Elements of a Great Sales Presentation Test Bank Docx Ch.10

ABC's of Relationship Selling, 13e (Futrell)

Chapter 10 Elements of a Great Sales Presentation

1) A salesperson who uses puffery in a sales presentation is more likely to make a sale than the one who does not.

2) Presentation is a continuation of the sales approach.

3) A sales presentation has to be delivered after the prospect has reached the conviction stage of the mental buying process.

4) The major purpose of the sales presentation is to provide information.

5) During the sales presentation, the salesperson should provide information that encourages the prospect to develop positive beliefs about the product.

6) The prospect reaches the conviction stage after buying the product.

7) A marketing plan explains what the customer will receive in return for buying the product or service.

8) For corporate products, the usage instructions should be presented as a marketing plan.

9) During a sales presentation, it is best to begin with the FAB sequence, then present the business proposition, and next the marketing plan.

10) Great FAB Sequences require preparation and knowledge about a salesperson's firm, its services, policies, and procedures as well as a high level of customer understanding.

11) The SELL Sequence is an effective form of persuasive communication.

12) An effective trial close, most often, takes the form of a close-ended question.

13) The five elements of the sales presentation mix are the product, the prospect, proof statements, visuals and the salesperson.

14) Trial close is generally used before answering an objection.

15) If presented in too straightforward a manner, the logical reasoning presentation may be too blunt.

16) The three parts of logical reasoning are a major premise, a minor premise, and a conclusion.

17) A salesperson who sells office furnishings is using an autosuggestion when she says, "Based on my measurements, I suggest you purchase three modular units."

18) A public relations firm is trying to convince a former president of the U.S. that he needs the services of this publicist. When the publicist says, "We currently are handling public relations for the royal family of Monaco, Prince Andrew of Great Britain, and Colin Powell," the public relations firm is using a prestige proposition.

19) A salesperson using a direct suggestion might begin by saying, "Mr. and Mrs. Smith, just imagine never having to worry about money during your retirement years."

20) A textbook salesperson who says, "Instructors at Harvard and Yale really like this new approach to marketing," is using a suggestive proposition.

21) Television commercials use autosuggestion frequently.

22) Counter suggestions are not very effective for premium products.

23) A salesperson can improve sales by personalizing relationships with customers.

24) A salesperson should control the sales presentation.

25) Persuasive communication does not use nonverbal communications.

26) It is generally a mistake to allow the prospect to hold your catalog, price list, or brochure during a sales presentation.

27) In order to make the sale, it is not necessary to get a prospect to participate in the sales presentation.

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

29) Proof statements are to be presented soon after completing the sales presentation.

30) Although they are useful with final consumers, testimonials from satisfied customers mean little to professional buyers, who think such "proof" is usually faked.

31) Example of proof statements include past sales figures, independent research results and testimonials.

32) Proof statements generated from the salesperson's company are less credible than proof statements from an outside organization.

33) Visuals integrated into sales presentations increase retention and reduce misunderstandings.

34) The actual product may not be considered as a visual aid to use during a sales presentation?

35) In some instances, your buyer will use your visuals to sell your product or service to their supervisor or management team.

36) Effective demonstrations reduce a prospect's resistance to making a purchase.

37) Radio commercials are an effective idea development tool for the dramatization of a product.

38) Before using a demonstration in a sales presentation, a salesperson should determine the probability that his or her demonstration will backfire.

39) To maintain the spontaneity of a presentation, professional salespeople should not rehearse.

40) Interruptions are commonplace during sales presentations.

41) A salesperson should refer to the competition at length during the approach and more briefly in trial closings.

42) Industrial products salespeople are likely to make detailed comparisons to their competition and to stress customer service and product guarantees.

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

44) According to the Core Principles of Professional Selling, which of the following is essential for building a true relationship between the buyer and seller?

A) Organized presentations

B) Value pricing

C) Qualified salespeople

D) Continuous interaction

E) Ethical service

45) The main goal of a sales presentation is to:

A) provide information to the prospect.

