Question 1

What are the guidelines for preparing and conducting a group sales presentation?

Accepted Answer

The answer of What are the guidelines for preparing and...

Question 2

When prospects participate in a sales presentation,they most likely:

Accepted Answer

A) bond with the salesperson 
B) ask more summative questions 
C) understand the product better 
D) use more nonverbal communication 
E) talk more often than the salesperson

Question 3

Angie Meecham works at the CosMetRx counter at a high-end department store. Her job is to give prospects a facial and makeover using CosMetRx products and then sell them the products she used. Angie always says that she's "in the business of making women feel good about how they look."
-Which of the following should Angie most likely focus on during her presentation?

Accepted Answer

A) the sleek packaging of CosMetRx products 
B) the history of the CosMetRx company 
C) the brightening facial effects of the product on the prospect 
D) the discounts the prospect can receive if she purchases now 
E) the toxin-free ingredients of CosMetRx products

Question 4

Angie Meecham works at the CosMetRx counter at a high-end department store. Her job is to give prospects a facial and makeover using CosMetRx products and then sell them the products she used. Angie always says that she's "in the business of making women feel good about how they look."
-Of the following,a prospect will be most likely to buy products from Angie if:

Accepted Answer

A) Angie emphasizes that she needs to earn her commission 
B) Angie gives the prospect a gift bag with a minimum purchase 
C) the prospect has seen a famous model advertising the brand 
D) the prospect can trust safety research about product ingredients 
E) the products make the prospect feel good about her appearance

Question 5

A successful sales presentation is:

Accepted Answer

A) the result of careful script-writing 
B) conducted the same way each time 
C) a model of good two-way communication 
D) more about the salesperson than the customer 
E) one that ends in a close

Question 6

List at least four of the seven guidelines that should be followed during preparation of a persuasive presentation.

Accepted Answer

The answer of List at least four of the seven...

Question 7

ScranTone is a paper mill and supplier serving the Upper Midwest. Since the commercial paper market is saturated, the only room for growth is to expand existing accounts or to win over competitors' accounts. Kevin Salazar is a sales representative who has gotten another meeting with the purchasing agent for the copy centers at a large university system. The purchasing agent has been buying from ScranTone's main competitor for three years. Kevin met with the purchasing agent two months ago but was unable to make a sale.
-Which need-satisfaction strategy does Kevin most likely use?

Accepted Answer

A) canned 
B) persuasion 
C) informative 
D) reminder 
E) adaptive

Question 8

Which type of sales presentation is built around a standard set of steps and tends to ignore the unique needs of each customer?

Accepted Answer

A) persuasive 
B) reminder 
C) informative 
D) consultative 
E) canned

Question 9

Which of the following is a characteristic of technical communication?

Accepted Answer

A) influence-driven 
B) benefit emphasis 
C) emotional 
D) subjective 
E) objective

Question 10

Paolo Rodrigues is a sales rep employed by Montano Travel Services. He is preparing to demonstrate a very complex computerized reservation system at a meeting with a corporate client. Which of the following guidelines would be most helpful as Paolo conducts the demonstration?

Accepted Answer

A) Use showmanship to build product interest. 
B) Use a portfolio to organize the key sales goals. 
C) Offer one idea at a time with an appropriate amount of detail. 
D) Be sure the sales demonstration gives the prospect a temporary feeling of ownership. 
E) Use the customer's own computer and equipment to demonstrate the product's features.

Question 11

Angie Meecham works at the CosMetRx counter at a high-end department store. Her job is to give prospects a facial and makeover using CosMetRx products and then sell them the products she used. Angie always says that she's "in the business of making women feel good about how they look."
-Since the majority of Angie's prospects are strangers who walk up to her counter without an appointment,what is the most important preparation Angie should do for the presentation?

