Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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?"

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

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

Question 4

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

Accepted Answer

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 5

John wants to close the deal and tells the prospect the following; "let's sign the contract now as prices are likely to increase in the next few weeks" (assume the statement is true).What technique is John using?

Accepted Answer

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

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

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 8

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

Accepted Answer

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

Question 9

Describe the terms simile, and analogy and provide an example of each.

Accepted Answer

The answer of Describe the terms simile, and analogy and...

Question 10

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

Accepted Answer

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 11

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?

Accepted Answer

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 12

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?

Accepted Answer

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 13

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

Accepted Answer

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

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

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?

Accepted Answer

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

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

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

Exam 9: The Presentation Elements of Effective Persuasion

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

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?"

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

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

John wants to close the deal and tells the prospect the following; "let's sign the contract now as prices are likely to increase in the next few weeks" (assume the statement is true) .What technique is John using?

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

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

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

Describe the terms simile, and analogy and provide an example of each.

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

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?

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?

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

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

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?

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

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

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