Question 1

Why is communication via the spoken word alone so difficult?
A)Sometimes different accents are hard to understand.
B)Customers speak different languages,hence verbal communication is not always possible.
C)Sight is considered the most powerful attention-attracting sense.
D)Many salespeople are not that articulate.
E)Due to communication-style bias that can arise between the buyer and seller.

Accepted Answer

The answer of Why is communication via the spoken word...

Question 2

What would be the best way to provide proof that a $ 1000 laser printer is better than a $ 200 basic printer?
A)Show the customer testimonials of happy customers.
B)Quantify the solution for the customers.
C)Compare the parts of the $ 1000 laser printer with the $ 200 basic printer.
D)Compare the features of a $ 1000 laser printer to a $ 200 basic printer.
E)Show the customer material that has been printed on both printers.

Accepted Answer

The answer of What would be the best way to...

Question 3

In a non-manipulative selling approach each presentation is:
A)custom tailored
B)negotiation oriented.
C)transactional.
D)price oriented.
E)standardized.

Accepted Answer

In a non-manipulative selling approach, each presentation is custom tailored to fit the specific needs and preferences of the individual customer. This approach prioritizes building relationships and trust with customers over simply making sales, which can lead to more long-term success for the business.

Question 4

Emma relies heavily on ________ which illustrate a change of some variable in her sales presentation.
A)graphs
B)pictures
C)reprints
D)catalogues
E)models

Accepted Answer

Graphs are visual aids that are used to illustrate changes in variables. They are commonly used in sales presentations to help the audience understand the information being presented. Therefore, the best choice for Emma would be graphs.

Question 5

"Mr.Jackson,I would like to share with you some written testimonials from people who have stayed at our hotel." This statement is an example of a:
A)proof device.
B)confirmation question.
C)informative presentation.
D)bridge statement.
E)summary confirmation question.

Accepted Answer

The answer of "Mr.Jackson,I would like to share with you...

Question 6

One of the most important ways to prepare and deliver a successful demonstration is by:
A)doing it.
B)memorizing.
C)asking questions.
D)acting spontaneously.
E)rehearsing.

Accepted Answer

Rehearsing is the most important way to prepare and deliver a successful demonstration. This will help you to identify any issues or obstacles you may encounter during the actual demonstration and allow you to make necessary adjustments. Memorizing may make the demonstration seem robotic and may hinder your ability to adapt to unexpected scenarios. Asking questions and acting spontaneously may also be important, but they should be done within the context of a well-rehearsed demonstration.

Question 7

Kamal has indicated he wants a car which will enable him to transport his skis without the use of a ski rack.The salesperson should therefore emphasize the following during the demonstration:
A)outdoor temperature sensors
B)affordability of the car
C)superior tires for wet and icy driving conditions
D)convenient place to mount a ski rack
E)foldable rear seats to make room for long objects

Accepted Answer

Kamal's main concern is transporting skis without the use of a ski rack, so the most relevant feature to highlight during the demonstration is the foldable rear seats that create extra space for long objects such as skis. A, B, and C are not directly related to Kamal's request, and D suggests a solution (using a ski rack) that Kamal has explicitly stated he does not want.

Question 8

When selling a yacht,what would be the most appropriate tool for demonstration?
A)Web based demonstrations
B)Photos and brochures
C)Catalogues
D)Reprints
E)Models

Accepted Answer

Models provide a tangible, scaled-down version of the yacht, allowing potential buyers to better visualize and understand the design and features.

Question 9

When the prestigious Journal of the American Medical Association published a very positive article on Dermabond,________ were quickly used to help educate doctors on the product's merits.
A)illustrations
B)samples
C)graphs
D)portfolios
E)reprints

Accepted Answer

Reprints are commonly used by pharmaceutical companies to distribute a published article showcasing a positive review of their product to healthcare professionals. This helps to educate physicians on the beneficial aspects of the product and increase brand recognition.

Question 10

In a presentation which utilizes state-of-the-art audiovisual technology,the main focus in the sales presentation should be to:
A)understand the needs of the customer.
B)gain a competitive advantage over other salespeople.
C)explain the product features.
D)make the demonstration more interactive.
E)show the latest technology.

Accepted Answer

The answer of In a presentation which utilizes state-of-the-art audiovisual...

Question 11

Most effective demonstrations balance telling,showing and:
A)active listening.
B)trial closing.
C)customer involvement.
D)negotiating.
E)asking questions.

Accepted Answer

Customer involvement is a crucial element of effective demonstrations. Along with telling and showing, involving the customer in the demonstration helps to create a sense of ownership and engagement in the product or service being presented. Active listening, trial closing, negotiating, and asking questions are important aspects of the sales process, but are not necessarily essential components of a demonstration.

Question 12

Making an effective audiovisual presentation involves:
A)using audio-visual technology to enhance the sales demonstration,not replace the demonstration.
B)explaining the purpose of the presentation.
C)clarifying points and allowing the customer to ask questions.
D)ensuring the presentation is interactive and encourages buyer participation.
E)all of the above

Accepted Answer

All of the above options are essential for making an effective audiovisual presentation. Using audio-visual technology to enhance the sales demonstration is necessary, but it should not replace the actual demonstration. It's essential to explain the purpose of the presentation, clarify points, and encourage customer participation by allowing them to ask questions. All these factors contribute to an effective audiovisual presentation.

