Deck 9: The Presentation: Elements of Effective Persuasion

Question 1

In which step of a sales presentation should the salesperson discuss how the product should be re-sold or,for an end-user,how the product should be used?

A) FAB step
B) use sequence
C) business proposition
D) marketing plan
E) trial close

Answer 1

D

Question 2

Which of the following (in the correct order)represents the three steps in an impactful sales presentation?

A) FAB, promotion 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

Answer 2

A

Question 3

A salesperson is trying to decide which element of the sales presentation mix to emphasize in a particular presentation.She wants to make sure her communication will resonate with the prospect.What term describes the process this salesperson is going through?

A) visual aids process
B) vendor analysis process
C) the customer benefit plan process
D) persuasive communication process
E) a communication audit process

Answer 3

D

Question 4

When the salesperson asked,"Do you really want your employees to have only minimal accident insurance?" he was mostly likely using what kind of suggestion?

A) suggestive proposition
B) prestige suggestion
C) direct suggestion
D) counter suggestion
E) auto suggestion

Question 5

"This protective coating is as tough as forged steel." What is this quote an example of?

A) visual
B) metaphor
C) dramatization
D) proof statement
E) simile

Question 6

"These Ready Rider shock absorbers cushion and protect your car from the rough spots on the highway.It's like having feather pillows under your car." Which of the following terms is this quote an example of?

A) analogy
B) visual
C) metaphor
D) simile
E) demonstration

Question 7

Based on what you have learned in this course,how would you suggest that Katanya make her sales presentations more persuasive?

A) Personalize the relationship with her customers.
B) Use body language.
C) Build trust by being honest with her customers.
D) Control the sales presentation.
E) All of these choices are correct.

Question 8

"Sometimes finding a good parking place is like hunting for a needle in a haystack." In a sales setting,which of the following best describes the previous statement?

A) metaphor
B) simile
C) analogy
D) dramatization
E) visual

Question 9

You have been asked by your regional sales manager to put together a brief presentation to new sales recruits highlighting the key themes associated with the notion of a presentation mix.Which of the following would you include in your presentation as a key presentation mix topics?

A) Evidence
B) conviction
C) SPIN
D) knowledge
E) questions

Question 10

Logical reasoning involves a presentation to prospects using three parts.Which of the following term(s)is/are NOT one of those three parts?

A) major premise
B) prestige premise
C) conclusion
D) minor premise
E) none of these choices are correct

Question 11

Which of the following best captures the essence of this statement by a salesperson: "The most prestigious automotive companies use this kind of leather in their interiors."

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

Question 12

"Can you imagine your sales force using this kind of a CRM system when making client calls?" What type of suggestion does the previous statement best illustrates?

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

Question 13

Which of the following should NOT be included as an element of a salesperson's presentation mix?

A) Conviction
B) Persuasive Communication
C) Visual aids
D) Dramatization
E) Participation

Question 14

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) knowledge, beliefs, desire, attitude, and conviction
D) conviction, knowledge, opinion, desire, and beliefs
E) attitude, knowledge, desire, beliefs, and action

Question 15

Roland sells appliances.He builds his sales presentations around a major premise like the savings a walk-in refrigerator will generate for a catering firm,a minor premise like my company's unit will reduce your electrical bill,and a conclusion.What persuasive technique is Roland using in his presentation?

A) empathy
B) syllogistic
C) logical reasoning
D) forestalling
E) objection postponing

Question 16

"Shouldn't you go ahead and order this patio furniture for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colours?" This is an example of what kind of suggestion?

A) suggestive proposition
B) prestige suggestion
C) direct suggestion
D) auto-suggestion
E) counter suggestion

Question 17

An appliance salesperson said the following to a client; "I suggest you buy the self-cleaning Hotpoint oven." What kind of suggestion is this salesperson using?

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

Question 18

What term refers to the elements the salesperson assembles to sell to prospects and customers?

