ABC’s of Relationship Selling, 13e (Futrell)
Chapter 10 Elements of a Great Sales Presentation
1) A salesperson who uses puffery in a sales presentation is more likely to make a sale than the
one who does not.
2) Presentation is a continuation of the sales approach.
3) A sales presentation has to be delivered after the prospect has reached the conviction stage of
the mental buying process.
4) The major purpose of the sales presentation is to provide information.
5) During the sales presentation, the salesperson should provide information that encourages the
prospect to develop positive beliefs about the product.
6) The prospect reaches the conviction stage after buying the product.
7) A marketing plan explains what the customer will receive in return for buying the product or
service.
8) For corporate products, the usage instructions should be presented as a marketing plan.
9) During a sales presentation, it is best to begin with the FAB sequence, then present the
business proposition, and next the marketing plan.
10) Great FAB Sequences require preparation and knowledge about a salesperson’s firm, its
services, policies, and procedures as well as a high level of customer understanding.
11) The SELL Sequence is an effective form of persuasive communication.
12) An effective trial close, most often, takes the form of a close-ended question.
13) The five elements of the sales presentation mix are the product, the prospect, proof
statements, visuals and the salesperson.
14) Trial close is generally used before answering an objection.
15) If presented in too straightforward a manner, the logical reasoning presentation may be too
blunt.
16) The three parts of logical reasoning are a major premise, a minor premise, and a conclusion.
17) A salesperson who sells office furnishings is using an autosuggestion when she says, “Based
on my measurements, I suggest you purchase three modular units.”
18) A public relations firm is trying to convince a former president of the U.S. that he needs the
services of this publicist. 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 proposition.
19) A salesperson using a direct suggestion might begin by saying, “Mr. and Mrs. Smith, just
imagine never having to worry about money during your retirement years.”
20) A textbook salesperson who says, “Instructors at Harvard and Yale really like this new
approach to marketing,” is using a suggestive proposition.
21) Television commercials use autosuggestion frequently.
22) Counter suggestions are not very effective for premium products.
23) A salesperson can improve sales by personalizing relationships with customers.
24) A salesperson should control the sales presentation.
25) Persuasive communication does not use nonverbal communications.
26) It is generally a mistake to allow the prospect to hold your catalog, price list, or brochure
during a sales presentation.
27) In order to make the sale, it is not necessary to get a prospect to participate in the sales
presentation.
28) The sales presentation should include elements that appeal to the prospect’s five senses.
29) Proof statements are to be presented soon after completing the sales presentation.
30) Although they are useful with final consumers, testimonials from satisfied customers mean
little to professional buyers, who think such “proof” is usually faked.
31) Example of proof statements include past sales figures, independent research results and
testimonials.
32) Proof statements generated from the salesperson’s company are less credible than proof
statements from an outside organization.
33) Visuals integrated into sales presentations increase retention and reduce misunderstandings.
34) The actual product may not be considered as a visual aid to use during a sales presentation?
35) In some instances, your buyer will use your visuals to sell your product or service to their
supervisor or management team.
36) Effective demonstrations reduce a prospect’s resistance to making a purchase.
37) Radio commercials are an effective idea development tool for the dramatization of a product.
38) Before using a demonstration in a sales presentation, a salesperson should determine the
probability that his or her demonstration will backfire.
39) To maintain the spontaneity of a presentation, professional salespeople should not rehearse.
40) Interruptions are commonplace during sales presentations.
41) A salesperson should refer to the competition at length during the approach and more briefly
in trial closings.
42) Industrial products salespeople are likely to make detailed comparisons to their competition
and to stress customer service and product guarantees.
43) Audience, objective, structure, and visual aids are considerations in the sales presentation
goal model.
44) According to the Core Principles of Professional Selling, which of the following is essential
for building a true relationship between the buyer and seller?
A) Organized presentations
B) Value pricing
C) Qualified salespeople
D) Continuous interaction
E) Ethical service
45) The main goal of a sales presentation is to:
A) provide information to the prospect.
B) make a long lasting impression on the prospects.
C) help in closing the sale.
D) reduce customer objections.
E) ensure that the approach is positive.
46) Which of the following alternatives lists the five purposes of the sales presentation (not
necessarily in their correct order)?
A) Attention, desire, opinion, conviction and sale
B) Knowledge, action, opinion, conviction and desire
C) Attitude, knowledge, desire, beliefs and conviction
D) Conviction, knowledge, opinion, desire and beliefs
E) Attitude, knowledge, desire, beliefs and action
47) A salesperson should ask a prospect to buy a product only when the prospect reaches the
________ stage of the mental buying process.
A) knowledge
B) attitude
C) conviction
D) belief
E) desire
48) The first essential step of the sales presentation is discussing the:
A) product’s FABs.
B) marketing plan.
C) SELL sequence.
D) business proposition.
E) firm’s warranties.
49) John Devos wants to give a presentation to retailers on the new line of angular washing
machines launched by his company. At what stage in the presentation should John include some
tips for selling these washing machines to end users?
A) While discussing the FAB of the product.
B) While presenting the marketing plan.
C) Before discussing the FAB of the product.
D) While explaining the business proposition.
E) At the end of his presentation.
50) Which term refers to combining a question with a discussion of a product’s FABs?
A) SWOT analysis
B) Marketing mix
C) SELL sequence
D) Sales presentation mix
E) Product dramatization
51) Which statement regarding SELL sequence is NOT correct?
A) The SELL Sequence is a great method of determining if the FAB is of interest to the buyer
B) The SELL Sequence is an effective form of persuasive communication.
C) The SELL sequence should always be used by a salesperson at the closing stage
D) When a question is integrated with the product’s FAB, it forms the SELL Sequence.
E) SELL sequence is part of essential steps within the presentation stage.
52) Which statement regarding trial close is NOT correct?
A) The trial close should never be used after answering an objection .
B) The trial close serves as an excellent method to ensure the customer understands the benefits
of your services and products
C) An effective trial close, most often, takes the form of an open-ended question.
D) By using open-ended trial-close questions, you provide buyers with an opportunity to explain
their understanding of the benefit
E) The trial close should be used after making a strong selling point in the presentation
53) All of the following are best practices to ensure FAB sequences are effective, EXCEPT?
A) Avoid incorporating proof statements within FAB sequences.
B) Structure and convey your FAB Sequences as you would in a business conversation
C) Integrate a trial close after your FAB Sequences.
D) FAB Sequences should use specific language.
E) FAB Sequences should be logical
54) According to the text, what are the three essential steps within the sales presentation, in their
correct order?
A) FAB, marketing plan, business proposition
B) Pricing strategy, marketing plan, FAB
C) Business proposition, FAB, marketing plan
D) FAB, business proposition, marketing plan
E) Marketing plan, FAB, business proposition