Question 1

Sunil was illustrating the ease with which his company's newly designed lawnmower can be operated.However,during the presentation,the lawnmower stopped working.What is the most appropriate way for Sunil to handle this situation?

Accepted Answer

Sunil should handle the situation gracefully and acknowledge that mistakes can happen. Using humor can help lighten the situation and help build a rapport with the potential buyer. Blaming the production division, convincing the buyer the lawnmower rarely fails, gaining sympathy, or ending the sales presentation prematurely are not appropriate solutions.

Question 2

A written proposal should have an executive summary,a brief description of the problem and solution,and:

Accepted Answer

A description of the current situation relative to the proposed solution provides context and helps to emphasize the need for the proposed solution. Testimonials, a statement of support, photographs, and balance sheets may be useful in certain cases, but are not essential components of a written proposal.

Question 3

Which of the following statements about portfolios is true?

Accepted Answer

It is important to use a portfolio in a way that facilitates the sales process, rather than creating a barrier between the salesperson and buyer. Portfolios should be used to showcase products in a logical and organized manner, and not impede the communication between the seller and buyer. The other options are incorrect as portfolios can be helpful in international situations, items should be placed in a logical order but not necessarily by intended use, not all portfolios need to include the tangible product itself, and various types of salespeople may utilize portfolios.

Question 4

Melanie,a salesperson for printers and scanners,is sending a proposal for printers to the home office of Helix Services in Cedartown.To convince the executives in Cedartown that the local Vinson Mountain branch office needs the printers and copiers she is selling,Melanie would most likely:

Accepted Answer

Securing the support of the Vinson Mountain branch manager will provide credibility and support for the proposal to the home office. This will make it more likely for the executives to approve the purchase of the printers and copiers. Sending just a product catalogue and skipping the needs identification process may not address the specific needs of the local office, and including a clause stipulating no competitive bidding may not be appropriate or necessary. Therefore, the best choice is to focus on building relationships with the local branch and seeking their support.

Question 5

Which of the following statements about testimonials is true?

Accepted Answer

Testimonials should only be used if they can help address a buyer's needs or concerns. This means that testimonials should be relevant to the buyer and provide specific examples of how the product or service solved a problem or met a need. Using testimonials that are unrelated to the buyer's concerns or needs can actually decrease the effectiveness of the sales message.

Question 6

Which of the following statements about RFPs (request for proposal)is true?

Accepted Answer

RFPs are documents used by organizations to request proposals from potential suppliers. They outline the customer's needs and specifications for the product or service being requested. While a salesperson cannot respond to the RFP themselves, they can assist the customer in identifying their needs and specifying product characteristics to ensure their proposal is competitive.

B, C, and D are all false statements. Customers do not typically refer to RFPs as proposed negotiation points (PNPs), nor do they appreciate proposals that make it difficult to find relevant information. Delivery schedules and timelines are typically included in the RFP.

Question 7

The salesperson for BM&M,a company manufacturing automated sawdust screens,was giving a presentation to a buying agent.During the presentation,the salesperson handed the buyer a letter from a pallet manufacturer in Georgia.The letter praised the efficiency of the BM&M screen and was especially complementary of the fact that the screen only has six moving parts.This letter is an example of a(n)_____.

Accepted Answer

The letter from a satisfied customer praising the efficiency and design of the BM&M screen is an example of a testimonial, which is a form of recommendation or endorsement from a satisfied customer or client.

Question 8

A product demonstration:

Accepted Answer

A product demonstration allows prospects to see firsthand if the product works as claimed by the salesperson. However, it does not automatically lead to a sale and is not always conducted after a significant ROI has been assured. While it may potentially distract a prospect from the reason for the sales call, the goal is to use the demonstration to further convince them of the product's benefits.

Question 9

Proposals that a buyer receives as a result of issuing an RFP should include:

Accepted Answer

While all of the options may be helpful to include in a proposal, the most essential one is an executive summary. This summarizes the key points of the proposal and provides the buyer with an overview of the vendor's solution. It is often the first thing that the buyer reads, and can determine whether they continue to read the rest of the proposal.

Question 10

Which of the following is a good advice for the use of demonstrations as part of a sales presentation?

Accepted Answer

It is important for a salesperson to plan ahead and keep the buyers engaged during periods of dead time during a demonstration. This can include providing additional information or asking questions to keep the buyers engaged. It is also important to avoid redundancy in the demonstration, which may include skipping over parts that have already been seen by the prospect. Allowing satisfied customers to assist in a demonstration can be effective in building credibility and trust, as long as it is done in a controlled and professional manner. Making a demonstration a separate, stand-alone activity is not always necessary and may depend on the context of the sales presentation.

Question 11

For which of the following products would samples be most effective as a sales aid?

Accepted Answer

Samples would be most effective as a sales aid for a product that can be directly experienced or seen in action. In this case, a carpet cleaner is a tangible product that can provide immediate results and be tested in the potential customer's own home. The other options (flame thrower, funeral service, life insurance) are not products that can be sampled or experienced in the same way.

