55) The second essential step of a sales presentation is the:
A) FAB step.
B) SELL sequence.
C) business proposition.
D) marketing plan.
E) trial close.
56) The third essential step of a sales presentation is the explanation of the:
A) products’ FAB.
B) marketing plan.
C) SELL sequence.
D) business proposition.
E) trial close.
57) A solar heating system salesperson says “by using this system you increase your profits by
20%.” The salesperson is stating a:
A) product benefit.
B) product advantage.
C) business proposition benefit.
D) business proposition advantage.
E) marketing advantage.
58) The ________ refers to the elements the salesperson assembles to make sales to prospects
and customers.
A) key account list
B) marketing mix
C) sales activities guide
D) tactical promotion mix
E) sales presentation mix
59) Which of the following is one of the elements of the salesperson’s presentation mix?
A) Proof
B) Conviction
C) Trial close
D) Knowledge
E) Questions
60) All of the following are components of the salesperson’s presentation mix EXCEPT:
A) persuasive communication.
B) unbiased conviction.
C) participation.
D) demonstration.
E) dramatization.
61) Salespeople use ________ to decide which element of the sales presentation mix to
emphasize in a particular presentation.
A) visual aids
B) vendor analysis
C) the customer benefits plan
D) persuasive communication
E) a social audit
62) The salesperson should decide which element(s) of the presentation mix to emphasize in a
particular presentation based primarily on:
A) sales call objective, customer profile and customer benefit plan.
B) financial objectives, product newness, number of customers and inventory levels.
C) competitor activity, current inventory levels and bonus plans.
D) persuasive communication, competitor activity and financial objectives.
E) inventory levels, financial objectives, marketing plan and distribution strategy.
63) Direct suggestion is most likely popular among professional salespeople because the method:
A) encourages immediate purchases.
B) links products to famous people and firms.
C) requires buyers to imagine using a product.
D) relies on inoffensive buying suggestions and recommendations.
E) relates competing products to negative information and quality concerns.
64) Logical reasoning is best described as a:
A) persuasive sales technique that uses suggestions to persuade prospects to buy.
B) method that uses a major premise, a minor premise and a conclusion.
C) method for personalizing the relationship between the buyer and the seller.
D) tool that integrates visual aids, technology, and dramatization.
E) diplomatic way of persuading a prospect to listen closely.
65) A salesperson of Excel Solar Systems says during her presentation “All hospitals need a
clean, silent, and eco-friendly source of power. Our solar packs are the best solution available for
this requirement. It will be a great idea to buy and use them in your hospital.” Which selling
technique is being used by the salesperson?
A) Direct suggestion
B) Suggestive proposition
C) Indirect suggestion
D) Logical reasoning
E) Auto suggestion
66) Which of the following involves a presentation constructed around three parts?
A) Participation
B) Trial closes
C) Dramatization
D) Logical reasoning
E) Visual aids
67) When James sells Tiromat Powerpak, a packaging machine for forming, filling and sealing
food products, he begins by telling the customer, “Everyone in the food industry would like to
save money and time on equipment cleaning.” Then he says, “With the Tiromat Powerpak, you
have a machine that can be disassembled for high-pressure cleaning and then reassembled more
quickly than any other machine currently on the market.” In conclusion, Tiromat says, “Thus, I
believe that you need to buy our new Powerpak packaging machine.” James is using ________
to sell his machines.
A) direct suggestion
B) suggestive propositions
C) logical reasoning
D) sell sequence
E) persuasive communication
68) 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:
A) suggestive proposition.
B) the syllogistic method.
C) collective bargaining.
D) indirect suggestions.
E) logical reasoning.
69) 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.
A) a prestige suggestion
B) counter-offering
C) logical reasoning
D) choice narrowing
E) empathy
70) A(n) ________ type of suggestion implies that prospects should act immediately.
A) suggestive proposition
B) counter suggestion
C) autosuggestion
D) temporal-based suggestion
E) indirect suggestion
71) “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):
A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.
