Elements Of A Great Sales Presentation

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Questions Bank

The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

All Questions

Question 1

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True/False

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.

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Question 2

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

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Question 3

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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.

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Question 4

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Presentation is a continuation of the sales approach.

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Question 5

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

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Question 6

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

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Question 7

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

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Question 8

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

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Question 9

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

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Question 10

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

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Question 11

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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.

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Question 12

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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.

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Question 13

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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."

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Question 14

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

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Question 15

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Television commercials use autosuggestion frequently.

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Question 16

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

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Question 17

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

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Question 18

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

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Question 19

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

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Question 20

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

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