Question 1

The best visual aid is showing your buyer the actual product.

Accepted Answer

Seeing the actual product allows the buyer to have a clear understanding of its features, quality, and benefits, making it the most effective visual aid.

Question 2

It will accomplish little if the salesperson tries to appeal to the prospect's basic human senses during the presentation.

Accepted Answer

Appeal to the prospect's basic human senses can be effective in creating a connection and engaging the prospect's emotions during the presentation, which can lead to a higher likelihood of a sale.

Question 3

In which step of a sales presentation should the salesperson discuss how the product should be re-sold or, for an end-user, how the product should be used?

Accepted Answer

The marketing plan step is where the salesperson discusses how the product should be marketed, including how it should be re-sold or used by the end-user.

Question 4

Kevin is doing his first sales presentation to a new client.He is about to start the three essential steps within the sales presentation; however, he is having a hard time remembering the order in which they occur.If you were to help out Kevin, which one of the following orders would you recommend to him?

Accepted Answer

The correct order is to first explain the Features, Advantages, and Benefits (FAB), then discuss the Marketing Plan, and finally detail the Business Proposition.

Question 5

Technology can provide excellent methods of presenting information to the buyer in a visually attractive and dramatic manner.

Accepted Answer

Technology like virtual tours, 3D models, and interactive content can showcase products and services in a visually appealing way, attracting potential buyers and delivering information effectively.

Question 6

Both long and short presentations must be presented while standing in front of your clients.

Accepted Answer

The requirement to stand during a presentation depends on the context, company culture, and personal preference. There is no universal rule mandating standing for all presentations.

Question 7

Which of the following (in the correct order) represents the three steps in an impactful sales presentation?

Accepted Answer

The answer of Which of the following (in the correct...

Question 8

It is best practice to include "trial closes" after showing or demonstrating a major feature of your product during a presentation.

Accepted Answer

Trial closes are questions that are designed to gently gauge a prospect's interest and readiness to buy. They help you identify any objections or concerns that a prospect might have before the closing stage, and you can address them appropriately. Hence, it is considered best practice to include trial closes during a presentation, especially after demonstrating a major feature of the product.

Question 9

Salespeople should develop presentations that appeal a prospect's senses, as prospects often make purchase decision based on emotional needs.

Accepted Answer

Prospects often make purchase decision based on emotional needs, so salespeople should develop presentations that appeal to their senses to create an emotional connection and influence their decision-making.

Question 10

During your presentation, your prospect's secretary runs into the boardroom and hands a phone to your prospect - it is obvious this is an urgent call.In this situation, the salesperson should make it comfortable on the prospect by stopping the presentation and stepping out of the room.

Accepted Answer

It is important to respect the urgency of the call and not try to compete for the prospect's attention. The salesperson can reschedule the presentation for a later time.

Question 11

One of the key questions salespeople should ask themselves before using a demonstration as part of a presentation is to determine a specific demonstration objective.

Accepted Answer

This statement is true. It is important for salespeople to determine a specific objective for their demonstration in order to effectively showcase the product or service and meet the needs of their audience.

Question 12

Quantifying your benefits leads to an increase in your level of persuasiveness.

Accepted Answer

When you quantify the benefits, it becomes easier for the audience to understand the value of what you are offering, and this can increase your persuasiveness.

Question 13

When deciding on the elements of the sales presentation mix to incorporate in your presentation, one of the key questions a salesperson should ask themselves is "How will my firm reach its financial goals?"

Accepted Answer

The key question should focus on how to meet the customer's needs and effectively communicate the value of the product or service, rather than the firm's financial goals.

Question 14

Dramatization refer to discussing the product in a striking, showy, or extravagant manner.

Accepted Answer

Dramatization involves using an exaggerated language to describe the product or service to make it sound more attractive or intriguing.

Question 15

Guarantees, company results, and independent research are examples of so called "analogy statements."

Accepted Answer

Analogy statements are statements that compare two things based on their similarities. Guarantees, company results, and independent research are all examples of analogy statements because they compare two things based on their similarities. For example, a guarantee is a statement that compares two things based on their similarity in terms of their quality or performance. Company results are a statement that compares two things based on their similarity in terms of their financial performance. Independent research is a statement that compares two things based on their similarity in terms of their research methods.

Question 16

Which of the following alternatives lists the five purposes of the sales presentation (not necessarily in their correct order)?

Accepted Answer

The five purposes of the sales presentation are to provide knowledge, influence beliefs, arouse desire, affect attitude, and gain conviction.

Question 17

Which of the following steps of the presentation highlights the value of the product to its cost?

Accepted Answer

The business proposition step in a presentation typically highlights the value of the product in relation to its cost, demonstrating the benefits and return on investment to the potential buyer.

Question 18

Salespeople should not talk about themselves but rather only focus on the client's problems.

Accepted Answer

While focusing on the client's problems is crucial, sharing relevant personal experiences can build rapport and trust, making the interaction more relatable and effective.

Question 19

Although they are useful with final consumers, testimonials from satisfied customers mean little to professional buyers, who think such "proof" is usually faked.

Accepted Answer

Testimonials in the presentation as proof of the product's features, advantages, and benefits are an excellent method to build trust and confidence. Professional buyers are impressed by testimonials from prominent people, experts, and satisfied customers about a product's features, advantages, and benefits.

Question 20

In which step should a salesperson ask a prospect to buy a product or service?

Accepted Answer

In the conviction step, the salesperson should ask the prospect to buy a product or service.

Quiz 9: The Presentation Elements of Effective Persuasion