Question 1

The real estate agent asked the young parents, "Do you really want to live so close to an elementary school?" This is an example of a(n):
A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) countersuggestion.

Accepted Answer

The countersuggestion is an especially effective technique to include in the presentation if you have already determined that the prospect wants a high-quality product. For parents of young children, a home near a school would most likely be desirable.

Question 2

Which type of proof statement would be best for a salesperson trying to convince a current customer to place a larger order?
A) Research results from independent studies
B) Past sales figures of the buyer
C) Guarantees and warranties
D) Customer testimonials
E) Proof results of the seller

Accepted Answer

Salespersons frequently use customers' past sales proof statements when contacting present customers. Customers keep records of their past purchases from each of their suppliers; the salesperson can use these to suggest what quantities of each product to purchase.

Question 3

What response is most likely expected from a prospect when a salesperson uses a counter suggestion such as, "Do you really want an SUV with all of these extra features?"
A) "I really don't need all of these extras. We should look at less expensive SUVs."
B) "Yes, this model has lots of features that aren't available on other SUVs."
C) "Okay. Show me some other SUVs which are better than this."
D) "Okay. What kind of SUV would you recommend we buy?"
E) "We should consider an SUV with fewer features."

Accepted Answer

The salesperson most likely knows that the prospect wants a high quality SUV. The countersuggestion is an especially effective technique to include in the presentation if you have already determined that the prospect wants a high-quality product. Often, the buyer will begin expanding on why a high-quality product is needed.

Question 4

Which of the following refers to a brief story used to illustrate a point and to compare something familiar to something unfamiliar?
A) Metaphor
B) Simile
C) Analogy
D) Parable
E) Imagery

Accepted Answer

A parable is a brief story that is used to illustrate a point and to compare something familiar to something unfamiliar. It often has a moral or lesson attached to it. Examples of parables include "The Good Samaritan" and "The Prodigal Son" in the Bible.

Question 5

A Bounty paper towel salesperson shows a prospect how quickly the towel absorbs spilled coffee. This is an example of:
A) demonstration.
B) analogy marketing.
C) excessive dramatization.
D) indirect suggestion.
E) direct suggestion.

Accepted Answer

The act of showing how quickly the towel absorbs spilled coffee involves a demonstration, which allows the prospect to see the product in action and can be more impactful than simply describing its features.

Question 6

Which of the following statements about using dramatics in a sales presentation is most likely true?
A) Using dramatic demonstrations fails to set a salesperson apart from the majority of other salespeople.
B) A salesperson's own uncertainty about the use of dramatics increases the positive impact on the prospect.
C) A theatrical movie showing the history of the company is an example of dramatization.
D) Dramatics should be incorporated into all sales presentations due to their success rate.
E) Television commercials are a source of ideas for dramatizations.

Accepted Answer

Television commercials are often designed to capture the attention of the audience in a short amount of time, making them a good source of inspiration for creating dramatic elements in a sales presentation. However, it is not necessary to incorporate dramatizations into all sales presentations, and their success rate may vary depending on the situation and the audience. A salesperson's own uncertainty about using dramatics is unlikely to increase their positive impact on the prospect. A theatrical movie about the company may be interesting, but it is not necessarily an example of dramatization in a sales presentation. Overall, the use of dramatics should be carefully considered and tailored to the specific needs and preferences of the audience.

Question 7

Which of the following is NOT a valid reason for using dramatics in the sales presentation?
A) To provide a clear explanation of the product
B) To create two-way communications
C) To capture the prospect's interest
D) To increase the salesperson's persuasive powers
E) To create a powerful proof technique

Accepted Answer

Dramatics can be an effective tool in a sales presentation. Dramatizations explain a product, create two-way communication, capture interest, and increase persuasive abilities. However, dramatizations are not proof statements.