B) make a long lasting impression on the prospects.

C) help in closing the sale.

D) reduce customer objections.

E) ensure that the approach is positive.

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

A) Attention, desire, opinion, conviction and sale

B) Knowledge, action, opinion, conviction and desire

C) Attitude, knowledge, desire, beliefs and conviction

D) Conviction, knowledge, opinion, desire and beliefs

E) Attitude, knowledge, desire, beliefs and action

47) A salesperson should ask a prospect to buy a product only when the prospect reaches the ________ stage of the mental buying process.

A) knowledge

B) attitude

C) conviction

D) belief

E) desire

48) The first essential step of the sales presentation is discussing the:

A) product's FABs.

B) marketing plan.

C) SELL sequence.

D) business proposition.

E) firm's warranties.

49) John Devos wants to give a presentation to retailers on the new line of angular washing machines launched by his company. At what stage in the presentation should John include some tips for selling these washing machines to end users?

A) While discussing the FAB of the product.

B) While presenting the marketing plan.

C) Before discussing the FAB of the product.

D) While explaining the business proposition.

E) At the end of his presentation.

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

A) SWOT analysis

B) Marketing mix

C) SELL sequence

D) Sales presentation mix

E) Product dramatization

51) Which statement regarding SELL sequence is NOT correct?

A) The SELL Sequence is a great method of determining if the FAB is of interest to the buyer

B) The SELL Sequence is an effective form of persuasive communication.

C) The SELL sequence should always be used by a salesperson at the closing stage

D) When a question is integrated with the product's FAB, it forms the SELL Sequence.

E) SELL sequence is part of essential steps within the presentation stage.

52) Which statement regarding trial close is NOT correct?

A) The trial close should never be used after answering an objection .

B) The trial close serves as an excellent method to ensure the customer understands the benefits of your services and products

C) An effective trial close, most often, takes the form of an open-ended question.

D) By using open-ended trial-close questions, you provide buyers with an opportunity to explain their understanding of the benefit

E) The trial close should be used after making a strong selling point in the presentation

53) All of the following are best practices to ensure FAB sequences are effective, EXCEPT?

A) Avoid incorporating proof statements within FAB sequences.

B) Structure and convey your FAB Sequences as you would in a business conversation

C) Integrate a trial close after your FAB Sequences.

D) FAB Sequences should use specific language.

E) FAB Sequences should be logical

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

A) FAB, marketing plan, business proposition

B) Pricing strategy, marketing plan, FAB

C) Business proposition, FAB, marketing plan

D) FAB, business proposition, marketing plan

E) Marketing plan, FAB, business proposition

55) The second essential step of a sales presentation is the:

A) FAB step.

B) SELL sequence.

C) business proposition.

D) marketing plan.

E) trial close.

56) The third essential step of a sales presentation is the explanation of the:

A) products' FAB.

B) marketing plan.

C) SELL sequence.

D) business proposition.

E) trial close.

57) A solar heating system salesperson says "by using this system you increase your profits by 20%." The salesperson is stating a:

A) product benefit.

B) product advantage.

C) business proposition benefit.

D) business proposition advantage.

E) marketing advantage.

58) The ________ refers to the elements the salesperson assembles to make sales to prospects and customers.

A) key account list

B) marketing mix

C) sales activities guide

D) tactical promotion mix

E) sales presentation mix

59) Which of the following is one of the elements of the salesperson's presentation mix?

A) Proof

B) Conviction

C) Trial close

D) Knowledge

E) Questions

60) All of the following are components of the salesperson's presentation mix EXCEPT:

A) persuasive communication.

B) unbiased conviction.

C) participation.

D) demonstration.

E) dramatization.

61) Salespeople use ________ to decide which element of the sales presentation mix to emphasize in a particular presentation.

A) visual aids

B) vendor analysis

C) the customer benefits plan

D) persuasive communication

E) a social audit

62) The salesperson should decide which element(s) of the presentation mix to emphasize in a particular presentation based primarily on:

A) sales call objective, customer profile and customer benefit plan.

