Deck 10: Elements of a Great Sales Presentation

Question 1

Counter suggestions are not very effective for premium products.

Answer 1

False

Question 2

Television commercials use autosuggestion frequently.

Answer 2

True

Question 3

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.

Answer 3

False

Question 4

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 5

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

Question 6

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

Question 7

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 8

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

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

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 11

A salesperson can improve sales by personalizing relationships with customers.

Question 12

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

Question 13

Trial close is generally used before answering an objection.

Question 14

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

Question 15

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

Question 16

Presentation is a continuation of the sales approach.

Question 17

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

Question 18

The prospect reaches the conviction stage after buying the product.

Question 19

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

Question 20

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

Question 21

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

Question 22

Visuals integrated into sales presentations increase retention and reduce misunderstandings.

Question 23

A salesperson should control the sales presentation.

Question 24

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

Question 25

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

Question 26

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

Question 27

A simile compares two different situations that have something in common,such as comparing a rocking horse to the movement of a sailboat.

Question 28

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

Question 29

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

Question 30

Interruptions are commonplace during sales presentations.

Question 31

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

Question 32

Persuasive communication does not use nonverbal communications.

Question 33

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

Question 34

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

Question 35

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

Question 36

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

Question 37

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

Question 38

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

Question 39

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

Question 40

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

Question 41

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 42

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 43

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 44

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 45

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 46

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 47

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 48

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 49

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 50

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 51

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 52

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 53

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 54

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 55

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 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 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 58

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 59

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 60

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 61

_____ 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 62

"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 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

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 65

"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 66

"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 67

The dairy salesperson 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)counter offer.
B)autosuggestion.
C)empathy suggestion.
D)manipulative suggestion.
E)indirect suggestion.

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

On referring to a new product launched by a competitor,Ryan asked a buyer "Do you know anyone who uses that product?" Which suggestion did Ryan use?

A)Auto suggestion
B)Direct suggestion
C)Alternate suggestion
D)Counter suggestion
E)Indirect Suggestion

Question 70

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

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

Question 71

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 72

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 73

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

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

Question 74

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 75

As the pet storeowner was explaining her idea for a promotion,the salesperson asked,"Do you think you should buy 3 or 4 cases of dog treats for your 'Pamper Your Pet' promotion?" This is an example of a(n):

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

Question 76

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 77

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 78

Which technique is most effective when a salesperson has determined that a prospect wants a high-quality product?

A)Counter suggestion
B)Autosuggestion
C)Empathy suggestion
D)Manipulative suggestion
E)Indirect suggestion

Question 79

_____ 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 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