Question 1

Pictures, models, videotapes, films, or slides are the best alternatives if a demonstration is not feasible.

Accepted Answer

A) True 
 B)False

Question 2

As the pet storeowner was explaining her idea for a promotion, the salesperson asked, "Should you buy three or four cases of dog treats for your "Pamper Your Pet" promotion?" This is an example of a(n):

Accepted Answer

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

Question 3

According to the text, what are the three essential steps within the sales presentation, in the correct order?

Accepted Answer

A)  Price, marketing plan, and FAB 
B)  FAB, business proposition, and marketing plan 
C)  Marketing plan, FAB, and business proposition 
D)  Business proposition, FAB, and marketing plan 
E)  FAB, marketing plan, and business proposition

Question 4

The real estate agent asked the young parents, "Do you really want to live so close to an elementary school?" This is an example of a(n):

Accepted Answer

A)  suggestive proposition. 
B)  prestige suggestion. 
C)  direct suggestion. 
D)  autosuggestion. 
E)  countersuggestion.

Question 5

A Bounty paper towel salesperson shows a prospect how quickly the towel absorbs spilled coffee. This is an example of:

Accepted Answer

A)  demonstration. 
B)  analogy marketing. 
C)  excessive dramatization. 
D)  indirect suggestion. 
E)  direct suggestion.

Question 6

What are proof statements? Why do salespeople often use proof statements?

Accepted Answer

The answer of What are proof statements? Why do salespeople...

Question 7

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

Accepted Answer

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

Question 8

"Based on your needs, I suggest you buy the model 1000 copier." The salesperson is making a(n):

Accepted Answer

A)  countersuggestion. 
B)  prestige suggestion. 
C)  autosuggestion. 
D)  direct suggestion. 
E)  indirect suggestion.

Question 9

To show the strength of a plastic pallet, the salesperson asked a group of prospects to step into the parking lot and watch as he drove his car across a pallet. He then got out of the car and asked a prospect to examine the pallet for cracks or breaks. This theatrical presentation of a product's feature is called:

Accepted Answer

A)  dramatization. 
B)  analogy marketing. 
C)  countersuggestion. 
D)  prestige proof statement. 
E)  autosuggestion.

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

a(n. _____ type of suggestion implies that the prospect should act immediately.

Accepted Answer

A)  suggestive proposition 
B)  countersuggestion 
C)  autosuggestion 
D)  prestige suggestion 
E)  indirect suggestion

Question 12

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.

Accepted Answer

A) True 
 B)False

Question 13

Logical reasoning involves a presentation constructed around three parts: an overview, a major premise, and a trial close.

Accepted Answer

A) True 
 B)False

Question 14

"You ought to buy that scarf. It is just like the one I saw actress Julia Roberts wearing when she visited the Metropolitan Museum." The salesperson is making a(n):

Accepted Answer

A)  ideal-self suggestion. 
B)  autosuggestion. 
C)  countersuggestion. 
D)  prestige suggestion. 
E)  direct suggestion.

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

Which of the following statements about using dramatics in a sales presentation is most likely true?

Accepted Answer

A)  Using dramatic demonstrations fails to set a salesperson apart from the majority of other salespeople. 
B)  A salesperson's own uncertainty about the use of dramatics increases the positive impact on the prospect. 
C)  A theatrical movie showing the history of the company is an example of dramatization. 
D)  Dramatics should be incorporated into all sales presentations due to their success rate. 
E)  Television commercials are a source of ideas for dramatizations.

Question 17

Which of the following is NOT a valid reason for using dramatics in the sales presentation?

Accepted Answer

A)  To provide a clear explanation of the product 
B)  To create two-way communications 
C)  To capture the prospect's interest 
D)  To increase the salesperson's persuasive powers 
E)  To create a powerful proof technique

Question 18

Which of the following is most likely true about proof statements?

Accepted Answer

A)  Survey results from magazines are invalid proof statements. 
B)  Proof statements can substantiate a salesperson's product claims. 
C)  Past sales records are weak proof statements and infrequently used. 
D)  Company proof results are the most credible type of proof statements. 
E)  Proof statements encourage two-way communication with customers.

Question 19

Which term refers to combining a question with a discussion of a product's FABs?

Accepted Answer

A)  SWOT analysis 
B)  Marketing mix 
C)  SELL sequence 
D)  Sales presentation mix 
E)  Product dramatization

Question 20

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

Accepted Answer

A) True 
 B)False

Exam 11: Elements of a Great Sales Presentation

Pictures, models, videotapes, films, or slides are the best alternatives if a demonstration is not feasible.

As the pet storeowner was explaining her idea for a promotion, the salesperson asked, "Should you buy three or four cases of dog treats for your "Pamper Your Pet" promotion?" This is an example of a(n) :

According to the text, what are the three essential steps within the sales presentation, in the correct order?

The real estate agent asked the young parents, "Do you really want to live so close to an elementary school?" This is an example of a(n) :

A Bounty paper towel salesperson shows a prospect how quickly the towel absorbs spilled coffee. This is an example of:

What are proof statements? Why do salespeople often use proof statements?

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

"Based on your needs, I suggest you buy the model 1000 copier." The salesperson is making a(n) :

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

a(n. _____ type of suggestion implies that the prospect should act immediately.

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.

Logical reasoning involves a presentation constructed around three parts: an overview, a major premise, and a trial close.

"You ought to buy that scarf. It is just like the one I saw actress Julia Roberts wearing when she visited the Metropolitan Museum." The salesperson is making a(n) :

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

Which of the following statements about using dramatics in a sales presentation is most likely true?

Which of the following is NOT a valid reason for using dramatics in the sales presentation?

Which of the following is most likely true about proof statements?

Which term refers to combining a question with a discussion of a product's FABs?

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