Question 12

A request for proposal (RFP):

Accepted Answer

An RFP is a document that outlines a customer's requirements and solicits proposals from potential vendors that can meet those requirements. It is used when a customer has a firm idea of the product needed and wants to compare proposals from different vendors to select the most suitable one. RFPs typically include detailed specifications, cost and delivery schedules, and evaluation criteria.

Question 13

A salesperson who wants to make effective use of handouts during his or her sales presentation should:

Accepted Answer

The handout should be tailored to the specific goals of the presentation, including only the necessary information to support those goals. This will help keep the handout concise and focused. A salesperson should avoid overwhelming the buyer with too much information or crowding the handout with too much text or graphics. The handout should also not be a substitute for the presentation, but rather a supplement to it. Discussing the contents of the handout while circulating copies among the buyers can help to reinforce key points and facilitate discussion. Keeping some white space in the handout can also make it easier to read and digest the information. Finally, it is important that the content in the handout and the presentation are consistent but not necessarily identical, as the handout can provide additional details or examples that are not included in the presentation itself.

Question 14

A customer value proposition will include:

Accepted Answer

A customer value proposition should focus on the features and benefits of a product or service that are tailored to a customer's specific needs. Options A, C, and D do not accurately reflect the purpose of a customer value proposition.

Question 15

Jorge is developing a presentation for a customer.He wants to show the customer how his product will meet the prospect's needs and how it is different from the offerings of competitors.Jorge is developing a(n):

Accepted Answer

Jorge is developing a customer value proposition, which is a statement that explains how a product/service will meet the needs of the customer and how it is different from the competition. Asset management statement, customer relationship statement, content analysis report, and credibility statement are all types of statements or reports, but they do not specifically address the customer's needs and differentiation from competitors.

Question 16

Which of the following statements about the use of computers by salespeople is true?

Accepted Answer

Salespeople commonly use collateral management systems to store and manage digital media and text, making it easier to access and retrieve necessary information.

Note: The other options are not true. B) Computers can offer excellent visuals and graphics, C) it is actually easier to perform what-if analyses on computers, D) computers can store large amounts of information, and E) information can be quickly retrieved from computers with proper organization and management techniques.

Question 17

Which of the following is a good advice for the use of demonstrations as part of a sales presentation?

Accepted Answer

All of the above are good pieces of advice for the use of demonstrations as part of a sales presentation. Practicing the demonstration helps ensure a smooth delivery, planning for things that could go wrong helps to mitigate any unexpected issues, probing during and after the demonstration helps to address any potential objections or concerns, and keeping the demonstration simple and concise helps to ensure clarity and understanding for the audience.

Question 18

Which of the following is an appropriate situation for a sales representative to use a DVD during a sales presentation?

Accepted Answer

Using a DVD can be effective in all these situations as it allows the sales representative to visually demonstrate testimonials, upcoming commercials, product usage, and quality processes, enhancing the presentation's impact.

Question 19

For which of the following products would samples be least effective as a sales aid?

Accepted Answer

Samples would be least effective as a sales aid for oil well drilling platforms, as they are typically large and expensive pieces of equipment that cannot be easily sampled or demonstrated in a typical sales setting.

Question 20

"Mr.Smock,here are copies of letters from three owners of flower shops in the area who consistently buy cut flowers from our company.As you can see,they are extremely pleased with our quick delivery and product freshness." The letters this sales representative is showing Mr.Smock are examples of:

Accepted Answer

The letters from the owners of flower shops demonstrate their satisfaction with the sales representative's company, which is an example of a testimonial. Testimonials are statements from satisfied customers that help build trust and credibility with potential customers.

Quiz 9: Strengthening the Presentation

Sunil was illustrating the ease with which his company's newly designed lawnmower can be operated.However,during the presentation,the lawnmower stopped working.What is the most appropriate way for Sunil to handle this situation?

A written proposal should have an executive summary,a brief description of the problem and solution,and:

Which of the following statements about portfolios is true?

Melanie,a salesperson for printers and scanners,is sending a proposal for printers to the home office of Helix Services in Cedartown.To convince the executives in Cedartown that the local Vinson Mountain branch office needs the printers and copiers she is selling,Melanie would most likely:

Which of the following statements about testimonials is true?

Which of the following statements about RFPs (request for proposal) is true?

A product demonstration:

Proposals that a buyer receives as a result of issuing an RFP should include:

Which of the following is a good advice for the use of demonstrations as part of a sales presentation?

For which of the following products would samples be most effective as a sales aid?

A request for proposal (RFP) :

A salesperson who wants to make effective use of handouts during his or her sales presentation should:

A customer value proposition will include:

Jorge is developing a presentation for a customer.He wants to show the customer how his product will meet the prospect's needs and how it is different from the offerings of competitors.Jorge is developing a(n) :

Which of the following statements about the use of computers by salespeople is true?

Which of the following is a good advice for the use of demonstrations as part of a sales presentation?

Which of the following is an appropriate situation for a sales representative to use a DVD during a sales presentation?

For which of the following products would samples be least effective as a sales aid?

"Mr.Smock,here are copies of letters from three owners of flower shops in the area who consistently buy cut flowers from our company.As you can see,they are extremely pleased with our quick delivery and product freshness." The letters this sales representative is showing Mr.Smock are examples of: