan, and FAB
B) FAB, business proposition, and marketing plan
C) Marketing plan, FAB, and business proposition
D) Business proposition, FAB, and marketing plan
E) FAB, marketing plan, and business proposition

Question 27

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

Question 28

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

Question 29

Visuals integrated into sales presentations increase retention and reduce misunderstandings.

Question 30

Pictures,models,videotapes,films,or slides are the best alternatives if a demonstration is not feasible.

Question 31

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

Question 32

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

Question 33

Demonstrations are appropriate for every sales presentation.

Question 34

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

Question 35

According to the Golden Rule of 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 36

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

Question 37

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

Question 38

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

A) Desire, attitude, knowledge, beliefs, and attention
B) Knowledge, beliefs, desire, attitude, and conviction
C) Attitude, opinion, desire, beliefs, and action
D) Attention, desire, opinion, conviction, and sale.
E) Proof, action, opinion, conviction, and desire.

Question 39

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

Question 40

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

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

Question 41

"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):

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

Question 42

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) 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) financial objectives, marketing plan, and diversification strategy.

Question 43

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

A) Suggestive proposition
B) Empathic suggestion
C) Manipulative suggestion
D) Autosuggestion
E) Indirect suggestion

Question 44

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

A) autosuggestion.
B) countersuggestion.
C) suggestive proposition.
D) indirect suggestion.
E) prestige suggestion.

Question 45

A salesperson is LEAST likely to use visuals during a sales presentation to:

A) reduce misunderstanding.
B) increase prospect retention.
C) exhibit professionalism.
D) create a lasting impression.
E) identify customer objections.

Question 46

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

A) request warranties.
B) limit interruptions.
C) retain details they hear.
D) respond to direct questions.
E) remember information that they see.

Question 47

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

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

Question 48

"Eight of the top ten universities in the country are using this textbook." This type of suggestion is an example of a(n):

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

Question 49

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):

A) ideal-self suggestion.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) suggestive proposition.

Question 50

A(n)_____ type of suggestion implies that the prospect should act immediately.

A) suggestive proposition
B) countersuggestion
C) autosuggestion
D) prestige suggestion
E) indirect suggestion

Question 51

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):

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

Question 52

_____ ask the prospect to visualize using products that famous people or companies use.

A) Suggestive propositions
B) Prestige suggestions
C) Direct suggestions
D) Autosuggestions
E) Image suggestions

Question 53

_____ attempts to have prospects imagine using the product themselves.

A) Suggestive proposition
B) Prestige suggestion
C) Empathetic suggestion
D) Autosuggestion
E) Countersuggestion

Question 54

"You ought to buy that scarf.It is just like the one I saw actress Julia Roberts wearing when she visited the Metropolitan Museum." The salesperson is making a(n):

A) ideal-self suggestion.
B) autosuggestion.
C) countersuggestion.
D) prestige suggestion.
E) direct suggestion.

Question 55

Direct suggestions are commonly used by professional salespeople because they are:

A) empathetic.
B) conclusive.
C) inoffensive.
D) impersonal.
E) logical.

Question 56

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 57

Logical reasoning is best described as a:

A) persuasive sales technique that uses suggestions to encourage 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 58

One of the elements of the sales presentation mix is:

A) creativity.
B) product.
C) proof.
D) knowledge.
E) probes.

Question 59

"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):

A) prestige suggestion.
B) suggestive proposition.
C) autosuggestion.
D) countersuggestion.
E) relational suggestion.

Question 60

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

A) business proposition
B) sales presentation mix
C) positioning strategy
D) sales activities guide
E) marketing mix

Question 61

Demonstrations,dramatics,and visual aids in sales presentation are most likely used for all of the following reasons EXCEPT:

A) comparing competitor's products.
B) creating two-way communication.
C) engaging the prospect through participation.
D) capturing the prospect's attention and interest.
E) allowing the prospect to set the stage for closing the sale.