A) key account list
B) marketing mix
C) sales activities guide
D) tactical promotion mix
E) sales presentation mix

Question 19

The textbook identifies metaphors as part of a salesperson arsenal of communication tools.Which of the following best describes a metaphor?

A) it is synonymous with "direct suggestions"
B) compares two different situations
C) it is a direct comparison statement using words such as "like" and "as"
D) is an implied comparison that triggers a vivid image
E) none of these choices are correct

Question 20

In which step should a salesperson ask a prospect to buy a product or service?

A) knowledge
B) attitude
C) conviction
D) belief
E) desire

Question 21

Which of the following is NOT a suggested guideline when using visual aids,dramatics,and demonstrations?

A) demonstrations should not include prospect participation
B) make demonstrations true to life
C) customize your presentation to the sales call objectives
D) practise your presentation in front of a mirror
E) all of these choices are correct

Question 22

Which of the following statements about using dramatics is suggested by the authors of the textbook in developing ideas for creating dramatic product presentation?

A) use approaches taken by your competitors
B) use colleagues to brainstorm ideas
C) look at "Youtube" advertisements
D) look at television advertisements
E) none of these choices are correct

Question 23

Which of the following is NOT an example of an evidence statement?

A) a guarantee
B) independent research results
C) a demonstration
D) the customer's past sales figures
E) all of these choices are correct

Question 24

Deep into his presentation to a potential life insurance customer,the company representative asks the following: "How does everything sound so far?" What is the representative doing by asking this question?

A) testing the water
B) using suggestive close
C) the balloon close
D) using a trial close
E) asking for the order

Question 25

Charles is in the market for a new lawnmower.After speaking to an employee at the local hardware store,Charles agrees to buy a top of the line industrial lawnmower.When the transaction was done,the employees looks up at Charles and asks the following question; "Charles,are you aware you could double the warranty period to 4 years by purchasing complementary insurance for as little as $59.00?" What is the employee doing by asking this question?

A) upsetting Charles
B) confusing Charles
C) cross-selling Charles
D) closing the sale
E) using the bundling technique

Question 26

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

A) order form
B) a chart
C) the prospect
D) a model of the product
E) sales manuals

Question 27

According to the textbook,what percentage of content do people remember from simply hearing a verbal presentation?

A) about 65 percent
B) about 25 percent
C) about 50 percent
D) about 10 percent
E) none of these choice are correct

Question 28

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

A) Rehearsed demonstrations are boring.
B) All presentations should have a demonstration.
C) A salesperson should have a demonstration objective.
D) Don't worry about the possibility of the demonstration backfiring.
E) Effective demonstrations often do not present the product in an ethical and professional manner.

Question 29

Technology can provide several tools that may help engage the prospect in the presentation process.Which of the following statements about the usage of technology is false?

A) ensures the professional feel of the presentation
B) sound bites and illustrations help may make your presentation engaging
C) often, the usage of technologies can make complex presentation easy to understand
D) provides quick reference points for product features and costs
E) provides for flexibility in presenting the product or service to different audiences

Question 30

Which of the elements of the presentation mix is incorporated into the visual part of the sales presentation?

A) dramatization
B) FAB
C) proof statements
D) participation
E) all of these choices are correct

Question 31

Salespersons often try to quantify the benefit or value of their product to the prospect. Which of the following statements is often true when dealing with business buyers?

A) business buyers tend to have backgrounds in accounting
B) business buyers see quantified benefits/value as an implied guarantee
C) business buyers tend to be bottom-line focused
D) business buyers find it easier to re-sell products with higher margins
E) none of these choices are correct

Question 32

Kathy,a sales representative for a manufacture of flexible aluminum ladders is thinking of using a demonstration to show prospects the value and safety associated with her product line.In preparing her demonstration,what question(s)should she ask herself first?

A) will the demonstration go as planned?
B) is the demonstration appropriate and needed?
C) have I developed specific objectives for my demonstration?
D) is my demonstration done in an ethical manner?
E) all of these choices are correct

Question 33

You have been asked to explain the term "Consultative Selling" to a group of new representatives.Which of the following is likely to be key to your explanation?