B) financial objectives, product newness, number of customers and inventory levels.

C) competitor activity, current inventory levels and bonus plans.

D) persuasive communication, competitor activity and financial objectives.

E) inventory levels, financial objectives, marketing plan and distribution strategy.

63) Direct suggestion is most likely popular among professional salespeople because the method:

A) encourages immediate purchases.

B) links products to famous people and firms.

C) requires buyers to imagine using a product.

D) relies on inoffensive buying suggestions and recommendations.

E) relates competing products to negative information and quality concerns.

64) Logical reasoning is best described as a:

A) persuasive sales technique that uses suggestions to persuade prospects to buy.

B) method that uses a major premise, a minor premise and a conclusion.

C) method for personalizing the relationship between the buyer and the seller.

D) tool that integrates visual aids, technology, and dramatization.

E) diplomatic way of persuading a prospect to listen closely.

65) A salesperson of Excel Solar Systems says during her presentation "All hospitals need a clean, silent, and eco-friendly source of power. Our solar packs are the best solution available for this requirement. It will be a great idea to buy and use them in your hospital." Which selling technique is being used by the salesperson?

A) Direct suggestion

B) Suggestive proposition

C) Indirect suggestion

D) Logical reasoning

E) Auto suggestion

66) Which of the following involves a presentation constructed around three parts?

A) Participation

B) Trial closes

C) Dramatization

D) Logical reasoning

E) Visual aids

67) When James sells Tiromat Powerpak, a packaging machine for forming, filling and sealing food products, he begins by telling the customer, "Everyone in the food industry would like to save money and time on equipment cleaning." Then he says, "With the Tiromat Powerpak, you have a machine that can be disassembled for high-pressure cleaning and then reassembled more quickly than any other machine currently on the market." In conclusion, Tiromat says, "Thus, I believe that you need to buy our new Powerpak packaging machine." James is using ________ to sell his machines.

A) direct suggestion

B) suggestive propositions

C) logical reasoning

D) sell sequence

E) persuasive communication

68) Karl Mekelsson sells refrigeration units to businesses. He builds his sales presentations around a major premise like the savings a walk-in refrigerator will generate for a catering firm and a minor premise like how his company's unit will reduce electrical bills and a conclusion. Karl is most likely using:

A) suggestive proposition.

B) the syllogistic method.

C) collective bargaining.

D) indirect suggestions.

E) logical reasoning.

69) Austin began his sales presentation by stating, "All organizations strive to operate more efficiently." Then, he proceeded to explain why his company's computer network system operates more efficiently than other systems. He concluded his presentation by saying, "So, you have to agree that you should buy my company's system." Austin was using ________ to make his sale.

A) a prestige suggestion

B) counter-offering

C) logical reasoning

D) choice narrowing

E) empathy

70) A(n) ________ type of suggestion implies that prospects should act immediately.

A) suggestive proposition

B) counter suggestion

C) autosuggestion

D) temporal-based suggestion

E) indirect suggestion

71) "Shouldn't you go ahead and order swimsuit stock for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colors?" This is an example of a(n):

A) suggestive proposition.

B) prestige suggestion.

C) direct suggestion.

D) autosuggestion.

E) counter suggestion.

72) "There could be a price hike in these items next month. Why don't you buy some extra stock now?" This is an example of:

A) suggestive proposition.

B) prestige suggestion.

C) direct suggestion.

D) autosuggestion.

E) counter suggestion.

73) ________ asks the prospect to visualize using the same products that famous people or companies use.

A) Suggestive proposition

B) Prestige suggestion

C) Direct suggestion

D) Autosuggestion

E) Image suggestion

74) The statement, "The finest hospitals in the country are using this neonatal incubator," is an example of a(n):

A) suggestive proposition.

B) prestige suggestion.

C) direct suggestion.

D) autosuggestion.

E) counter suggestion.

