95) Which of the following is most likely true about proof statements?
A) Survey results from magazines are invalid proof statements.
B) Proof statements can substantiate a salesperson’s product claims.
C) Past sales records are weak proof statements and infrequently used.
D) Company proof results are the most credible type of proof statements.
E) Proof statements encourage two-way communication with customers.
96) Which of the following is NOT an example of a proof statement?
A) A guarantee.
B) Independent research results.
C) A demonstration.
D) The customer’s past sales figures.
E) A testimonial.
97) Which type of proof statement would be best for a salesperson trying to convince a current
customer to place a larger order?
A) Research results from independent studies
B) Past sales figures of the buyer
C) Guarantees and warranties
D) Customer testimonials
E) Proof results of the seller
98) During the sales presentation, the salesperson said, “I guarantee my company’s air filters will
outperform the competition’s filters or I’ll buy them all back.” This is an example of a(n):
A) demonstration.
B) dramatization.
C) FAB sequence.
D) proof statement.
E) visual aid.
99) Star Drilling Company produces Auger-a moving device used in mines. In a recent
advertisement, the firm featured the president of the National Mining Association stating, “I can
guarantee the performance of Star Augers.” This is an example of:
A) a guarantee statement.
B) a testimonial.
C) dramatization.
D) an expert opinion technique.
E) a witness statement.
100) Which of the following assures prospects that if they are dissatisfied with their purchase,
the salesperson or the company will stand behind the product?
A) Reviews
B) Testimonials
C) Guarantees
D) Company proof results
E) Independent research studies
101) Which of the following regularly provides independent research results about various
products?
A) Consumer Reports
B) Time Magazine
C) Money Magazine
D) Wall Street Journal
E) New York Times
102) A salesperson is LEAST likely to use visuals during a sales presentation to:
A) reduce misunderstanding.
B) increase prospect retention.
C) exhibit professionalism.
D) create a lasting impression.
E) identify customer objections.
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103) In a sales presentation, visual aids are important to sales success because customers are
more likely to:
A) request warranties.
B) limit interruptions.
C) retain details they hear.
D) respond to direct questions.
E) remember information that they see.
104) What is considered the best visual aid to use during a sales presentation?
A) Sample ads
B) Product videos
C) Customer testimonials
D) The actual product
E) A product manual
105) Which of the following is NOT an example of a visual aid?
A) An order form
B) A chart
C) A demonstration
D) A model of the product
E) Sales manuals
106) Which of the following is NOT a correct statement regarding visual aids?
A) Sometimes, buyers use visuals provided to them by salespeople to convince their supervisor
or management team.
B) Visuals should contain succinct, logical information that will help the customer remember key
benefits.
C) Effective visuals only garner attention and they do not have an objective.
D) Effective visuals interpret data and analysis.
E) Effective visuals tend to reduce the clutter on the slide.
107) To show the strength of a plastic pallet, the salesperson asked the prospect to step into the
parking lot. Once they were in the parking lot, the salesperson laid a pallet on the ground and
drove his car across the pallet. Then he got out of the car and asked the prospect to examine the
pallet for cracks or breaks. This theatrical presentation of a product’s feature is called a(n):
A) dramatization.
B) analogy marketing.
C) FAB testimonial.
D) prestige proof statement.
E) autosuggestion.
108) Knowing his prospect would be concerned about the possibility of contamination of the
foods he was processing with his packing equipment, Alec opened by saying, “To prove to you
the conveyer belt lubricant I’m offering you is non-toxic, I’m going to eat a spoon-full right
now.” This theatrical presentation is an example of:
A) dramatization.
B) analogy marketing.
C) competitive advantage.
D) industrial proof.
E) sample advertising.
109) Which of the following statements about using dramatics as part of a sales presentation is
most likely true?
A) Using dramatic demonstrations fails to set a salesperson apart from the majority of other
salespeople.
B) A salesperson’s own uncertainty about the use of dramatics increases the positive impact on
the prospect.
C) A theatrical movie showing the history of the company is an example of dramatization.
D) Dramatics should be incorporated into all sales presentations due to their success rate.
E) Television commercials are a source of ideas for dramatizations.
110) Which among the following is NOT a valid reason for using dramatics in the sales
presentation?
A) To provide a clear explanation of the product.
B) To create two-way communications.
C) To capture the prospect’s interest.
D) To increase the salesperson’s persuasive powers.
E) To create a powerful proof technique.
111) George Wynn was a salesperson best known for:
A) encouraging ethics and honesty in the selling profession.
B) developing the parallel dimensions of selling.
C) selling industrial products to global firms.
D) employing autosuggestion techniques.
E) using dramatic demonstrations.
112) A Bounty paper towel salesperson shows a prospect how quickly the towel absorbs spilled
coffee. This is an example of:
A) demonstration.
B) analogy marketing.
C) excessive dramatization.
D) indirect suggestion.
E) direct suggestion.
113) Which of the following statements about the use of demonstrations in sales presentations is
true?
A) Rehearsed demonstrations bore prospects.
B) Industrial product presentations require demonstrations.
C) Demonstrations should be appropriate and appear natural.
D) Demonstrations do not backfire when a product is well-made.
E) Effective demonstrations involve complex products for end users.
114) To have an effective demonstration the salesperson should do all of the following EXCEPT:
A) letting the prospect do something simple.
B) setting the stage for approaching the prospect.
C) encouraging the prospect to use an important feature.
D) allowing the prospect to do a repeatable task.
E) asking the prospect questions during the demonstration.
115) A successful demonstration should have all of the following characteristics EXCEPT being:
A) organized.
B) necessary.
C) ethical.
D) theatrical.
E) professional.
116) To have an effective demonstration in a sales presentation, you, as the salesperson, should:
A) conduct unrehearsed and natural demonstrations.
B) develop an all-purpose demonstration for most selling situations.
C) encourage prospect participation in the demonstration.
D) require the prospect to perform a complex task.
E) attempt trial closes before the demonstration.
117) Demonstrations, dramatics, and visual aids in sales presentation are most likely used for all
of the following reasons EXCEPT:
A) comparing competitor’s products.
B) creating two-way communication.
C) engaging the prospect through participation.
D) capturing the prospect’s attention and interest.
E) allowing the prospect to set the stage for closing the sale.
118) Which of the following is an example of a guideline to follow when using visual aids,
dramatics, and demonstrations?
A) Let the presentation come naturally; do not rehearse.
B) Avoid trial closes during a demonstration.
C) Make your sales objectives simple, clear, and straightforward.
D) Maintain control by discouraging prospect participation.
E) Use a memorized sales presentation to ensure that no FAB is omitted.
119) Lena Getz has just finished demonstrating the durability of her company’s upholstery fabric.
To find out if this feature is important to her prospect, she should:
A) use a trial close.
B) hand her catalog to the prospect.
C) use a probe question.
D) use the questions approach.
E) lead into a benefit.
120) Which of the following should NOT be considered by you for using video conferencing
technology when making a sales presentation?
A) Make sure everyone has the software or access to the software application for the video
conference.
B) Place yourself in the viewer’s shoes.
C) Have a contingency plan.
D) To come across a natural person, avoid any practice
E) Understand how people will interact with you