Question 1

According to the text, the manner in which the salesperson handles the product can be used to communicate:
A) respect for the prospect
B) his or her degree of comfort with the product
C) how well the product has been accepted by other buyers
D) that the product is valuable
E) the contents of the salesperson's portfolio

Accepted Answer

The answer of According to the text, the manner in...

Question 2

For which of the following products would samples be most effective as a sales aid?
A) flame thrower
B) funeral service
C) long distance telephone service
D) life insurance
E) none of the above

Accepted Answer

Samples are most effective for products that can be experienced or tested before purchase. Long distance telephone service can offer free trial minutes as a sample to demonstrate the quality and reliability of the service.

Question 3

For which of the following products would samples be least effective as a sales aid?
A) paper towels
B) oil well drilling platform
C) stain-removers
D) automobile seat covers
E) bottles and aluminum cans

Accepted Answer

Samples of an oil well drilling platform might not be feasible as it is a very large and expensive product. It would be difficult to provide a physical sample of the entire platform or even a significant portion of it. Additionally, potential customers in the oil industry are likely to have a sophisticated understanding of the technical specifications and capabilities of such a product, making a physical sample less relevant as a sales aid.

Question 4

In making her presentation to the building contractor, Lea not only told him about the new wallboard's superiority, she let him see and feel a sample. Lea is using a:
A) multiple-sense appeal
B) triple whammy
C) collaborative approach
D) mixed media approach
E) composite appeal

Accepted Answer

Lea is appealing to multiple senses (sight and touch) by providing a sample of the wallboard, making her approach a multiple-sense appeal.

Question 5

Which of the following items could be used to attract and keep a prospect's attention during a sales presentation for a company that manufactures industrial laundry equipment?
A) a catalog that lists prices and specifications of different models of machines sold by the company
B) test results showing how little water is wasted by the company's water reclamation system
C) a brochure that compares the company's water reclamation to an ATM machine
D) maps indicating all the countries where the company sells its products
E) all of the above

Accepted Answer

The answer of Which of the following items could be...

Question 6

Which of the following is suggested by the text as a guideline for the proper use of visual aids?
A) Decide ahead of time which visuals you will leave with the buyer and have copies already made when you arrive.
B) Check your visuals carefully for errors.
C) Always relate features to benefits for the buyer.
D) Mark your visuals so you can find them easily.
E) All of the above

Accepted Answer

All of the options listed are suggested guidelines for the proper use of visual aids. Deciding ahead of time which visuals to leave with the buyer and having copies prepared, checking for errors, relating features to benefits, and marking visuals for easy identification are all important considerations to ensure effective use of visual aids in a sales setting.

Question 7

Which of the following statements about the use of humor in sales presentations is true?
A) Humor should never be used in sales presentations.
B) Be sure to use humor that is relevant to the group to which you are selling--such as tax humor for accountants.
C) Do not practice telling jokes because rehearsed jokes are boring.
D) Don't apologize before telling a joke.
E) All of the above statements about the use of humor in sales presentations are true.

Accepted Answer

The answer of Which of the following statements about the...

Question 8

Why should a salesperson use visual aids and get a prospect actively involved in the communication process?
A) to avoid repetitive customization
B) to create a sustainable competitive advantage
C) to get and keep the prospect's attention
D) to prevent any distractions from interrupting the presentation
E) to do any or all of the above

Accepted Answer

Using visual aids and getting the prospect actively involved in the communication process helps to get and keep their attention. This is important to keep their interest in the presentation and increase the chances of making a sale. Options A, B, and D are not valid reasons for using visual aids and getting the prospect involved.

Question 9

Which of the following statements about the buyer's attention and understanding is FALSE?
A) Some product benefits cannot be explained adequately in non-technical language.
B) If the salesperson does not successfully involve the prospect in the presentation, his or her attention will wander.
C) To strengthen impact, appeals should be focus on only one of the prospect's five senses.
D) The buyer's attention span is affected by his or her personality.
E) Many buyers have difficulty forming clear images from the written or spoken word.

Accepted Answer

This statement is false because appeals that focus on multiple senses can actually be more impactful and memorable for the buyer. Using visuals, demonstrations or interactive components can engage multiple senses and enhance the buyer's understanding and attention.

Question 10

For which of the following products would a multiple-sense approach be effective for ensuring the buyer's understanding of the product?
A) products for cleaning public restrooms
B) fresh produce
C) toilet paper
D) low-fat bacon
E) any or all of the above

Accepted Answer

The answer of For which of the following products would...

Question 11

One of the best ways to deal with jitters associated with a sales presentation is to minimize your practice and preparation in order to reduce stress.

Accepted Answer

The statement is false. The best way to deal with jitters associated with a sales presentation is to increase practice and preparation in order to gain confidence and reduce stress.

Question 12

For her sales presentation, Myra wants to design a chart which shows how much faster chronic wounds heal when protected with SoloSite, a water-based ointment. To create the most effective chart, she should:
A) avoid the use of pie charts or other graphical representation
B) use complete sentences so the buyer does not have to wonder what words are missing
C) use an occasional misspelling to ask as a check to see if the buyer is paying attention
D) intermingle major and minor selling points
E) do none of the above

Accepted Answer

The answer of For her sales presentation, Myra wants to...

Question 13

A new restaurant equipment salesperson who is trying to make the most effective use of her visual aids should NOT:
A) arrange her visuals in a logical order
B) vary the art styles, layouts, and scales for her collection of charts and figures to keep them interesting
C) make sure the buyer can see the visuals
D) maintain proper control of the visuals, otherwise the prospect may start thumbing through your catalog or looking ahead at other visuals before you finish the current visual
E) let the visual interfere with her interaction with the buyer

Accepted Answer

The salesperson should not let the visual aid interfere with her interaction with the buyer. It is important to maintain a balance between the use of visual aids and the personal interaction with the customer to build rapport and establish trust.