75) "You ought to buy that scarf. It is just like the one that I saw Julia Roberts wearing when she was dining at the Blue Goose Inn." This is an example of a(n):

A) suggestive proposition.

B) prestige suggestion.

C) direct suggestion.

D) autosuggestion.

E) counter suggestion.

76) ________ attempts to have prospects imagine using the product themselves.

A) Suggestive proposition

B) Prestige suggestion

C) Empathetic suggestion

D) Autosuggestion

E) Ideal-self suggestion

77) The statement, "Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" is an example of a(n):

A) suggestive proposition.

B) prestige suggestion.

C) direct suggestion.

D) autosuggestion.

E) counter suggestion.

78) The statement, "Just imagine how much your family will enjoy camping in this new tent," is an example of a(n):

A) suggestive proposition.

B) prestige suggestion.

C) direct suggestion.

D) autosuggestion.

E) counter suggestion.

79) "Can you imagine how excited your family will be when you tell them you have purchased this Disneyland vacation package?" This is an example of a(n):

A) suggestive proposition.

B) prestige suggestion.

C) direct suggestion.

D) autosuggestion.

E) counter suggestion.

80) When the appliance salesperson said, "Based on the features you desire, I suggest you buy the self-cleaning Hotpoint oven," the salesperson was making a(n):

A) suggestive proposition.

B) prestige suggestion.

C) direct suggestion.

D) autosuggestion.

E) counter suggestion.

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

A) empathetic.

B) conclusive.

C) inoffensive.

D) impersonal.

E) logical.

82) Which type of suggestion method seeks to create doubt about a competitor's products?

A) Suggestive proposition

B) Empathic suggestion

C) Manipulative suggestion

D) Autosuggestion

E) Indirect suggestion

83) On referring to a new product launched by a competitor, Ryan asked a buyer "Do you know anyone who uses that product?" Which suggestion did Ryan use?

A) Auto suggestion

B) Direct suggestion

C) Alternate suggestion

D) Counter suggestion

E) Indirect Suggestion

84) As the pet storeowner was explaining her idea for a promotion, the salesperson asked, "Do you think you should buy 3 or 4 cases of dog treats for your 'Pamper Your Pet' promotion?" This is an example of a(n):

A) counter offer.

B) autosuggestion.

C) empathy suggestion.

D) prestige suggestion.

E) indirect suggestion.

85) The dairy salesperson asked the store purchasing agent, "Do you think you'll need 10 or 12 pallets of ice cream for your 'Summer Buster' sales promotion?" This is an example of a(n):

A) counter offer.

B) autosuggestion.

C) empathy suggestion.

D) manipulative suggestion.

E) indirect suggestion.

86) Which type of suggestion is intended to evoke an opposite response from the prospect?

A) Indirect suggestion

B) Suggestive proposition

C) Prestige suggestion

D) Autosuggestion

E) Countersuggestion

87) Which technique is most effective when a salesperson has determined that a prospect wants a high-quality product?

A) Counter suggestion

B) Autosuggestion

C) Empathy suggestion

D) Manipulative suggestion

E) Indirect suggestion

88) What response is most likely expected from a prospect when a salesperson uses a counter suggestion such as, "Do you really want a payroll software system with all of these extra features?"

A) "I really don't need all of these extras. We should look at less expensive options."

B) "Yes, your system has lots of features that aren't available on other available software systems."

C) "Okay. Show me some other software systems which are better than this."

D) "Okay. What kind of software systems would you recommend we buy?"

E) "We should consider software system with fewer features."

89) According to the text, a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:

A) personalizing customer relationships.

B) making the sales presentation fun.

C) building trust through honesty.

D) controlling the sales presentation.

E) referring often to the competition.

90) A salesperson tells his customer, "You are not only buying my products but me as well!" What could be the purpose of this statement?

A) He is using a trial close.

B) He is trying to personalize the relationship.

C) He is using a standing-room close.

D) He is showing his eagerness to close the deal.

E) He is persuading the client to make a decision soon.