A) asking many questions
B) relating product benefits to prospect's needs
C) hiring a consultant to establish needs
D) closing early and often - always closing!
E) getting the prospect involved

Question 34

You are a salesperson for a manufacturer of MRI scanners.You are making your presentation when your prospect,a hospital administrator,receives a telephone call.What should you do as soon as you determine this is a confidential 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) Summarize what you said before the phone rang.
D) Immediately ask to reschedule your appointment.
E) Offer to leave the room.

Question 35

Which of the following can be used to induce a prospect's participation in a presentation?

A) product use
B) visuals
C) questions
D) demonstrations
E) all of these choices are correct

Question 36

About one third of the way through your presentation,the prospect brings up the competition and asks you about one of their products.What should you do under this scenario?

A) ignore the question and get back to your presentation
B) tell the customer you are familiar with that product (if you are) and explain how and why some of your current customers at one point used that competitor's product and now are your customers
C) go into a detailed explanation highlighting the features of your competitor's product
D) bring up all of negative issues associated with your competitor's product
E) try in a humours manner, put down the competitor's product

Question 37

"How does our delivery schedule sound to you?" What is this statement an example of?

A) closing technique
B) misdirected question
C) trial close
D) approach tactic
E) indirect suggestion

Question 38

Imagine 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 employee 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?" What should you do?

A) briefly restate the selling points in which the daycare owner was most interested
B) begin with more small talk
C) begin where you left off
D) offer to reschedule your appointment
E) start over at the first of the presentation

Question 39

What should a salesperson NOT do to improve the odds of having a successful demonstration?

A) let the prospect do something simple
B) set the stage for an effective approach
C) let the prospect work an important feature
D) let the prospect do something routine
E) ask the prospect questions throughout the demonstration

Question 40

Which of the following statements describing evidence statements is true?

A) Past sales made to a client should not be used as proof statements with that client.
B) Incorporating Evidence statements into your presentation can increase your prospect's confidence and trust.
C) When using independent research results, you should first identify the source of your information.
D) After giving your prospect the facts from an independent research report, you should not continue with your sales presentation until your prospect has had time to completely read and understand the report.
E) Professional buyers are seldom, if ever, impressed by testimonials from prominent people.

Question 41

Joe the plumber,handed a homeowner a piece of paper that a previous customer had written about his workmanship.What kind of evidence statement is Joe using?

A) independent research results
B) guarantee
C) testimonial
D) FAB
E) peace of mind

Question 42

The SPIN approach has four interrelated parts; Situation,product,implication,and need-payoff.

Question 43

Using the SELL sequence communication technique improves your chances of making the sale.

Question 44

When a landscaper contractor says to a homeowner,"a poorly manicured lawn is like a bad haircut." What terms best describes the landscaper's comment?

A) a metaphor
B) a FAB
C) description
D) a simile
E) an announcement

Question 45

"Thank you,Ms.Kwan for the camera order.By the way,were you aware that we offer first time purchasers like yourself a 40% discount on film ordered with the camera?" What technique is being used by the salesperson?

A) auto suggestion
B) over aggression
C) add-on selling
D) effective closing
E) direct question

Question 46

The presentation can be viewed as simply a continuation of the approach.

Question 47

"Our e-books are used by all the top universities in Canada." This is an example of a direct counter-suggestion.

Question 48

When Isaac was looking for advice on selling techniques,he was worried that his prospects were just not believing his factual statements and this was hurting his sales.Nancy didn't know what to say.Which of the following pieces of advice would you give him?

A) talk about FABs
B) say it with a straight face
C) give the prospect an actual demonstration
D) use a metaphor
E) use a trial close

Question 49

If you sell a product,chances are you will have competitors selling similar products.Which of the following is NOT one of the basic rules addressing the issue of competitors' products?