72) “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:
A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.
73) ________ asks the prospect to visualize using the same products that famous people or
companies use.
A) Suggestive proposition
B) Prestige suggestion
C) Direct suggestion
D) Autosuggestion
E) Image suggestion
74) The statement, “The finest hospitals in the country are using this neonatal incubator,” is an
example of a(n):
A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.
75) “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):
A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.
76) ________ attempts to have prospects imagine using the product themselves.
A) Suggestive proposition
B) Prestige suggestion
C) Empathetic suggestion
D) Autosuggestion
E) Ideal-self suggestion
77) 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):
A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.
78) The statement, “Just imagine how much your family will enjoy camping in this new tent,” is
an example of a(n):
A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.
79) “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):
A) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.
80) 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) suggestive proposition.
B) prestige suggestion.
C) direct suggestion.
D) autosuggestion.
E) counter suggestion.
81) Direct suggestions are commonly used by professional salespeople because they are:
A) empathetic.
B) conclusive.
C) inoffensive.
D) impersonal.
E) logical.
82) Which type of suggestion method seeks to create doubt about a competitor’s products?
A) Suggestive proposition
B) Empathic suggestion
C) Manipulative suggestion
D) Autosuggestion
E) Indirect suggestion
83) 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?
A) Auto suggestion
B) Direct suggestion
C) Alternate suggestion
D) Counter suggestion
E) Indirect Suggestion
84) 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):
A) counter offer.
B) autosuggestion.
C) empathy suggestion.
D) prestige suggestion.
E) indirect suggestion.
85) 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):
A) counter offer.
B) autosuggestion.
C) empathy suggestion.
D) manipulative suggestion.
E) indirect suggestion.
86) Which type of suggestion is intended to evoke an opposite response from the prospect?
A) Indirect suggestion
B) Suggestive proposition
C) Prestige suggestion
D) Autosuggestion
E) Countersuggestion
87) Which technique is most effective when a salesperson has determined that a prospect wants a
high-quality product?
A) Counter suggestion
B) Autosuggestion
C) Empathy suggestion
D) Manipulative suggestion
E) Indirect suggestion
88) What response is most likely expected from a prospect when a salesperson uses a counter
suggestion such as, “Do you really want a payroll software system with all of these extra
features?”
A) “I really don’t need all of these extras. We should look at less expensive options.”
B) “Yes, your system has lots of features that aren’t available on other available software
systems.”
C) “Okay. Show me some other software systems which are better than this.”
D) “Okay. What kind of software systems would you recommend we buy?”
E) “We should consider software system with fewer features.”
89) According to the text, a salesperson can make sales presentations more persuasive through
all of the following methods EXCEPT:
A) personalizing customer relationships.
B) making the sales presentation fun.
C) building trust through honesty.
D) controlling the sales presentation.
E) referring often to the competition.
90) A salesperson tells his customer, “You are not only buying my products but me as well!”
What could be the purpose of this statement?
A) He is using a trial close.
B) He is trying to personalize the relationship.
C) He is using a standing-room close.
D) He is showing his eagerness to close the deal.
E) He is persuading the client to make a decision soon.
91) The best nonverbal selling technique is the:
A) handshake.
B) smile.
C) pointing finger.
D) nodding head.
E) shoulder shrug.
92) What should the salesperson do if the prospect angrily challenges the veracity of the claims
made about the product?
A) Give green signals.
B) Take control of the presentation.
C) Use the Paul Harvey dialogue.
D) Act diplomatically.
E) Politely correct the prospect.
93) All of the following are useful for encouraging a prospect’s participation in the presentation
EXCEPT:
A) product use.
B) visuals.
C) questions.
D) demonstrations.
E) premiums.
94) Encouraging a prospect to touch or taste a product is most likely a salesperson’s attempt to:
A) attempt a trial close.
B) engage in a dialogue.
C) develop creative imagery.
D) appeal to the prospect’s senses.
E) build a relationship with the prospect.