91) The best nonverbal selling technique is the:

A) handshake.

B) smile.

C) pointing finger.

D) nodding head.

E) shoulder shrug.

92) What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?

A) Give green signals.

B) Take control of the presentation.

C) Use the Paul Harvey dialogue.

D) Act diplomatically.

E) Politely correct the prospect.

93) All of the following are useful for encouraging a prospect's participation in the presentation EXCEPT:

A) product use.

B) visuals.

C) questions.

D) demonstrations.

E) premiums.

94) Encouraging a prospect to touch or taste a product is most likely a salesperson's attempt to:

A) attempt a trial close.

B) engage in a dialogue.

C) develop creative imagery.

D) appeal to the prospect's senses.

E) build a relationship with the prospect.

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

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.

96) Which of the following is NOT an example of a proof statement?

A) A guarantee.

B) Independent research results.

C) A demonstration.

D) The customer's past sales figures.

E) A testimonial.

97) Which type of proof statement would be best for a salesperson trying to convince a current customer to place a larger order?

A) Research results from independent studies

B) Past sales figures of the buyer

C) Guarantees and warranties

D) Customer testimonials

E) Proof results of the seller

98) During the sales presentation, the salesperson said, "I guarantee my company's air filters will outperform the competition's filters or I'll buy them all back." This is an example of a(n):

A) demonstration.

B) dramatization.

C) FAB sequence.

D) proof statement.

E) visual aid.

99) Star Drilling Company produces Auger-a moving device used in mines. In a recent advertisement, the firm featured the president of the National Mining Association stating, "I can guarantee the performance of Star Augers." This is an example of:

A) a guarantee statement.

B) a testimonial.

C) dramatization.

D) an expert opinion technique.

E) a witness statement.

100) Which of the following assures prospects that if they are dissatisfied with their purchase, the salesperson or the company will stand behind the product?

A) Reviews

B) Testimonials

C) Guarantees

D) Company proof results

E) Independent research studies

101) Which of the following regularly provides independent research results about various products?

A) Consumer Reports

B) Time Magazine

C) Money Magazine

D) Wall Street Journal

E) New York Times

102) A salesperson is LEAST likely to use visuals during a sales presentation to:

A) reduce misunderstanding.

B) increase prospect retention.

C) exhibit professionalism.

D) create a lasting impression.

E) identify customer objections.

103) In a sales presentation, visual aids are important to sales success because customers are more likely to:

A) request warranties.

B) limit interruptions.

C) retain details they hear.

D) respond to direct questions.

E) remember information that they see.

104) What is considered the best visual aid to use during a sales presentation?

A) Sample ads

B) Product videos

C) Customer testimonials

D) The actual product

E) A product manual

105) Which of the following is NOT an example of a visual aid?

A) An order form

B) A chart

C) A demonstration

D) A model of the product

E) Sales manuals

106) Which of the following is NOT a correct statement regarding visual aids?

A) Sometimes, buyers use visuals provided to them by salespeople to convince their supervisor or management team.

B) Visuals should contain succinct, logical information that will help the customer remember key benefits.

C) Effective visuals only garner attention and they do not have an objective.

D) Effective visuals interpret data and analysis.

E) Effective visuals tend to reduce the clutter on the slide.

107) To show the strength of a plastic pallet, the salesperson asked the prospect to step into the parking lot. Once they were in the parking lot, the salesperson laid a pallet on the ground and drove his car across the pallet. Then he got out of the car and asked the prospect to examine the pallet for cracks or breaks. This theatrical presentation of a product's feature is called a(n):

A) dramatization.

B) analogy marketing.

C) FAB testimonial.

D) prestige proof statement.

E) autosuggestion.

108) Knowing his prospect would be concerned about the possibility of contamination of the foods he was processing with his packing equipment, Alec opened by saying, "To prove to you the conveyer belt lubricant I'm offering you is non-toxic, I'm going to eat a spoon-full right now." This theatrical presentation is an example of:

A) dramatization.