A) do no refer to the competition unless necessary
B) if necessary, address the competition only briefly
C) make a detailed comparison of your product and the competition's product
D) be professional at all times
E) illustrate to your prospect all the weakness and none of the strengths associated with your competitor's product

Question 50

Which of the following are general rules that should be followed when cross-selling?

A) Make sure it's related
B) Provide value
C) Close first-cross sell later
D) Plan ahead
E) all of these choices are correct

Question 51

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

Question 52

When should cross selling be attempted?

A) during the presentation
B) just before the close
C) during the introductions
D) once you have the original order in hand
E) at any time in the sales process

Question 53

During her presentation,Jane asked John,"How do you like our 24-hour technical support line?" What techniques is Jane using?

A) needs analysis
B) a trial close
C) personal question
D) need creation
E) personalizing the relationship

Question 54

John wants to close the deal and tells the prospect the following; "let's sign the contract now as prices are likely to increase in the next few weeks" (assume the statement is true).What technique is John using?

A) suggestive proposition
B) hard selling
C) limited time offer
D) direct close
E) high pressure selling

Question 55

Whether a prospect buys or does not buy represents a choice decision.

Question 56

As a computer salesperson,you should know that the prospect will not want a computer unless he or she needs it.

Question 57

There are some basic rules that all effective PowerPoint based presentation should have.Which of the following is NOT considered a best practice?

A) have an introduction slide with an agenda
B) do not add the prospect's logo to your slides
C) avoid clip art
D) focus your attention on the audience not the slides
E) practice until you and your slides are perfectly synchronized

Question 58

Which of the following terms requires that salespeople be empathetic,keep the message simple,create mutual trust and actively listen when dealing with a prospect?

A) trial closes
B) selling sequences
C) following up
D) persuasive communication
E) objection handling

Question 59

The prospect must become a customer (make a purchase)before he or she can enter the conviction stage.

Question 60

The ultimate goal of a presentation is to sell products or services.

Question 61

In order to make the sale,it is NOT necessary to get a prospect to participate in the presentation.

Question 62

A salesperson using the suggestive proposition would use the following statement; "Mary,just imagine how well your sales force will perform with this advanced customer database software?"

Question 63

Professional salespeople realize that it is generally a mistake to allow the prospect to hold your catalogue,price list,or brochure during a presentation.

Question 64

The best visual aid is showing your buyer the actual product.

Question 65

It is NOT best practice to include "trial closes" after showing or demonstrating a major feature of your product during a presentation.

Question 66

It will accomplish little if the salesperson tries to appeal to the prospect's basic human senses during the presentation.

Question 67

Every time John sells a new computer,he makes a point of asking the customer the following,"may I suggest you purchase accidental damage insurance for your new lap top!"
John is using a technique called "value added selling."

Question 68

No matter which of the four sales presentation methods a salesperson uses,her presentation must follow three essential steps.List them.

Question 69

During your presentation,your prospect's secretary runs into the boardroom and hands a phone to your prospect - it is obvious this is an urgent call.In this situation,the salesperson should make it comfortable on the prospect by stopping the presentation and stepping out of the room.

Question 70

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

Question 71

Cross selling can effectively provide you with more sales and improve the customer purchase experience.

Question 72

Technology can provide excellent methods of presenting information to the buyer in a visually attractive and dramatic manner.

Question 73

Guarantees,company results and independent research are examples of so called "simile statements."

Question 74

Identify and describe the five purposes of a sales presentation?

Question 75

Salespeople should develop presentations that appeal a prospect's senses,as prospects often make purchase decision based on emotional needs.

Question 76

The most powerful non-verbal selling technique is the smile.

Question 77

It may help a salesperson to improve sales if he personalizes his relationship with his customers.

Question 78

One of the key questions salespeople should ask themselves before using a demonstration as part of a presentation is to determine a specific demonstration objective.

Question 79

Dramatization refer to discussing the product in a striking,showy,or extravagant manner.

Question 80

A simile is a direct comparison statement using words such as "like" or "as."