Question 1

With today's fierce competition for similar products,you can enhance your sales potential with proof of ________ ________.

Accepted Answer

The answer of With today's fierce competition for similar products,you...

Question 2

A working model can be a satisfactory substitute for demonstrating the product itself.

Accepted Answer

A) True 
 B)False

Question 3

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 4

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

Accepted Answer

A) True 
 B)False

Question 5

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,who has been buying from ScranTone's main competitor for three years,since a month after Kevin's last presentation to the buyer.
-If the head of purchasing does not respond to Kevin Salazar's sales presentation by placing an order,Kevin should:

Accepted Answer

A) list the opportunity as "Lost" in the CRM system 
B) list the opportunity as "Lost" in the CRM system and send the head of purchasing a letter outlining the weaknesses of the competition 
C) list the opportunity as "Lost" in the CRM system but set up a reminder to make contact with the head of purchasing again in six months 
D) list the opportunity as "Pending" in the CRM system and call to ask for the order in two weeks 
E) list the opportunity as "Pending" in the CRM system so the sales manager will not remove it from Kevin's pipeline report

Question 6

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 7

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 he conducts the demonstration?

Accepted Answer

A) Use showmanship to build interest in the new reservation system. 
B) Use a portfolio to organize the key sales goals. 
C) Offer one idea at a time,and be sure that the customer understands each point before moving on. 
D) Be sure the sales demonstration gives the prospect a temporary feeling of ownership. 
E) Use the customer's own computer to demonstrate the product.

Question 8

During the benefit approach,to match up solutions,and build support for the solution,the salesperson uses:

Accepted Answer

A) questioning skills 
B) presenting benefits 
C) demonstrating skills 
D) negotiating skills 
E) closing skills

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

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 her a gift bag with a minimum product purchase 
C) the prospect has seen a famous model advertising the brand 
D) the prospect can trust research into the safety of the ingredients in the products 
E) the products make the prospect feel good about the way she looks

Question 11

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.A sales representative for Kaygo is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers.
-Which Need-Satisfaction Strategy should the sales representative use?

Accepted Answer

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

Question 12

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 decisionmaking is important. 
E) Professional titles are used quite often in business dealings.

Question 13

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 14

Mario Cortez is preparing a sales demonstration that will be presented to a buying team made up of health care personnel.It is very important that he:

Accepted Answer

A) recognizes that printed documents provide the only credible form of proof for the audience 
B) understands that communication via the spoken word alone is very difficult 
C) conducts the demonstration at a hotel or motel 
D) develops a highly structured demonstration that will save time 
E) save all the questions for the end of the presentation

Question 15

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) The 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 satisfaction of CosMetRx users 
E) a tour of the manufacturing facilities

Question 16

An effective sales demonstration may give the prospect a temporary feeling of ownership.

Accepted Answer

A) True 
 B)False

Question 17

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 18

Overstructured sales demonstrations may cause a customer to feel like a number.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements regarding audiovisual presentations is true?

Accepted Answer

A) Focus your presentation on the features that have the greatest "wow factor." 
B) At the conclusion of the presentation,persuade the prospect to buy. 
C) Show the entire presentation and then answer questions. 
D) Be sure the prospect knows the purpose of the presentation. 
E) Ask the prospect not to ask questions or clarify details until you have gone through the entire presentation.

Question 20

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.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

Exam 12: Creating Value With the Consultative Demonstration

With today's fierce competition for similar products,you can enhance your sales potential with proof of .

A working model can be a satisfactory substitute for demonstrating the product itself.

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

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

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 he conducts the demonstration?

During the benefit approach,to match up solutions,and build support for the solution,the salesperson uses:

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

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

An effective sales demonstration is the result of both:

Mario Cortez is preparing a sales demonstration that will be presented to a buying team made up of health care personnel.It is very important that he:

An effective sales demonstration may give the prospect a temporary feeling of ownership.

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

Overstructured sales demonstrations may cause a customer to feel like a number.

Which of the following statements regarding audiovisual presentations is true?