Question 1

Direct suggestions are commonly used by professional salespeople because they are:

Accepted Answer

Direct suggestions are a type of sales technique where the salesperson makes a specific and clear recommendation to the customer. This can be done in an inoffensive manner, allowing the customer to feel like they have a choice while still being guided towards a particular product or service. This approach is often seen as empathetic as it takes the customer's needs and desires into consideration. It can also be logical, as the salesperson may use data, statistics, or other information to support their suggestion. However, the other options (conclusive and impersonal) do not accurately describe direct suggestions as they are meant to be clear and personalized to the customer's needs.

Question 2

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

Accepted Answer

Proof statements can be used by salespeople to support their claims about a product's effectiveness or reliability. Survey results from magazines (A) may not be considered credible by all customers, and past sales records (C) may not necessarily be relevant to a customer's current needs. While company proof results (D) are often considered reliable, they may not be the most credible in every situation. Proof statements can encourage communication with customers (E), but this is not directly related to their credibility as evidence.

Question 3

The dairy salesperson 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):

Accepted Answer

This is an example of an indirect suggestion because the salesperson is subtly influencing the purchasing agent's decision by presenting options rather than directly stating what they should do. This method makes the suggestion less obvious and allows the decision-maker to feel like they are making their own choice.

Question 4

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

Accepted Answer

The salesperson should act diplomatically to de-escalate the situation and address the prospect's concerns respectfully.

Question 5

The best nonverbal selling technique is the:

Accepted Answer

A smile is universally recognized as a positive and welcoming gesture, making it the best nonverbal selling technique. It helps to create a friendly, approachable atmosphere, which can be crucial in establishing rapport and trust with potential customers.

Question 6

All of the following are useful for encouraging a prospect's participation in the presentation EXCEPT:

Accepted Answer

Premiums refer to gifts or incentives offered to prospects or customers, which might encourage initial interest or act as a reward but do not inherently encourage participation in the presentation itself. In contrast, product use, visuals, questions, and demonstrations are all interactive or engaging methods that directly encourage a prospect's participation during a presentation.

Question 7

Encouraging a prospect to touch or taste a product is most likely a salesperson's attempt to:

Accepted Answer

Encouraging a prospect to touch or taste a product directly appeals to their senses, making the product more tangible and potentially increasing their interest or desire for it. This sensory engagement can enhance the perceived value of the product.

Question 8

Star Drilling Company produces Auger-a moving device used in mines. In a recent advertisement, the firm featured the president of the National Mining Association stating, "I can guarantee the performance of Star Augers." This is an example of:

Accepted Answer

The advertisement uses a statement from a credible figure, the president of the National Mining Association, to endorse the product, which is a classic example of a testimonial.

Question 9

On referring to a new product launched by a competitor, Ryan asked a buyer "Do you know anyone who uses that product?" Which suggestion did Ryan use?

Accepted Answer

Ryan used an indirect suggestion by asking the buyer if they knew anyone who used the competitor's product, rather than directly suggesting the buyer to consider or evaluate the product themselves. This method subtly introduces the idea or product to the buyer's consideration without direct promotion.

Question 10

During the sales presentation, the salesperson said, "I guarantee my company's air filters will outperform the competition's filters or I'll buy them all back." This is an example of a(n):

Accepted Answer

The answer of During the sales presentation, the salesperson said,...

Question 11

Which type of suggestion method seeks to create doubt about a competitor's products?

Accepted Answer

The indirect suggestion is used at times for some prospects when it is best to be indirect in suggesting a recommended course of action. Indirect suggestions help instill in prospects' minds factors such as doubt about a competitor's products or desire for your product.

Question 12

Which technique is most effective when a salesperson has determined that a prospect wants a high-quality product?

Accepted Answer

Counter suggestion is most effective in this scenario because it allows the salesperson to suggest a high-quality product as an alternative to any lower-quality options the prospect might be considering, directly addressing the prospect's desire for quality.

Question 13

Which of the following assures prospects that if they are dissatisfied with their purchase, the salesperson or the company will stand behind the product?

Accepted Answer

Guarantees provide assurance to prospects that if they are dissatisfied with their purchase, the salesperson or the company will stand behind the product, offering a form of risk reversal that can increase buyer confidence.

Question 14

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

Accepted Answer

The answer of What response is most likely expected from...

Question 15

As the pet storeowner was explaining her idea for a promotion, the salesperson asked, "Do you think you should buy 3 or 4 cases of dog treats for your 'Pamper Your Pet' promotion?" This is an example of a(n):

Accepted Answer

The salesperson's question is an example of an indirect suggestion because they are subtly suggesting the storeowner to purchase more dog treats without directly stating it. This method allows the idea to seem like it originated from the storeowner, making them more likely to agree.

Question 16

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

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 17

Which of the following is NOT an example of a proof statement?

Accepted Answer

The answer of Which of the following is NOT an...

Question 18

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

Accepted Answer

Referring often to the competition can actually turn customers off and make them feel like the salesperson is being negative or unprofessional. It's better to focus on the benefits and unique selling points of the product or service being offered. Personalizing customer relationships, making the sales presentation fun, building trust through honesty, and controlling the sales presentation are all effective ways to make sales presentations more persuasive.

Question 19

A salesperson tells his customer, "You are not only buying my products but me as well!" What could be the purpose of this statement?

Accepted Answer

The salesperson is attempting to personalize the relationship with the customer by implying that the service and trust he provides are as important as the product itself. This approach is aimed at building a personal connection, making the customer feel valued and supported.

Question 20

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

Accepted Answer

Countersuggestion is designed to evoke an opposite response from the prospect, often by suggesting something with the expectation that the opposite action will be taken.

Quiz 10: Elements of a Great Sales Presentation