Question 62

As the pet storeowner was explaining her idea for a promotion,the salesperson asked,"Should you buy three or four cases of dog treats for your "Pamper Your Pet" promotion?" This is an example of a(n):

A) counter offer.
B) autosuggestion.
C) prestige suggestion.
D) manipulative suggestion.
E) indirect suggestion.

Question 63

"Based on your needs,I suggest you buy the model 1000 copier." The salesperson is making a(n):

A) countersuggestion.
B) prestige suggestion.
C) autosuggestion.
D) direct suggestion.
E) indirect suggestion.

Question 64

Which of the following is NOT a valid reason for using dramatics in the sales presentation?

A) To provide a clear explanation of the product
B) To create two-way communications
C) To capture the prospect's interest
D) To increase the salesperson's persuasive powers
E) To create a powerful proof technique

Question 65

A Bounty paper towel salesperson shows a prospect how quickly the towel absorbs spilled coffee.This is an example of:

A) demonstration.
B) analogy marketing.
C) excessive dramatization.
D) indirect suggestion.
E) direct suggestion.

Question 66

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):

A) simile.
B) analogy.
C) metaphor.
D) parable.
E) image.

Question 67

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

A) Research results from independent studies
B) Past sales figures of the buyer
C) Guarantees and warranties
D) Customer testimonials
E) Proof results of the seller

Question 68

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

A) personalizing customer relationships.
B) making the sales presentation fun.
C) building trust through honesty.
D) controlling the sales presentation.
E) referring often to the competition.

Question 69

Which of the following statements about using dramatics in a sales presentation is most likely true?

A) Using dramatic demonstrations fails to set a salesperson apart from the majority of other salespeople.
B) A salesperson's own uncertainty about the use of dramatics increases the positive impact on the prospect.
C) A theatrical movie showing the history of the company is an example of dramatization.
D) Dramatics should be incorporated into all sales presentations due to their success rate.
E) Television commercials are a source of ideas for dramatizations.

Question 70

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

A) Metaphor
B) Simile
C) Analogy
D) Parable
E) Imagery

Question 71

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

A) metaphor.
B) simile.
C) analogy.
D) parable.
E) imagery.

Question 72

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

A) Sample ads
B) Product videos
C) Customer testimonials
D) The actual product
E) The product manual

Question 73

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

A) Erect posture
B) Firm handshake
C) Pleasant smile
D) Frequent eye contact
E) Stylish appearance

Question 74

Which type of suggestion is intended to evoke an opposite response from the prospect?

A) Countersuggestion
B) Autosuggestion
C) Prestige suggestion
D) Manipulative suggestion
E) Indirect suggestion

Question 75

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

A) Metaphor
B) Simile
C) Alliteration
D) Parable
E) Anagram

Question 76

What response is most likely expected from a prospect when a salesperson uses a counter suggestion such as,"Do you really want an SUV with all of these extra features?"

A) "I really don't need all of these extras. We should look at less expensive SUVs."
B) "Yes, this model has lots of features that aren't available on other SUVs."
C) "Okay. Show me some other SUVs which are better than this."
D) "Okay. What kind of SUV would you recommend we buy?"
E) "We should consider an SUV with fewer features."

Question 77

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):

A) indirect suggestion.
B) autosuggestion.
C) prestige suggestion.
D) manipulative suggestion.
E) counter offer.

Question 78

The real estate agent asked the young parents,"Do you really want to live so close to an elementary school?" This is an example of a(n):

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

Question 79

Which of the following is most likely true about proof statements?

A) Survey results from magazines are invalid proof statements.
B) Proof statements can substantiate a salesperson's product claims.
C) Past sales records are weak proof statements and infrequently used.
D) Company proof results are the most credible type of proof statements.
E) Proof statements encourage two-way communication with customers.

Question 80

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

A) Provide a countersuggestion quickly
B) Stop the presentation immediately
C) Defend the claims aggressively
D) Correct the prospect politely
E) Act diplomatically