Question 1

A salesperson says to a prospect,"Just imagine how this equipment will look and operate in your store.Your employees will perform much better,and they will thank you." This statement is an example of a suggestive proposition.

Accepted Answer

The statement exemplifies an autosuggestion, which attempts to have prospects imagine using and benefitting from the product. A suggestive proposition implies that the prospect should act now.

Question 2

If prospects are allowed to hold your catalog,price list,or brochure during a presentation,it will increase the probability of sale.

Accepted Answer

Be sure to control the visual aids and any materials you use in the presentation.
New salespeople often make the mistake of handing prospects their catalog, price list, or brochures showing several products. When buyers are looking through these items, chances are that they are not listening, which may lead to lost sales.

Question 3

A public relations firm is trying to convince a former President of the U.S.that he needs their services.When the publicist says,"We currently are handling public relations for the royal family of Monaco,Prince Andrew of Great Britain,and Colin Powell," the public relations firm is using a prestige suggestion.

Accepted Answer

Prestige suggestions ask the prospect to visualize using products that famous people, companies, or persons the prospect trusts use.

Question 4

In order to make the sale,it is not recommended that prospects participate in the sales presentation.

Accepted Answer

A major part of the presentation involves techniques for motivating the prospect to participate in the presentation, which is important in making a sale. Four ways to induce participation are questions, product use, visuals, and demonstrations.

Question 5

In a sales situation,a prospect enters the conviction stage when he is convinced that the product is not only the best but also that the salesperson who is promoting the product is the best source to buy from.

Accepted Answer

You must convince the buyer not only that your product is the best but also that you are the best source to buy from. When this occurs, your prospect has moved into the conviction stage of the mental buying process.

Question 6

Logical reasoning is an effective persuasive technique especially when selling complicated proposals.

Accepted Answer

The application of logic through reasoning is an effective persuasive technique that appeals to prospects' common sense by requiring them to think about the proposition and to compare alternative solutions to problems. It can create excellent results when applied to selling computers, heavy equipment, communication systems and complex proposals.

Question 7

Presentation is a continuation of the sales approach.

Accepted Answer

The presentation is a continuation of the approach. The purpose of the presentation is to provide knowledge via the features, advantages, and benefits of your product, marketing plan, and business proposal.

Question 8

It is important for the salesperson using familiar terminology and buzzwords to speak in a formal tone to convey its importance.

Accepted Answer

A salesperson should remember to talk the prospect's language by using familiar terminology and buzzwords in a conversational tone.

Question 9

During a sales presentation,it is best to begin with the FAB sequence,then present the business proposition,and next the marketing plan.

Accepted Answer

The first step of the presentation should address the FABS of a product. Next, the salesperson should present the marketing plan followed by the business proposition.

Question 10

Logical reasoning involves a presentation constructed around three parts: an overview,a major premise,and a trial close.

Accepted Answer

Logical reasoning involves a presentation constructed around three parts: a major premise, a minor premise, and a conclusion.

Question 11

According to the Golden Rule of Selling,a salesperson who uses puffery in a sales presentation is more likely to make a sale than the one who does not.

Accepted Answer

Truthfully showing and telling about your product shows you are a person with integrity and character who is focused on unselfishly helping this person. Should there be a hint of exaggeration or puffery, the buyer may not buy.

Question 12

Television commercials use autosuggestion frequently.

Accepted Answer

Autosuggestion attempts to have prospects imagine themselves using the product. The method is often used by TV advertisers.

Question 13

A marketing plan explains what the customer will receive in return for buying the product or service.

Accepted Answer

For wholesalers and retailers, the marketing plan is the suggestion on how they should resell the product. For end users, it is the suggestion on how they can use the product.

Question 14

According to the text,the six elements of the sales presentation mix are product,participation,proof,visuals aids,persuasive communication,and demonstration.

Accepted Answer

The sales presentation mix consists of six components: participation, proof, visual aids, dramatization, demonstration, and persuasive communication.

Question 15

The main purpose of a sales presentation is to overcome objections.

Accepted Answer

The main goal of your presentation is to provide information to the prospect. This information includes the discussion of your product, marketing plan, and business proposition. Overcoming objections may occur, but it is not the primary purpose.

Question 16

A simile is a direct comparison using "like" or "as."

Accepted Answer

A simile is a direct comparison statement using the word like or as: A poorly manicured lawn is like a bad haircut.

Question 17

A salesperson using a direct suggestion on a prospect might begin by saying,"Mr.and Mrs.Smith,just imagine never having to worry about money after your retirement."

Accepted Answer

Autosuggestion attempts to have prospects imagine using the product, such as in this case. The direct suggestion is used widely by professional salespeople in all industries because it does not "tell" but suggests buying, which does not offend the buyer.

Question 18

A textbook salesperson says,"Instructors at Harvard and Yale really like this new approach." The salesperson is using a suggestive proposition.

Accepted Answer

Suggestive propositions imply that the prospect should act now, which is not the case in this example. Prestige suggestions ask the prospect to visualize using products that famous people or organizations, such as Harvard, use.

Question 19

A salesperson is likely to harm sales by personalizing relationships with customers.

Accepted Answer

When salespeople show customers that they care about their best interests, sales have a tendency to improve. Such a relationship lets customers know they can trust the salesperson.

Question 20

Although salespeople sell different products in different ways,the elements of the sales presentation mix should be used in an equal proportion.

Accepted Answer

Salespeople sell different products in different ways, but all salespeople use
six classes of presentation elements to some degree in their presentations to provide meaningful information to the customer. These elements are called the presentation mix, and they are not necessarily used in equal amounts.

Quiz 11: Elements of a Great Sales Presentation