Question 1

Mario Cortez is preparing a sales presentation for a buying team made up of health care personnel.It is most important that he:
A) recognize that printed documents provide the only credible form of proof for the audience
B) understand that communication via the spoken word alone is very difficult
C) conduct the demonstration at a neutral location
D) develop a highly structured demonstration to save time
E) save all the questions for the end of the presentation

Accepted Answer

Understanding that communication via the spoken word alone is difficult is the most important for a sales presentation to a buying team. Health care personnel are often busy and may have limited attention spans, so it's crucial for Mario Cortez to be able to convey his message effectively through verbal communication. Providing visual aids, such as slides or product demonstrations, can also be helpful, but the ability to communicate clearly and persuasively through speech is paramount.

Question 2

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

Accepted Answer

While high quality audiovisual presentations are valuable tools, they cannot replace the human interaction and personal touch provided by a skilled salesperson. A salesperson can read and respond to the audience, tailor their pitch to specific needs and objections, and build relationships with potential customers. Audiovisual presentations may enhance the sales pitch, but they cannot replace the salesperson's role in the sales process.

Question 3

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

Accepted Answer

This is true. By telling the prospect about the product or service, showing them how it works or its benefits, and involving them in the process (through demonstrations or interactive elements), the presentation can be more engaging and persuasive.

Question 4

When prospects participate in a sales presentation,they most likely:
A) bond with the salesperson
B) ask more summative questions
C) understand the product better
D) use more nonverbal communication
E) talk more often than the salesperson

Accepted Answer

Prospects are likely to understand the product better when participating in a sales presentation as they have an opportunity to ask questions, see demonstrations and gain a deeper understanding of the product or service being offered. While bonding with the salesperson, asking questions, using nonverbal communication, and talking more often than the salesperson may all occur during a sales presentation, understanding the product better is the most likely outcome.

Question 5

An effective sales presentation involves showing the prospect how the product fills specific needs.

Accepted Answer

An effective sales presentation should always identify and address the prospect's specific needs and how the product or service can meet those needs. This helps the prospect understand the value proposition and how the product can benefit them, ultimately increasing the chances of a sale.

Question 6

Most prospects are willing and eager to participate in a presentation held off premises.

Accepted Answer

Most prospects may not be eager to participate in off-premises presentations due to the inconvenience, unfamiliarity of the location, or the extra effort required to attend.

Question 7

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

Accepted Answer

When a sales presentation is overly structured and robotic, it can make the customer feel disregarded and like they're just another number to the salesperson.

Question 8

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

Accepted Answer

Sometimes the product may be too large or too expensive to demonstrate, or the target audience may be located in a different geographic area. In such cases, alternative methods such as videos, virtual reality, or 3D models may be used to showcase the product.

Question 9

Letters from satisfied customers are ineffective sales tools.

Accepted Answer

Letters from satisfied customers can be effective sales tools as they provide social proof and can convince potential customers to purchase a product or service.

Question 10

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

Accepted Answer

Rehearsal is always important regardless of how well planned a presentation is. It helps the presenter to become comfortable with the content, timing, and delivery, and also to anticipate and prepare for potential questions or objections from the audience.

Question 11

Which of the following is an accurate statement regarding the sales presentation?
A) It is best to communicate all you know about the product.
B) The location of the sales presentation is an irrelevant factor.
C) Each product feature is of equal importance to every customer.
D) Appealing to the prospect's senses makes the sales presentation more powerful.
E) A sales presentation that does not use technology is not likely to be successful.

Accepted Answer

Appealing to the prospect's senses through visual aids, demonstrations, and examples makes the sales presentation more memorable and impactful. It helps to create a connection between the product and the prospect's emotions and senses. The other choices are inaccurate as it is not necessary or advisable to communicate every detail of the product, location can be a critical factor, not every feature is equally important to every customer, and a sales presentation can be successful without technology depending on the product and audience.

Question 12

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

Accepted Answer

Graphs, while descriptive, often require interpretation to explain the data, trends, and significance of the information presented, ensuring the prospect fully understands the material.

Question 13

There are several different types of presentations,and the salesperson should choose the one most likely to influence the prospect.

Accepted Answer

Different types of presentations can be more effective in different scenarios, so it's important for the salesperson to choose the most appropriate one for the particular prospect and situation.

Question 14

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

Accepted Answer

Some products can be complex or technical in nature, making it difficult for clients to fully understand them without a clear and concise presentation.

Question 15

The components of a typical presentation worksheet 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

Accepted Answer

The other options are all related to the presentation itself, while option E is about what happens after the presentation. It is important to plan and consider what actions you or the customer will take following the presentation, such as scheduling a follow-up meeting or signing a contract.

Question 16

When a prospect simply cannot imagine how a product can be used,a salesperson's best strategy is to:
A) use a product demonstration
B) convert features to benefits
C) cover one idea at a time
D) appeal to more than one sense
E) use more technical terms

Accepted Answer

A product demonstration is the best strategy for helping a prospect visualize how a product can be used. It allows them to see the product in action and understand its features and benefits in a tangible way.

Question 17

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

Accepted Answer

A working model can give a good idea of how the product will work, its features, and potential issues. It can also help to identify areas for improvement before the actual product is built.

Question 18

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

Accepted Answer

The salesperson should take the time to verify that all equipment and products are in proper working order before presenting them to a potential customer. This will help avoid any embarrassing situations during the presentation and help build the trust and confidence of the customer.

Question 19

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

Accepted Answer

While sight is a powerful attention-attracting sense and plays a significant role in many selling situations, it is not universally the most important motivating force in every situation. Factors such as emotional appeal, practical need, personal recommendations, and auditory stimuli can also be highly influential, depending on the context and the product or service being sold.

Question 20

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

Accepted Answer

A need-satisfaction question helps the salesperson understand the customer's needs and desires, allowing them to suggest products or services that will satisfy those needs. This can move the sale forward by showing the customer that the salesperson understands their needs and has the solutions they are looking for.

Quiz 12: Creating Value With the Consultative Presentation

Mario Cortez is preparing a sales presentation for a buying team made up of health care personnel.It is most important that he: