Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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 out of the blue,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 3

PowerPoint enables salespeople to provide customers with:

Accepted Answer

A)  product brochures 
B)  interactive demonstrations 
C)  numerous product samples 
D)  professional-looking presentations 
E)  valid and reliable research summaries

Question 4

A(n)________ is a portable case or loose-leaf binder containing a wide variety of sales-supporting materials.

Accepted Answer

The answer of A(n)________ is a portable case or loose-leaf...

Question 5

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.
-Tyler is bringing technical reports,company brochures,and written testimonials from customers to the sales meeting.Which need-satisfaction strategy is Tyler most likely going to use?

Accepted Answer

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

Question 6

As the quality of audiovisual presentations improves,the salesperson's importance will diminish.

Accepted Answer

A) True 
 B)False

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 head of purchasing 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 again two months ago but was unable to make a sale.
-Why would Kevin Salazar most likely meet with purchasing agent again after being denied a sale?

Accepted Answer

A)  Kevin's sales manager requires that he use a canned presentation. 
B)  Kevin needs to meet a quota of sales presentations for the month. 
C)  The competition offers an inferior product to Kevin's company. 
D)  The previous presentation focused too much on customer needs. 
E)  Kevin wants to show a strong commitment to getting the buyer's business.

Question 8

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 9

An effective sales demonstration is the result of both:

Accepted Answer

A)  showmanship and visual stimulation 
B)  timeliness and talent 
C)  confidence and congeniality 
D)  planning and practice 
E)  personality and skills

Question 10

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.
-Of the following,which would be the most effective proof device to demonstrate the benefits of Kaygo tires?

Accepted Answer

A)  a detailed PowerPoint presentation 
B)  a test-drive in which the buyer can feel the difference in tires 
C)  a testimonial from another buyer about the excellent post-sale service 
D)  a research report showing decreased fuel costs from using the tires 
E)  a series of questions designed to discover what the buyer needs

Question 11

When a prospect simply cannot imagine how a product can be used,a salesperson's best strategy is to:

Accepted Answer

A)  use a product demonstration 
B)  convert features to benefits 
C)  cover one idea at a time 
D)  appeal to more than one sense 
E)  use more technical terms

Question 12

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."
-The proof device Angie is most likely to use is:

Accepted Answer

A)  FDA safety ratings for the ingredients used in the products 
B)  the makeover itself 
C)  testimonials by the other CosMetRx sales representatives at the counter 
D)  survey results of satisfied CosMetRx users 
E)  a tour of the manufacturing facilities

Question 13

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 14

Which of the following is a guideline for presenting in front of a group?

Accepted Answer

A)  Identify and present primarily to the main decision-maker. 
B)  Identify the titles and roles of the people who will attend. 
C)  Arrive exactly in time for the presentation. 
D)  Be sure your presentation is characterized by technical depth and detail. 
E)  Be ready to "wing it" on questions the audience might ask.

Question 15

Which of the following is an accurate statement regarding the sales presentation?

Accepted Answer

A)  It is best to communicate all you know about the product. 
B)  The location of the sales presentation is an irrelevant factor. 
C)  Each product feature is of equal importance to every customer. 
D)  Appealing to the prospect's senses makes the sales presentation more powerful. 
E)  A sales presentation that does not use technology is not likely to be successful.

Question 16

The best selling tool is most often:

Accepted Answer

A)  the product 
B)  a photograph or illustration 
C)  testimonials of satisfied customers 
D)  videocassette recordings 
E)  a referral

Question 17

Rehearsal of a sales presentation is not important if the presentation is well planned.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is true of doing business in Italy?

Accepted Answer

A)  Businesspeople tend to be quite informal in terms of introductions and dress. 
B)  Entertaining clients at your home is considered better than doing so in a restaurant. 
C)  Gifts are considered bribes and will insult the recipients. 
D)  Most Italian businesspeople are in a hurry, so quick decision making is important. 
E)  Professional titles are used quite often in business dealings.

Question 19

Most prospects are willing and eager to participate in a presentation held off premises.

Accepted Answer

A) True 
 B)False

Question 20

Since graphs are usually quite descriptive,no interpretation is necessary for the prospect to understand the material.

Accepted Answer

A) True 
 B)False

Exam 12: Creating Value With the Consultative Presentation

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

PowerPoint enables salespeople to provide customers with:

A(n)________ is a portable case or loose-leaf binder containing a wide variety of sales-supporting materials.

As the quality of audiovisual presentations improves,the salesperson's importance will diminish.

Which of the following is a characteristic of technical communication?

An effective sales demonstration is the result of both:

When a prospect simply cannot imagine how a product can be used,a salesperson's best strategy is to:

A successful sales presentation is:

Which of the following is a guideline for presenting in front of a group?

Which of the following is an accurate statement regarding the sales presentation?

The best selling tool is most often:

Rehearsal of a sales presentation is not important if the presentation is well planned.

Which of the following is true of doing business in Italy?

Most prospects are willing and eager to participate in a presentation held off premises.

Since graphs are usually quite descriptive,no interpretation is necessary for the prospect to understand the material.