B) analogy marketing.

C) competitive advantage.

D) industrial proof.

E) sample advertising.

109) Which of the following statements about using dramatics as part of a sales presentation is most likely true?

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.

110) Which among the following is NOT a valid reason for using dramatics in the sales presentation?

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.

111) George Wynn was a salesperson best known for:

A) encouraging ethics and honesty in the selling profession.

B) developing the parallel dimensions of selling.

C) selling industrial products to global firms.

D) employing autosuggestion techniques.

E) using dramatic demonstrations.

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

A) demonstration.

B) analogy marketing.

C) excessive dramatization.

D) indirect suggestion.

E) direct suggestion.

113) Which of the following statements about the use of demonstrations in sales presentations is true?

A) Rehearsed demonstrations bore prospects.

B) Industrial product presentations require demonstrations.

C) Demonstrations should be appropriate and appear natural.

D) Demonstrations do not backfire when a product is well-made.

E) Effective demonstrations involve complex products for end users.

114) To have an effective demonstration the salesperson should do all of the following EXCEPT:

A) letting the prospect do something simple.

B) setting the stage for approaching the prospect.

C) encouraging the prospect to use an important feature.

D) allowing the prospect to do a repeatable task.

E) asking the prospect questions during the demonstration.

115) A successful demonstration should have all of the following characteristics EXCEPT being:

A) organized.

B) necessary.

C) ethical.

D) theatrical.

E) professional.

116) To have an effective demonstration in a sales presentation, you, as the salesperson, should:

A) conduct unrehearsed and natural demonstrations.

B) develop an all-purpose demonstration for most selling situations.

C) encourage prospect participation in the demonstration.

D) require the prospect to perform a complex task.

E) attempt trial closes before the demonstration.

117) Demonstrations, dramatics, and visual aids in sales presentation are most likely used for all of the following reasons EXCEPT:

A) comparing competitor's products.

B) creating two-way communication.

C) engaging the prospect through participation.

D) capturing the prospect's attention and interest.

E) allowing the prospect to set the stage for closing the sale.

118) Which of the following is an example of a guideline to follow when using visual aids, dramatics, and demonstrations?

A) Let the presentation come naturally; do not rehearse.

B) Avoid trial closes during a demonstration.

C) Make your sales objectives simple, clear, and straightforward.

D) Maintain control by discouraging prospect participation.

E) Use a memorized sales presentation to ensure that no FAB is omitted.

119) Lena Getz has just finished demonstrating the durability of her company's upholstery fabric. To find out if this feature is important to her prospect, she should:

A) use a trial close.

B) hand her catalog to the prospect.

C) use a probe question.

D) use the questions approach.

E) lead into a benefit.

120) Which of the following should NOT be considered by you for using video conferencing technology when making a sales presentation?

A) Make sure everyone has the software or access to the software application for the video conference.

B) Place yourself in the viewer's shoes.

C) Have a contingency plan.

D) To come across a natural person, avoid any practice

E) Understand how people will interact with you

121) As per the text, technology can help salespeople during sales presentations because of all the points mentioned, EXCEPT,

A) Using a computer tablet in front of the buyer can be impressive.

B) Technology enables the presentation of video clips and sound bites.

C) Analytical software can quickly crunch data-providing instant solutions to buyers' questions..

D) Technology restricts methods of presenting information to the buyer in a visually attractive and dramatic manner

E) Technology has truly expanded and improved video conferencing

122) What is the primary purpose of the sales presentation goal model?

A) Minimizing unfavorable features

B) Maintaining two-way communication

C) Choosing the best marketing mix components to stress

D) Capturing the prospect's attention during a sales presentation

E) Determining which elements of the sales presentation mix to use

123) You are a salesperson for a manufacturer of neonatal incubators. While you are making the presentation, your prospect, a hospital administrator, receives a telephone call. What should you do if you determine this is a personal call?

A) Insist the hospital administrator ignore the call since this is your appointed time.