Question 8

A salesperson says, "Castrol GTX protects your car engine. It's like having a dust cover for your engine." The salesperson is using a(n):
A) simile.
B) analogy.
C) metaphor.
D) parable.
E) image.

Accepted Answer

The salesperson is comparing Castrol GTX to a dust cover, which is a comparison of two things using an analogy.

Question 9

Demonstrations, dramatics, and visual aids in sales presentation are most likely used for all of the following reasons EXCEPT:
A) comparing competitor's products.
B) creating two-way communication.
C) engaging the prospect through participation.
D) capturing the prospect's attention and interest.
E) allowing the prospect to set the stage for closing the sale.

Accepted Answer

Visual aids, dramatics, and demonstrations are important to the salesperson's
success in selling a prospect. The reasons to use them include wanting to capture attention and interest, create two-way communication, involve the prospect through participation, and increase a salesperson's persuasive powers.

Question 10

Which type of suggestion is intended to evoke an opposite response from the prospect?
A) Countersuggestion
B) Autosuggestion
C) Prestige suggestion
D) Manipulative suggestion
E) Indirect suggestion

Accepted Answer

Countersuggestion is intended to evoke an opposite response from the prospect. It works by suggesting an action or idea that is contradictory to what the prospect is thinking or feeling. By doing so, the prospect is more likely to resist the countersuggestion and stick with their initial thought or feeling, which may be the desired response. The other options may not necessarily be intended to evoke an opposite response.

Question 11

Which of the following is typically used to explain how something works?
A) Metaphor
B) Simile
C) Alliteration
D) Parable
E) Anagram

Accepted Answer

A parable is a story or tale that is used to illustrate a lesson. It is often used to explain how something works or to convey a certain message or moral lesson.

Question 12

What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?
A) Provide a countersuggestion quickly
B) Stop the presentation immediately
C) Defend the claims aggressively
D) Correct the prospect politely
E) Act diplomatically

Accepted Answer

The salesperson should act diplomatically by acknowledging the prospect's concern and politely providing evidence to support the claims made about the product. It is important to not become defensive or argue with the prospect, as this may escalate the situation and damage the relationship.

Question 13

Which of the following is considered the best nonverbal selling technique?
A) Erect posture
B) Firm handshake
C) Pleasant smile
D) Frequent eye contact
E) Stylish appearance

Accepted Answer

The best nonverbal selling technique is the smile. As a sales manager once said,
"It's often not what you say but how you say it, and you can say almost anything to anyone if you do it with a smile."

Question 14

What is considered the best visual aid to use during a sales presentation?
A) Sample ads
B) Product videos
C) Customer testimonials
D) The actual product
E) The product manual

Accepted Answer

The actual product is considered the best visual aid to use during a sales presentation because it allows the customer to see and handle the product, which can increase their interest and likelihood of making a purchase.

Question 15

The dairy salesman asked the store purchasing agent, "Do you think you'll need 10 or 12 pallets of ice cream for your "Summer Buster" sales promotion?" This is an example of a(n):
A) indirect suggestion.
B) autosuggestion.
C) prestige suggestion.
D) manipulative suggestion.
E) counter offer.

Accepted Answer

The dairy salesman is simply asking for the store purchasing agent's opinion and not trying to manipulate or pressure them into buying a specific amount. This makes it an indirect suggestion.

Question 16

"Based on your needs, I suggest you buy the model 1000 copier." The salesperson is making a(n):
A) countersuggestion.
B) prestige suggestion.
C) autosuggestion.
D) direct suggestion.
E) indirect suggestion.

Accepted Answer

The salesperson is making a direct suggestion by recommending the specific model based on the customer's needs.

Question 17

Which of the following is most likely true about proof statements?
A) Survey results from magazines are invalid proof statements.
B) Proof statements can substantiate a salesperson's product claims.
C) Past sales records are weak proof statements and infrequently used.
D) Company proof results are the most credible type of proof statements.
E) Proof statements encourage two-way communication with customers.

