Question 1

The primary goal of a(n) ________ presentation strategy is to influence the prospect's beliefs,attitudes,or behavior and to encourage buyer action.

Accepted Answer

A)  value
B)  sensory
C)  reminder
D)  persuasive
E)  informativeF) C) and E)
G) A) and E)

Question 2

Test results are most effective as a demonstration tool when they:

Accepted Answer

A)  are part of a bound paper presentation
B)  come from a respected independent agency
C)  have been presented to the prospect in a spreadsheet or chart
D)  demonstrate that the product is superior to the competition
E)  have been sponsored by the vendorF) C) and E)
G) B) and E)

Question 3

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

Accepted Answer

A)  use a product demonstration
B)  convert features to benefits
C)  cover one idea at a time
D)  appeal to more than one sense
E)  use more technical termsF) All of the above
G) A) and E)

Question 4

Which type of sales presentation would most likely occur after a sale to ensure that current customers are aware of a firm's services and additional product offerings?

Accepted Answer

A)  persuasive
B)  reminder
C)  informative
D)  interactive
E)  cannedF) B) and D)
G) B) and C)

Question 5

One danger of relying too heavily on a technical presentation is:

Accepted Answer

A)  bringing along heavy equipment
B)  missing the opportunity to create a relationship with the customer
C)  impressing the customer with your technical savvy
D)  failing to convey product knowledge
E)  using unnecessarily expensive devicesF) A) and B)
G) D) and E)

Question 6

Kaygo Tires, Inc. designs and manufactures tires for the trucking industry. Their products include tires for semi-cabs as well as trailers of various sizes and weight limits. Tyler, a sales representative for Kaygo, is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers.
-As part of the preparation for the presentation,Tyler should most likely:

Accepted Answer

A)  research the trucking company's operations and needs
B)  memorize the standardized presentation script
C)  install web conferencing software on the buyer's computer
D)  come up with a persuasive argument for the buyer
E)  include as many audio visual aids as possible in the presentationF) None of the above
G) C) and E)

Question 7

The first rule of group presentations is to assign a leader of the group.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

An effective sales presentation involves showing the prospect how the product fills specific needs.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

When giving a persuasive sales presentation,the salesperson should put the strongest appeal:

Accepted Answer

A)  either at the beginning or the end of the presentation
B)  at the midpoint of the presentation
C)  in the slides for the presentation,but not presented verbally
D)  in the follow-up e-mail after the presentation
E)  during the qualifying phase,even before need identificationF) B) and E)
G) All of the above

Question 14

Because there are multiple presenters,a group presentation should focus on:

Accepted Answer

A)  making use of each presenter's deep technical knowledge
B)  delivering a simple message so as not to overwhelm the prospects.
C)  answering prospects' questions in the presentation before the prospects are forced to ask them
D)  eliminating presentation technology,which can make a presentation feel cold
E)  accessing the product in real time,especially if it is a technological product,to do a live demonstrationF) A) and C)
G) A) and D)

Question 15

Angie Meecham works at the CosMetRx counter at a high-end department store. Her job is to give prospects a facial and makeover using CosMetRx products and then sell them the products she used. Angie always says that she's "in the business of making women feel good about how they look."

-The proof device Angie is most likely to use is:

Accepted Answer

A)  FDA safety ratings for the ingredients used in the products
B)  the makeover itself
C)  testimonials by the other CosMetRx sales representatives at the counter
D)  survey results of satisfied CosMetRx users
E)  a tour of the manufacturing facilitiesF) C) and D)
G) A) and D)

Exam 12: Creating Value with the Consultative Presentation

Which type of sales presentation would most likely occur after a sale to ensure that current customers are aware of a firm's services and additional product offerings?

Correct Answer
verified

Correct Answer
verified

The first rule of group presentations is to assign a leader of the group.

Correct Answer
verified

An effective sales presentation involves showing the prospect how the product fills specific needs.

Correct Answer
verified

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

Correct Answer
verified

Test results are most effective as a demonstration tool when they:

Correct Answer
verified

Correct Answer
verified

When giving a persuasive sales presentation,the salesperson should put the strongest appeal:

Correct Answer
verified

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

Correct Answer
verified

The primary goal of a(n) ________ presentation strategy is to influence the prospect's beliefs,attitudes,or behavior and to encourage buyer action.

Correct Answer
verified

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

Correct Answer
verified

One danger of relying too heavily on a technical presentation is:

Correct Answer
verified

Because there are multiple presenters,a group presentation should focus on:

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

Exam 12: Creating Value with the Consultative Presentation

Which type of sales presentation would most likely occur after a sale to ensure that current customers are aware of a firm's services and additional product offerings?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The first rule of group presentations is to assign a leader of the group.

Correct AnswerverifiedShow Answer

An effective sales presentation involves showing the prospect how the product fills specific needs.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Test results are most effective as a demonstration tool when they:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

When giving a persuasive sales presentation,the salesperson should put the strongest appeal:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The primary goal of a(n) ________ presentation strategy is to influence the prospect's beliefs,attitudes,or behavior and to encourage buyer action.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

One danger of relying too heavily on a technical presentation is:

Correct AnswerverifiedShow Answer

Because there are multiple presenters,a group presentation should focus on:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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