Question 14

One tool salespeople can use to strengthen a sales presentation and to make it more interesting is to use stories. Which of the following recommendations should be followed when using stories in a sales presentation?
A) Use vivid word pictures in your stories.
B) Try to use stories from your own experiences.
C) Make sure you have a reason for telling the story.
D) Use the "hook" of the story to tie back directly into the presentation.
E) All of the above are recommended actions when using a story to strengthen a sales presentation.

Accepted Answer

All of the above recommendations are important when using stories in a sales presentation. Using vivid word pictures helps to make the story more interesting and memorable, while using stories from your own experiences can help to build rapport with the customer. It's important to have a reason for telling the story, such as illustrating a point or demonstrating a benefit of the product, and using the "hook" of the story to tie back directly into the presentation can help to ensure that the story is relevant and meaningful to the customer.

Question 15

Why would a salesperson for Visa stain-resistant fabric give his prospective client a shirt made of the Visa fabric?
A) The shirt is meant to be a bribe.
B) Prospects expect gifts before they will consider a salesperson's product.
C) The shirt is meant to gain and keep the buyer's interest in the fabric.
D) The gift of the shirt is an unethical act but not an illegal one.
E) The salesperson would not give the prospect a shirt because it would be both unethical and illegal.

Accepted Answer

The gift of the shirt made of Visa fabric is meant to demonstrate the quality and effectiveness of the fabric to the prospective client, in order to gain and keep their interest in using it. It is a common sales technique to give prospective clients a sample or demonstration of a product in order to convince them of its value.

Question 16

Which of the following statements about the use of humor in sales presentations is true?
A) If used at all, humor should always be derived from the buyer's personal experiences.
B) Let the prospect figure out where the humor is; keep a straight face when telling a joke.
C) Remember the time spent laughing over a good joke will put everyone more at ease.
D) Sell the joke like you sell your product and your company.
E) All of the above statements about the use of humor in sales presentations are true.

Accepted Answer

The answer of Which of the following statements about the...

Question 17

The salesperson for the BM&M automated sawdust screen walked into the pallet manufacturer's buying agent's office and handed him 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):
A) affirmation
B) fabrication
C) illustration
D) attestation
E) testimonial

Accepted Answer

The letter from the Georgia pallet manufacturer is a testimonial, as it provides a positive review of the BM&M screen and its features. Specifically, the letter attests to the efficiency of the screen and highlights the fact that it has only six moving parts. This type of endorsement from a satisfied customer can be very valuable in promoting a product or service.

Question 18

Charts are particularly useful when:
A) copies of recent ads are necessary
B) communicating large amounts of information
C) you need to show that other buyers have been satisfied with your good or service
D) the salesperson needs to perform what-if analyses using information supplied by the prospect during the presentation
E) any of the above conditions occur

Accepted Answer

Charts are particularly useful when communicating large amounts of information. While charts can also be used in other contexts, such as showing customer satisfaction, their primary benefit is in visually presenting data in a way that is easy to understand and analyze. This can be especially important when dealing with complex information or trying to make a convincing argument.

Question 19

A salesperson who wants to make effective use of visual aids should do all of the following EXCEPT:
A) use current ads
B) use bullets to emphasize key points
C) label each visual with a title
D) don't overload the buyer with numbers
E) hand every customer any and all available testimonials

Accepted Answer

Handing every customer any and all available testimonials is not necessarily an effective use of visual aids, as it can come across as overwhelming and may not be relevant to the buyer's specific needs or concerns. It is better to select and use visual aids that specifically address the buyer's concerns and interests. Choices A, B, C, and D are all important guidelines for making effective use of visual aids.

Question 20

Which of the following is a communication tool that can be used to strengthen a salesperson's presentation?
A) testimonial
B) the product itself
C) portfolio
D) advertisements
E) all of the above

Accepted Answer

All the options listed (testimonial, the product itself, portfolio, and advertisements) can be used as communication tools to enhance a salesperson's presentation by providing evidence, showcasing the product, and supporting the sales message.

Quiz 10: Strengthening the Presentation

According to the text, the manner in which the salesperson handles the product can be used to communicate:

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

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

In making her presentation to the building contractor, Lea not only told him about the new wallboard's superiority, she let him see and feel a sample. Lea is using a:

Which of the following items could be used to attract and keep a prospect's attention during a sales presentation for a company that manufactures industrial laundry equipment?

Which of the following is suggested by the text as a guideline for the proper use of visual aids?

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

Why should a salesperson use visual aids and get a prospect actively involved in the communication process?

Which of the following statements about the buyer's attention and understanding is FALSE?

For which of the following products would a multiple-sense approach be effective for ensuring the buyer's understanding of the product?

One of the best ways to deal with jitters associated with a sales presentation is to minimize your practice and preparation in order to reduce stress.

For her sales presentation, Myra wants to design a chart which shows how much faster chronic wounds heal when protected with SoloSite, a water-based ointment. To create the most effective chart, she should:

A new restaurant equipment salesperson who is trying to make the most effective use of her visual aids should NOT:

One tool salespeople can use to strengthen a sales presentation and to make it more interesting is to use stories. Which of the following recommendations should be followed when using stories in a sales presentation?

Why would a salesperson for Visa stain-resistant fabric give his prospective client a shirt made of the Visa fabric?

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

Charts are particularly useful when:

A salesperson who wants to make effective use of visual aids should do all of the following EXCEPT:

Which of the following is a communication tool that can be used to strengthen a salesperson's presentation?