Accepted Answer

Proof statements are pieces of evidence used to support a claim or argument. Salespeople often use proof statements to provide evidence that their product or service is effective or has satisfied customers. Past sales records can be strong proof statements, depending on how they are presented. Company proof results can also be credible, but they may not be the most objective source of evidence. Magazine surveys may provide interesting data, but they may not be considered valid proof statements. Proof statements can encourage communication with customers by providing evidence and answering questions.

Question 18

As the pet storeowner was explaining her idea for a promotion, the salesperson asked, "Should you buy three or four cases of dog treats for your "Pamper Your Pet" promotion?" This is an example of a(n):
A) counter offer.
B) autosuggestion.
C) prestige suggestion.
D) manipulative suggestion.
E) indirect suggestion.

Accepted Answer

The salesperson is using an indirect suggestion by phrasing the question in a way that implies the promotion is already happening and the storeowner just needs to decide how much to buy. It is not manipulative or prestige suggestion, as there is no attempt to make the decision seem more glamorous or desirable, and it is not an autosuggestion, as the salesperson is not suggesting something for the storeowner to tell themselves internally. It is also not a counter offer, as the salesperson is not offering an alternative proposal.

Question 19

According to the text, a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:
A) personalizing customer relationships.
B) making the sales presentation fun.
C) building trust through honesty.
D) controlling the sales presentation.
E) referring often to the competition.

Accepted Answer

The text discusses various methods a salesperson can use to make sales presentations more persuasive, including personalizing customer relationships, making the presentation fun, building trust through honesty, and controlling the presentation. However, it does not suggest that referring often to the competition is an effective method for making the presentation more persuasive.

Question 20

When two situations have something in common, they can be effectively compared by using a(n):
A) metaphor.
B) simile.
C) analogy.
D) parable.
E) imagery.

Accepted Answer

An analogy is a comparison between two things that are alike in some way. For example, "Life is like a box of chocolates, you never know what you're going to get." This analogy compares life to a box of chocolates because, like opening a box of chocolates, life is unpredictable and you never know what you're going to get. Analogies are often used to explain complex or abstract concepts by comparing them to something more concrete or familiar.

Quiz 11: Elements of a Great Sales Presentation

The real estate agent asked the young parents, "Do you really want to live so close to an elementary school?" This is an example of a(n) :

Which type of proof statement would be best for a salesperson trying to convince a current customer to place a larger order?

What response is most likely expected from a prospect when a salesperson uses a counter suggestion such as, "Do you really want an SUV with all of these extra features?"

Which of the following refers to a brief story used to illustrate a point and to compare something familiar to something unfamiliar?

A Bounty paper towel salesperson shows a prospect how quickly the towel absorbs spilled coffee. This is an example of:

Which of the following statements about using dramatics in a sales presentation is most likely true?

Which of the following is NOT a valid reason for using dramatics in the sales presentation?

A salesperson says, "Castrol GTX protects your car engine. It's like having a dust cover for your engine." The salesperson is using a(n) :

Demonstrations, dramatics, and visual aids in sales presentation are most likely used for all of the following reasons EXCEPT:

Which type of suggestion is intended to evoke an opposite response from the prospect?

Which of the following is typically used to explain how something works?

What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?

Which of the following is considered the best nonverbal selling technique?

What is considered the best visual aid to use during a sales presentation?

The dairy salesman asked the store purchasing agent, "Do you think you'll need 10 or 12 pallets of ice cream for your "Summer Buster" sales promotion?" This is an example of a(n) :

"Based on your needs, I suggest you buy the model 1000 copier." The salesperson is making a(n) :

Which of the following is most likely true about proof statements?

As the pet storeowner was explaining her idea for a promotion, the salesperson asked, "Should you buy three or four cases of dog treats for your "Pamper Your Pet" promotion?" This is an example of a(n) :

According to the text, a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT:

When two situations have something in common, they can be effectively compared by using a(n) :