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1 | |
No matter what sales presentation, a salesperson decides to use, he or she must follow three essential steps. Step 1 requires the salesperson to: |
| | A) | fully discuss the features, advantages, and benefits of the product |
| | B) | modify his or her personality to suit the personality of the customer |
| | C) | provide the prospect with information about the seller's company |
| | D) | create a rapport with the prospect |
| | E) | use a demonstration, a visual aid, or dramatics |
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2 | |
The sales presentation mix includes: |
| | A) | the salesperson, the prospect, and the product |
| | B) | the preapproach, the approach, the trial close, the close, and the follow-up |
| | C) | encoding, receiving, medium, decoding, and feedback |
| | D) | persuasive communication, visual aids, proof, participation, demonstration, and dramatization |
| | E) | perception, learning, behavior, motivation, and attitude |
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3 | |
One of the problems with using logical reasoning is the fact that this technique: |
| | A) | may be too persuasive and prevent the salesperson from sharing the rest of his presentation with the customer |
| | B) | may be perceived as too blunt and cause the customer to become defensive |
| | C) | is too weak to be effective |
| | D) | requires the use of all six elements of the sales presentation mix. |
| | E) | works best when used to sell simple products like commodities |
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4 | |
The bathroom fixture salesperson asked the couple, "I think you should buy the tub enclosure today. I have heard that its manufacturer is discontinuing the larger enclosure that you prefer." What type of suggestion was the salesperson using? |
| | A) | autosuggestion |
| | B) | prestige suggestion |
| | C) | counter suggestion |
| | D) | indirect suggestion |
| | E) | suggestive proposition |
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5 | |
The travel agent said, "Just imagine how much fun you and your family will have when you visit Disneyworld." What type of suggestion was the travel agent using? |
| | A) | autosuggestion |
| | B) | prestige suggestion |
| | C) | counter suggestion |
| | D) | indirect suggestion |
| | E) | suggestive proposition |
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6 | |
Even though the casket salesperson knew why the funeral owner was ordering the lead-lined caskets instead of the pine models, he still asked, "Are you sure you want so many top-of-the-line caskets in your inventory?" The salesperson was using: |
| | A) | autosuggestion |
| | B) | prestige suggestion |
| | C) | counter suggestion |
| | D) | indirect suggestion |
| | E) | suggestive proposition |
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7 | |
What did the sales manager mean when he advised the new salesperson to use the Paul Harvey dialogue? |
| | A) | Use an exciting delivery. |
| | B) | Avoid the use of metaphors and similes. |
| | C) | Let the prospect do all the talking. |
| | D) | Act diplomatically. |
| | E) | Build trust through empathy. |
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8 | |
"Our new vacuum cleaning system is more powerful than a tornado." The salesperson was using a(n) _____ in her presentation. |
| | A) | simile |
| | B) | dramatization |
| | C) | metaphor |
| | D) | illusion |
| | E) | assessment |
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9 | |
Our decorating manuals give easy-to-follow, step-by-step directions. Owning this set of books is like having your very own Martha Stewart." The salesperson who used this figure of speech in her sales presentation was using a(n): |
| | A) | analogy |
| | B) | dramatization |
| | C) | alliteration |
| | D) | illusion |
| | E) | assessment |
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10 | |
Participation by the prospect in the sales presentation is essential to success. Which of the following is NOT a way salespeople typically induce the prospect to participate? |
| | A) | questions |
| | B) | advocacy advertising |
| | C) | product use |
| | D) | visuals |
| | E) | demonstration |
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11 | |
The sales representative for Boston Warehouse, a company that manufactures candles and candle holders, responded to the customer's reluctance by saying, "If you can't sell three cases of our beeswax candles during the next month, I will give you a free case of any of our candle products that you want." This statement shows a salesperson using _____, one of the elements of the sales presentation mix. |
| | A) | a visual aid |
| | B) | dramatization |
| | C) | counter suggestion |
| | D) | proof |
| | E) | empathy |
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12 | |
Damian sells clothes designed for people who like winter sports and/or who have jobs that require them to work outside year-round. Which of the following would be an example of a proof that Damian could use during his sales presentation? |
| | A) | independent research results |
| | B) | an autosuggestion |
| | C) | a simile |
| | D) | a demonstration |
| | E) | all of the above |
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13 | |
Visual aids are most effective when a salesperson believes in them and has woven them into his or her sales presentation. Visual aids can be used to: |
| | A) | increase retention |
| | B) | create a unique and lasting impression |
| | C) | show the buyer that the salesperson is a professional |
| | D) | reinforce the message |
| | E) | do all of the above |
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14 | |
Which of the following is NOT an example of a visual aid that is likely to be used during a sales presentation. |
| | A) | an order form |
| | B) | sales manual |
| | C) | a mission statement |
| | D) | product mockups |
| | E) | letters of testimony |
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15 | |
Which of the following is a guideline a salesperson should use when incorporating a demonstration into his or her sales presentation? |
| | A) | Remember to encourage prospect participation. |
| | B) | Customize the demonstration so it supports the sales call objective. |
| | C) | Use a trial close after the demonstration. |
| | D) | Be sure to rehearse the demonstration in front of a mirror |
| | E) | All of the above are guidelines a salesperson should use when incorporating a demonstration into his or her sales presentation. |
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2002 McGraw-Hill Higher Education