B) Look over the material you previously covered and prepare a written summary.

C) Politely request for the attention of the prospect.

D) Remain quiet and wait for the prospect to finish talking.

E) Offer to leave the room.

124) Imagine that you are trying to sell baby furniture to a daycare owner. You are in the midst of your presentation when one of your prospect's employees enters the room to talk about a sick child. After a 10-minute conversation, the employee leaves. The daycare owner turns to you and says, "Now what were we discussing?" You should:

A) briefly restate the selling points in which the daycare owner was most interested.

B) continue with the rest of the presentation after some small talk.

C) continue the presentation from where you stopped.

D) offer to reschedule your appointment.

E) start your presentation from scratch.

125) Which of the following statements is true about how you, as a salesperson, should cope with the competition during a sales presentation?

A) It is impossible to develop a sales presentation without specifically referring to the competition.

B) Comments about the competition should be based on information gathered from other salespeople.

C) When selling industrial products, avoid making detailed comparisons with a competitor.

D) Ignore customer comments and questions about a competitor's product.

E) Negative comments about a competitive product may insult the prospect.

126) Which of the following questions is part of the sales presentation goal model?

A) How will you introduce yourself and the firm?

B) What suggestion technique will be suitable?

C) What features and benefits will you emphasize?

D) How will you design and display visual aids?

E) What approach method would be appropriate?

127) Describe the three essential steps of sales presentations.

128) What are the six elements of the sales presentation mix?

129) What is logical reasoning? Provide an example to illustrate your answer.

130) Describe how a salesperson selling long distance service would use logical reasoning to construct a sales presentation.

131) Describe three types of suggestions used by salespeople. Provide an example of each to illustrate your answer.

132) Why is building trust with customers important? How can a salesperson build trust with a customer?

133) List eight types of visuals commonly used in sales presentations.

134) How technology can help salespeople during sales presentations?

135) Imagine that you are talking to the owner of a motel chain about buying furniture from your company. His secretary comes in and asks him to sign some papers immediately. He takes about ten minutes to read over the papers before he signs them. What should you as the professional salesperson do?

136) What is discussed in the marketing plan of a sales presentation?

137) When should a salesperson use a suggestive proposition to close the sale?

138) The travel agent says, "Imagine yourself lounging by the pool with a cold drink in your hand and a waiter close by to cater to your every whim." What kind of a suggestion is the travel agent using?

139) Quinton sells irrigation equipment to farmers. He tells a prospect, "Did you see how well your neighbor Bill Emerson's crops did last year in spite of the drought? He is one of my long-time customers." What kind of suggestive selling is Quinton using?

140) What is the best nonverbal selling technique?

141) List the four techniques a salesperson can use to induce customer participation in a sales presentation.

142) Why do salespeople often use proof statements?

143) What are two benefits of including a demonstration in a sales presentation?

144) Where does the ideal sales presentation take place?

145) Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products."

When Austin asks a prospective CEO to imagine how pleased his customers will be when they receive a custom-designed picnic hamper from Clearwater, Austin is using:

A) a prestige suggestion.

B) counter-offering.

C) logical reasoning.

D) autosuggestion.

E) empathy.

146) Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products."

Austin is having difficulty closing a sale with a particular customer even after repeated calls. The prospect keeps delaying the buying decision. What kind of suggestion technique should Austin use to close the sale?

A) Autosuggestion

B) Suggestive suggestion

C) Prestige suggestion

D) Direct suggestion

E) Counter suggestion

147) Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products."

As proof statements of the superiority of Clearwater Hampers, Austin should most likely use:

A) dramatizations.

B) free sample hampers.

C) Clearwater's website.

D) customer testimonials.

E) the SELL sequence.

148) Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products."

Austin should use visual aids, dramatics, and demonstrations in his sales presentation to prospective customers to do all of the following EXCEPT to:

A) clarify the services his firm provides.

B) create two-way communication.

C) capture the prospect's attention.

D) increase his persuasive powers.

E) create cognitive dissonance.