Deck 12: Creating Value With the Consultative Demonstration

Question 1

When prospects participate in a sales demonstration,they:

A)tend to bond with the salesperson
B)usually ask more questions
C)receive one of the most effective sales demonstrations
D)almost always buy the product
E)talk more than the salesperson does

Answer 1

C

Question 2

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

Answer 2

False

Question 3

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

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

Answer 3

D

Question 4

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

Question 5

Prospects are often willing to participate in a presentation held off premises.

Question 6

In some cases,it is not practical to demonstrate the product itself.

Question 7

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:

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 8

The salesperson should personally inspect all equipment and products before his or her sales presentation to ensure everything is working properly.

Question 9

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

Question 10

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

A)overcome the prospect's doubts with a demonstration
B)convert features to benefits
C)cover one idea at a time
D)appeal to more than one sense
E)not assume too much technical knowledge

Question 11

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

Question 12

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

Question 13

Letters from satisfied customers are ineffective sales tools.

Question 14

The components of the demonstration worksheet form are the features to be demonstrated,proof device to be used,what you will say,and:

A)when to ask for the close
B)when you will involve the prospect
C)when you will show and tell
D)what the customer is likely to say
E)what you or the customer will do

Question 15

Sight is considered the most powerful attention-attracting sense;therefore,it is the most important motivating force in every selling situation.

Question 16

A need-satisfaction question can help move the sale forward.

Question 17

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

Question 18

Words often provide only part of the meaning attached to messages that flow between the salesperson and the prospect.

Question 19

It is almost impossible for clients to understand some products without a well-planned demonstration.

Question 20

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

Question 21

During the product approach and to strengthen product claims,the salesperson uses which of the following?

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

Question 22

When using graphs and charts,the salesperson:

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

Question 23

Statements,reports,testimonials,customer data,and photographs are all examples of:

A)proof devices
B)presentation software
C)PowerPoint slides
D)product literature
E)presentation strategies

Question 24

A salesperson uses which of the following to discover needs,confirm the selection,and resolve complaints?

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

Question 25

Which of the following statements regarding audiovisual presentations is true?

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 26

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

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)too difficult to coordinate schedules of the attendees
E)impossible or expensive to present in person

Question 27

A salesperson uses which of the following when a customer has made a buying decision,immediately recognizes the solution,or gives closing signals?

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

Question 28

A feeling of ownership in the customer creates:

A)a sense of camaraderie
B)a desire to own the product
C)a lag in the desire to purchase the product
D)word-of-mouth sales
E)resistance to price increases

Question 29

PowerPoint presentations are an easy and inexpensive way to give a(n):

A)sample of product literature for the customer to keep
B)interactive demonstration
C)sample of your product
D)professional-looking presentation
E)research summary

Question 30

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

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 31

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?

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 32

An effective sales demonstration is the result of both:

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

Question 33

A salesperson uses which of the following to overcome objections?

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

Question 34

Jeremiah knows that it is possible to prepare a sales demonstration that is too structured and so mechanical that the prospect feels like a number.Marketing people refer to this as what effect of the selling-buying process?

A)depersonalization
B)personalization
C)focalization
D)massification
E)concentration

Question 35

Which of the following statements concerning laptop computers is true?

A)Laptop computers cannot access crucial systems remotely.
B)Laptops require salespeople to stick to a strict script instead of presenting customized demos.
C)Many of the things needed during a sales presentation can be stored in a laptop.
D)Thirty-seven percent of salespeople use laptops to deliver their sales presentations.
E)Presentation tools such as PowerPoint presentations and web demonstrations do not run well on laptops.

Question 36

Test results are most effective as a demonstration tool when:

A)they are part of a bound paper presentation
B)they come from a respected independent agency
C)they have been presented to the prospect in a spreadsheet or chart
D)they demonstrate that the product is superior to the competition
E)they have been sponsored by the vendor

Question 37

Gary Eberle,owner of Eberle Winery,recognizes that the presentation of a quality wine should reach the prospect through the following senses:

A)taste,touch,and smell
B)touch,sight and feel
C)taste,touch and investment value
D)hearing,feel and spirit
E)taste,smell,sight and hearing

Question 38

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

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

Question 39

The best selling tool is most often:

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

Question 40

If a salesperson was attempting to develop a feeling of ownership in a prospect shopping for a diamond ring,s/he might:

A)explain the concept of the four C's
B)explain the store's installment payment plan for the item
C)lay the ring on black velvet to enhance its brilliance
D)inform the customer of the gem's clarity
E)encourage the customer to try it on

Question 41

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.
As part of the preparation for the presentation,the sales representative should:

A)research the trucking company's operations and needs
B)memorize the standardized presentation script
C)install web conferencing software on the buyer's computer
D)come up with a persuasive argument for the buyer
E)include as much information as possible in the presentation

Question 42

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:

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

Question 43

A successful sales presentation is:

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 44

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?

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 45

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

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 46

List the guidelines that should be followed when planning effective demonstrations.

Question 47

One danger of relying too heavily on a technical presentation is:

A)bringing along heavy equipment
B)missing the opportunity to create a relationship with the customer
C)impressing the customer with your technical savvy
D)failing to convey product knowledge
E)using unnecessarily expensive devices

Question 48

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

Question 49

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 Need-Satisfaction Strategy does Angie use?

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

Question 50

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

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 51

Salespeople need to be prepared for a presentation to:

A)stick to a standard script
B)run longer than planned
C)be a one-way presentation to the buyer
D)be identical to the other presentations given that day
E)identify the same problems for each different prospect

Question 52

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

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

Question 53

List the primary benefits of the sales demonstration.

Question 54

To present product features and benefits in an interesting and appealing way requires some amount of ________.

Question 55

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

Question 56

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

Question 57

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:

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 58

A well-planned ________ adds sensory appeal to the product,attracts the customer's attention,stimulates interest and creates desire.

Question 59

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.
The sales representative goes into the presentation with the trucking company buyer knowing he is competing against:

A)the industry leader
B)the lowest-priced competitor
C)the company's current tire provider
D)last year's prices
E)the next-best alternative

Question 60

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?

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

Question 61

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:

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 62

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.
The first step Kevin Salazar should take in preparing for the presentation is to:

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 63

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 focus on during her presentation?

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 64

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.
Which Need-Satisfaction Strategy does Kevin use?

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

Question 65

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:

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 66

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.
Why would Kevin Salazar bother to meet with the head of purchasing when the same head chose a competitor after the last presentation Kevin made?

A)The buyer is now social friends with Kevin's cousin,so they have a connection.
B)Kevin needs to meet a quota of presentations for the month.
C)The competition offers an inferior product.
D)The previous presentation must have been a failure.
E)Any number of things could have changed with the buyer's situation or needs.

Question 67

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.
What is one possible pitfall Kevin Salazar should be aware of when giving the presentation?

A)He needs to promote the benefits of ScranTone without saying anything negative about the current supplier.
B)The buyer must have disliked Kevin not to have purchased from him in the past.
C)He needs to talk down to the buyer to make sure the buyer understands.
D)A successful presentation could end up with an order bigger than ScranTone can handle.
E)This account could make or break his quota for the month.