Question 1

_____ asks the prospect to visualize using the same products that famous people or companies use.

Accepted Answer

Prestige suggestion asks the prospect to imagine themselves using the same products that famous people or companies use, in order to make them feel more important or prestigious.

Question 2

"Shouldn't you go ahead and order swimsuit stock for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colors?" This is an example of a(n):

Accepted Answer

This is an example of a suggestive proposition because it implies a recommendation or advice indirectly, encouraging action without explicitly stating it.

Question 3

"You ought to buy that scarf.It is just like the one that I saw Julia Roberts wearing when she was dining at the Blue Goose Inn." This is an example of a(n):

Accepted Answer

This is an example of a prestige suggestion, as it is using a famous and highly respected person (Julia Roberts) to suggest the value of the product.

Question 4

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

Accepted Answer

The type of suggestion method that seeks to create doubt about a competitor's products is indirect suggestion. Indirect suggestion is a subtle way of suggesting something without actually stating it explicitly. In this case, the salesperson might make comments or ask questions that indirectly suggest that the competitor's products are not as good as they claim to be, creating doubt in the customer's mind. Examples of indirect suggestion might include statements like "Have you heard any negative feedback about Brand X?" or "Some customers have reported issues with Brand Y, have you experienced any problems?"

Question 5

"There could be a price hike in these items next month.Why don't you buy some extra stock now?" This is an example of:

Accepted Answer

The answer of "There could be a price hike in...

Question 6

"Can you imagine how excited your family will be when you tell them you have purchased this Disneyland vacation package?" This is an example of a(n):

Accepted Answer

The answer of "Can you imagine how excited your family...

Question 7

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

The salesperson is using indirect suggestion by offering two options and leaving the decision up to the store purchasing agent. This allows the agent to feel in control of the decision and more likely to make a purchase.

Question 8

The statement,"Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" is an example of a(n):

Accepted Answer

The answer of The statement,"Can't you just picture how excited...

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 phrasing the question in a way that does not directly ask the buyer to use the new product, but instead implies that it may not be well-known or widely used. This can potentially lead the buyer to question the effectiveness of the new product and consider sticking with their current option.

Question 10

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

Accepted Answer

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 11

When the appliance salesperson said,"Based on the features you desire,I suggest you buy the self-cleaning Hotpoint oven," the salesperson was making a(n):

Accepted Answer

The salesperson is making a direct suggestion by recommending a specific brand and model of oven based on the customer's desired features.

Question 12

A(n)_____ type of suggestion implies that prospects should act immediately.

Accepted Answer

The answer of A(n)_____ type of suggestion implies that prospects...

Question 13

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

Accepted Answer

Countersuggestion is intended to evoke an opposite response from the prospect. It is a suggestion that offers an alternative option or opposing viewpoint to the prospect's current perception or belief. This can lead to a persuasive effect as the prospect may feel compelled to defend their original perspective, potentially leading to a conversion in favor of the countersuggestion.

Question 14

The statement,"Just imagine how much your family will enjoy camping in this new tent," is an example of a(n):

Accepted Answer

The answer of The statement,"Just imagine how much your family...

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 is making an indirect suggestion by framing the question in a way that implies the promotion will be successful and will require a significant amount of dog treats.

Question 16

The statement,"The finest hospitals in the country are using this neonatal incubator," is an example of a(n):

Accepted Answer

The statement is using prestige suggestion by implying that the best hospitals in the country are using this product, therefore creating a positive association and impression of the product.

Question 17

Karl Mekelsson sells refrigeration units to businesses.He builds his sales presentations around a major premise like the savings a walk-in refrigerator will generate for a catering firm and a minor premise like how his company's unit will reduce electrical bills and a conclusion.Karl is most likely using:

Accepted Answer

The answer of Karl Mekelsson sells refrigeration units to businesses.He...

Question 18

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 19

_____ attempts to have prospects imagine using the product themselves.

Accepted Answer

The answer of _____ attempts to have prospects imagine using...

Question 20

Austin began his sales presentation by stating,"All organizations strive to operate more efficiently." Then,he proceeded to explain why his company's computer network system operates more efficiently than other systems.He concluded his presentation by saying,"So,you have to agree that you should buy my company's system." Austin was using _____ to make his sale.

Accepted Answer

Austin is using logical reasoning to make his sale by stating a common goal among organizations and then providing evidence as to why his company's system is the most efficient.

Quiz 10: Elements of a Great Sales Presentation

_____ asks the prospect to visualize using the same products that famous people or companies use.

"Shouldn't you go ahead and order swimsuit stock for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colors?" This is an example of a(n) :

"You ought to buy that scarf.It is just like the one that I saw Julia Roberts wearing when she was dining at the Blue Goose Inn." This is an example of a(n) :

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

"There could be a price hike in these items next month.Why don't you buy some extra stock now?" This is an example of:

"Can you imagine how excited your family will be when you tell them you have purchased this Disneyland vacation package?" This is an example of a(n) :

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) :

The statement,"Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" is an example of a(n) :

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?

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

When the appliance salesperson said,"Based on the features you desire,I suggest you buy the self-cleaning Hotpoint oven," the salesperson was making a(n) :

A(n) _____ type of suggestion implies that prospects should act immediately.

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

The statement,"Just imagine how much your family will enjoy camping in this new tent," is an example of a(n) :

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) :

The statement,"The finest hospitals in the country are using this neonatal incubator," is an example of a(n) :

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

_____ attempts to have prospects imagine using the product themselves.