Question 1

When prospects participate in a sales demonstration,they:

Accepted Answer

C

Question 2

Since graphs are usually quite descriptive,no interpretation is necessary for the prospect to understand the material.

Accepted Answer

Graphs, while descriptive, often require interpretation to explain the data, trends, and significance of the information presented, ensuring the prospect fully understands the material.

Question 3

Which of the following is an accurate statement regarding the sales presentation?

Accepted Answer

Appealing to the prospect's senses through visuals, demonstrations, and interactive experiences can make the sales presentation more powerful and memorable. The other options are not accurate statements as it is not necessary to communicate everything about the product, the location can have an impact, not all product features may be equally important to the customer, and a sales presentation can be successful without using technology.

Question 4

Rehearsal of a sales demonstration is not important if the demonstration is well planned.

Accepted Answer

Rehearsal is always important, even if the demonstration is well planned, because it helps to identify and fix any potential issues or mistakes that may come up during the actual presentation. Rehearsal also helps the presenter become more confident and comfortable with the content, leading to a smoother and more effective delivery.

Question 5

Prospects are often willing to participate in a presentation held off premises.

Accepted Answer

The answer of Prospects are often willing to participate in...

Question 6

In some cases,it is not practical to demonstrate the product itself.

Accepted Answer

There may be various reasons why it may not be practical to demonstrate the product itself, such as the product being too large, too expensive, or too rare to display. In such cases, companies often use alternative methods to showcase the product, such as videos, simulations, or virtual demonstrations.

Question 7

Mario Cortez is preparing a sales demonstration that will be presented to a buying team made up of health care personnel.It is very important that he:

Accepted Answer

Understanding that communication via the spoken word alone can be difficult is important in this scenario because the buying team is made up of health care personnel who may require more detailed information and proof. It is essential to have a clear and effective communication strategy during the sales demonstration. The other options, such as relying solely on printed documents, conducting the demonstration at a hotel, developing a highly structured demonstration, or saving all the questions for the end of the presentation, may not be the most effective strategies for this specific audience.

Question 8

The salesperson should personally inspect all equipment and products before his or her sales presentation to ensure everything is working properly.

Accepted Answer

It is important for the salesperson to personally inspect all equipment and products before the sales presentation to ensure everything is in working order. This can help prevent any unexpected issues during the presentation and increase the overall effectiveness of the sales pitch.

Question 9

An effective sales demonstration may give the prospect a temporary feeling of ownership.

Accepted Answer

An effective sales demonstration can create a sense of ownership in the prospect, as they imagine themselves owning and using the product. However, this feeling may be temporary and can fade if the salesperson does not follow up and close the sale.

Question 10

When a prospect simply cannot imagine how a product can be used,a salesperson's best strategy is to:

Accepted Answer

Overcoming the prospect's doubts with a demonstration is the best strategy in this situation because it allows the prospect to see the product in action and understand how it can be used. This can help them to visualize the benefits and make a more informed decision about whether or not to buy.

Question 11

A working model can be a satisfactory substitute for demonstrating the product itself.

Accepted Answer

A working model can provide a tangible representation of a product and its function, making it a suitable alternative to demonstrating the actual product.

Question 12

Some of the most effective sales demonstrations combine telling,showing,and involvement of the prospect.

Accepted Answer

This statement is true. Combining telling, showing, and involvement of the prospect is often referred to as a "show-and-tell-and-involve" approach and is an effective way to engage prospects and communicate the value of a product or service. It allows the prospect to see the product in action, hear the details about it, and have a hands-on experience which can help build trust and increase the likelihood of a sale.

Question 13

Letters from satisfied customers are ineffective sales tools.

Accepted Answer

Letters from satisfied customers can be very effective sales tools as they provide real-life examples of the success or benefits of a product or service, which can help convince potential customers to make a purchase.

Question 14

The components of the demonstration worksheet form are the features to be demonstrated,proof device to be used,what you will say,and:

Accepted Answer

The demonstration worksheet form includes planning what actions you or the customer will take during the demonstration.

Question 15

Sight is considered the most powerful attention-attracting sense;therefore,it is the most important motivating force in every selling situation.

Accepted Answer

While sight is a powerful attention-attracting sense and plays a significant role in many selling situations, it is not universally the most important motivating force in every situation. Factors such as emotional appeal, practical need, personal recommendations, and auditory stimuli can also be highly influential, depending on the context and the product or service being sold.

Question 16

A need-satisfaction question can help move the sale forward.

Accepted Answer

A need-satisfaction question helps identify the customer's needs and desires, allowing the salesperson to show how their product or service can meet those needs. This can increase the likelihood of a sale being made.

Question 17

As the quality of audiovisual presentations improves,the salesperson's importance will diminish.

Accepted Answer

While audiovisual presentations may improve the quality of the sales pitch, the salesperson is still an integral part of the process. The salesperson provides personalized and tailored information to the potential customer, builds a rapport, and addresses any concerns or questions. Therefore, the salesperson's importance will not diminish with the improvement of audiovisual presentations.

Question 18

Words often provide only part of the meaning attached to messages that flow between the salesperson and the prospect.

Accepted Answer

Communication is not just limited to words, but also includes nonverbal cues such as facial expressions, tone of voice, and body language, which can contribute significantly to the meaning of a message. Therefore, words alone may not provide the complete context or meaning of a message in sales conversations.

Question 19

It is almost impossible for clients to understand some products without a well-planned demonstration.

Accepted Answer

Demonstrations can help clients understand how a product works and its various features in a practical and hands-on manner. Without a demonstration, some products may be difficult for clients to comprehend, making it almost impossible for them to understand its use and benefits.

Question 20

Overstructured sales demonstrations may cause a customer to feel like a number.

Accepted Answer

When sales demonstrations are too rigid and structured, it can make the customer feel like they are just a part of a routine rather than a valued individual with unique needs and concerns. This can ultimately harm the sales relationship and lead to lost business.

Quiz 12: Creating Value With the Consultative Demonstration