Question 1

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 used or re-sold, focusing on the practical application and benefits for the end-user or reseller.

Question 2

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

Accepted Answer

A

Question 3

A salesperson is trying to decide which element of the sales presentation mix to emphasize in a particular presentation.She wants to make sure her communication will resonate with the prospect.What term describes the process this salesperson is going through?

Accepted Answer

The salesperson is trying to determine the most persuasive way to communicate with the prospect, which involves the persuasive communication process. This process involves analyzing the audience and tailoring the presentation to their needs and interests to maximize the persuasive impact of the message. A, B, C, and E do not accurately describe the process the salesperson is going through.

Question 4

When the salesperson asked,"Do you really want your employees to have only minimal accident insurance?" he was mostly likely using what kind of suggestion?

Accepted Answer

The answer of When the salesperson asked,"Do you really want...

Question 5

"This protective coating is as tough as forged steel." What is this quote an example of?

Accepted Answer

The quote uses "as tough as," which is a comparison using "as," characteristic of a simile.

Question 6

"These Ready Rider shock absorbers cushion and protect your car from the rough spots on the highway.It's like having feather pillows under your car." Which of the following terms is this quote an example of?

Accepted Answer

The answer of "These Ready Rider shock absorbers cushion and...

Question 7

Based on what you have learned in this course,how would you suggest that Katanya make her sales presentations more persuasive?

Accepted Answer

All of these choices are correct. Personalizing the relationship with the customers, using body language, building trust by being honest, and controlling the sales presentation are all effective ways to make sales presentations more persuasive. By using a combination of these approaches, Katanya can strengthen her relationship with customers, establish credibility, and increase the chances of making successful sales.

Question 8

"Sometimes finding a good parking place is like hunting for a needle in a haystack." In a sales setting,which of the following best describes the previous statement?

Accepted Answer

The statement is comparing finding a good parking place to hunting for a needle in a haystack, which is a classic example of a simile.

Question 9

You have been asked by your regional sales manager to put together a brief presentation to new sales recruits highlighting the key themes associated with the notion of a presentation mix.Which of the following would you include in your presentation as a key presentation mix topics?

Accepted Answer

The answer of You have been asked by your regional...

Question 10

Logical reasoning involves a presentation to prospects using three parts.Which of the following term(s)is/are NOT one of those three parts?

Accepted Answer

The three parts of logical reasoning are the major premise, the minor premise, and the conclusion. The prestige premise is not one of the three parts.

Question 11

Which of the following best captures the essence of this statement by a salesperson: "The most prestigious automotive companies use this kind of leather in their interiors."

Accepted Answer

The statement appeals to the customer's desire for prestige by implying that using the same kind of leather as the most prestigious automotive companies will elevate the customer's status. This is known as a prestige suggestion.

Question 12

"Can you imagine your sales force using this kind of a CRM system when making client calls?" What type of suggestion does the previous statement best illustrates?

Accepted Answer

The answer of "Can you imagine your sales force using...

Question 13

Which of the following should NOT be included as an element of a salesperson's presentation mix?

Accepted Answer

The answer of Which of the following should NOT be...

Question 14

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 knowledge (providing information), beliefs (shaping the customer's attitudes and opinions about the product), desire (creating interest and excitement), attitude (creating positive feelings about the product), and conviction (persuading the customer to make a purchase). Option C lists all five of these purposes.

Question 15

Roland sells appliances.He builds his sales presentations around a major premise like the savings a walk-in refrigerator will generate for a catering firm,a minor premise like my company's unit will reduce your electrical bill,and a conclusion.What persuasive technique is Roland using in his presentation?

Accepted Answer

The answer of Roland sells appliances.He builds his sales presentations...

Question 16

"Shouldn't you go ahead and order this patio furniture for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colours?" This is an example of what kind of suggestion?

Accepted Answer

The answer of "Shouldn't you go ahead and order this...

Question 17

An appliance salesperson said the following to a client; "I suggest you buy the self-cleaning Hotpoint oven." What kind of suggestion is this salesperson using?

Accepted Answer

The salesperson is using a direct suggestion, as they are directly recommending a specific product to the client. A suggestive proposition would involve more subtle language and hints to influence the client's decision, while a prestige suggestion would appeal to the client's desire for status and luxury. Autosuggestion involves influencing oneself through positive self-talk, and a counter suggestion would involve suggesting an alternative product to what the client may initially desire.

Question 18

What term refers to the elements the salesperson assembles to sell to prospects and customers?

Accepted Answer

The answer of What term refers to the elements the...

Question 19

The textbook identifies metaphors as part of a salesperson arsenal of communication tools.Which of the following best describes a metaphor?

Accepted Answer

A metaphor is an implied comparison between two things that are not alike but have something in common. It triggers a vivid image in the listener's mind and helps to create a more memorable and engaging message. It is different from a simile, which uses "like" or "as" to make a direct comparison.

Question 20

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

Accepted Answer

The answer of In which step should a salesperson ask...

Quiz 9: The Presentation: Elements of Effective Persuasion