Accepted Answer

A) Learn her products and how to give excellent facials and makeovers. 
B) Practice the standardized presentation script. 
C) Proofread her PowerPoint presentation to guarantee good grammar and spelling. 
D) Quickly search for the prospect on the Internet to glean basic information. 
E) Assume the prospect has never used makeup before.

Question 12

Web-based demonstrations can be an effective way to present when it is:

Accepted Answer

A) imperative that a customer see a full product demonstration 
B) important to meet face-to-face 
C) important to impress the buyer with technology 
D) necessary to provide factual data and research 
E) impossible or expensive to present in person

Question 13

A survey conducted by Selling Power magazine found that 87 percent of salespeople use ________ to deliver their sales presentations.

Accepted Answer

The answer of A survey conducted by Selling Power magazine...

Question 14

The ability to visualize an object,concept,or action not actually present is referred to as:

Accepted Answer

A) audio-visual aids 
B) concentration 
C) visualization 
D) imaging 
E) mental imagery

Question 15

ScranTone is a paper mill and supplier serving the Upper Midwest. Since the commercial paper market is saturated, the only room for growth is to expand existing accounts or to win over competitors' accounts. Kevin Salazar is a sales representative who has gotten another meeting with the purchasing agent for the copy centers at a large university system. The purchasing agent has been buying from ScranTone's main competitor for three years. Kevin met with the purchasing agent two months ago but was unable to make a sale.
-The first step Kevin Salazar should take in preparing for the presentation is to:

Accepted Answer

A) revisit the discount schedule for educational purchasers 
B) review his notes from the previous presentation he made to the buyer 
C) renew his personal commitment to pursuing the sale 
D) research the competition on the Internet 
E) revise the standard PowerPoint presentation

Question 16

Which term refers to a communication process by which you motivate someone else to voluntarily do something you'd like them to do?

Accepted Answer

A) persuasion 
B) rhetoric 
C) articulation 
D) negotiation 
E) enunciation

Question 17

When using graphs and charts,the salesperson should most likely:

Accepted Answer

A) assume the customer will understand them 
B) move past them quickly 
C) interpret them for the customer 
D) assume the customer will read them after the presentation 
E) bring only one or two hard copies,even when presenting for a group

Question 18

ScranTone is a paper mill and supplier serving the Upper Midwest. Since the commercial paper market is saturated, the only room for growth is to expand existing accounts or to win over competitors' accounts. Kevin Salazar is a sales representative who has gotten another meeting with the purchasing agent for the copy centers at a large university system. The purchasing agent has been buying from ScranTone's main competitor for three years. Kevin met with the purchasing agent two months ago but was unable to make a sale.
-How can Kevin make his presentation strategy more persuasive than technical,to appeal to the buyer's emotions?

Accepted Answer

A) Kevin can emphasize ScranTone's lower prices to the buyer. 
B) Kevin can reveal that this sale will be a significant portion of his quota,and ask the buyer to help him reach his goal. 
C) Kevin can help the buyer calculate the extra delivery costs from his current supplier. 
D) Kevin can focus on the specific benefits to the buyer of buying ScranTone's paper and of working with him through the full buying cycle. 
E) Kevin can build rapport with the buyer by talking about mutual acquaintances.

Question 19

Kaygo Tires, Inc. designs and manufactures tires for the trucking industry. Their products include tires for semi-cabs as well as trailers of various sizes and weight limits. Tyler, a sales representative for Kaygo, is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers.
-By creating a spreadsheet that will allow the buyer to enter current fuel costs and see recalculations of fuel costs that would occur from using Kaygo tires,the sales representative is creating:

Accepted Answer

A) an airtight argument against other tire vendors 
B) a way to involve the buyer in the presentation 
C) a program that should be created by the IT department 
D) an experience so elementary that it will patronize the buyer 
E) an ROI statement the buyer can take as a guarantee of savings

Question 20

Some of the most effective sales presentations combine telling,showing,and involvement of the prospect.

Accepted Answer

A) True 
 B)False

Exam 12: Creating Value with the Consultative Presentation