Question 13

A luxury cruise sales rep can use ________ most effectively to illustrate the ship's physical layout.
A)models
B)the product itself
C)photos
D)illustrations
E)testimonials

Accepted Answer

Models can provide a three-dimensional representation of the ship's physical layout, allowing customers to visually see the size and space of the ship. This can be helpful in demonstrating the luxury amenities and accommodations offered on the cruise.

Question 14

A possible way to quantify the solution would be to:
A)compare your features to competitors' features.
B)compare cost of features to the opportunity cost.
C)compare your price with competitors' prices.
D)do a return-on-investment.
E)do a price-quality analysis.

Accepted Answer

A return-on-investment analysis will allow for quantifying the solution by calculating the overall profitability of the solution and comparing it to the initial investment. This will provide a clear understanding of the financial benefits of implementing the solution. Comparing features, costs, and prices can be useful but they don't necessarily quantify the solution in terms of profitability.

Question 15

The purpose of offering a product trial is to:
A)execute a trial close as soon as possible.
B)create an impulse buy.
C)get the customer's attention.
D)create customer's desire for the product.
E)generate customer's interest.

Accepted Answer

The purpose of offering a product trial is to create a desire for the product in the customer. By giving them the opportunity to try it out, they can experience its benefits firsthand and become more motivated to purchase it.

Question 16

Relationships are enhanced by the salesperson's ability to communicate with_____________.
A)A focus group
B)A laptop computer
C)Microsoft Office
D)Creativity
E)Empathy

Accepted Answer

The answer of Relationships are enhanced by the salesperson's ability...

Question 17

Salespeople are in a strong position to close a sale if they put emphasis on
A)product features
B)price
C)variety
D)quality
E)relationship

Accepted Answer

Building a strong relationship with the customer is the best choice. In today's market, customers are looking for a personal connection with the salesperson and a level of trust before making a purchase. By establishing a personal relationship, the customer is more likely to trust the salesperson's recommendations and opinions, leading to increased sales. While product features, price, variety, and quality are important, they do not outweigh the importance of building a relationship with the customer.

Question 18

_________ is an interesting and attractive way to communicate an idea to others.

Accepted Answer

The answer of _________ is an interesting and attractive way...

Question 19

A sales presentation which is too structured and not customized to an individual's buying situation is called:
A)structured presentation.
B)canning of buying and selling process.
C)mass marketing of buying and selling process.
D)devaluation of buying and selling process.
E)depersonalization of buying and selling process.

Accepted Answer

Depersonalization of buying and selling process refers to presenting a sales pitch or presentation without considering the individual needs and preferences of the buyer. This can make the presentation seem too structured, standardized, and unsuitable for the buyer's situation. It is important to customize the presentation to the buyer's specific needs and demonstrate how the product or service can solve their unique problems.

Question 20

An effective strategy to demonstrate value to a customer is by means of:
A)cost-benefit analysis.
B)return-on-investment analysis (ROI).
C)opportunity cost analysis.
D)net-present value analysis.
E)all of the above

Accepted Answer

All the options listed (cost-benefit analysis, return-on-investment analysis, opportunity cost analysis, and net-present value analysis) are effective strategies to demonstrate value to a customer. Each of these analyses helps in understanding the financial benefits and costs associated with a decision, thereby aiding in making informed choices that maximize value.

Quiz 12: Creating Value With the Consultative Presentation

Why is communication via the spoken word alone so difficult?

What would be the best way to provide proof that a $ 1000 laser printer is better than a $ 200 basic printer?

In a non-manipulative selling approach each presentation is:

Emma relies heavily on ________ which illustrate a change of some variable in her sales presentation.

"Mr.Jackson,I would like to share with you some written testimonials from people who have stayed at our hotel." This statement is an example of a:

One of the most important ways to prepare and deliver a successful demonstration is by:

Kamal has indicated he wants a car which will enable him to transport his skis without the use of a ski rack.The salesperson should therefore emphasize the following during the demonstration:

When selling a yacht,what would be the most appropriate tool for demonstration?

When the prestigious Journal of the American Medical Association published a very positive article on Dermabond,________ were quickly used to help educate doctors on the product's merits.

In a presentation which utilizes state-of-the-art audiovisual technology,the main focus in the sales presentation should be to:

Most effective demonstrations balance telling,showing and:

Making an effective audiovisual presentation involves:

A luxury cruise sales rep can use ________ most effectively to illustrate the ship's physical layout.

A possible way to quantify the solution would be to:

The purpose of offering a product trial is to:

Relationships are enhanced by the salesperson's ability to communicate with_____________.

Salespeople are in a strong position to close a sale if they put emphasis on

_________ is an interesting and attractive way to communicate an idea to others.

A sales presentation which is too structured and not customized to an individual's buying situation is called:

An effective strategy to demonstrate value to a customer is by means of: