121) As per the text, technology can help salespeople during sales presentations because of all
the points mentioned, EXCEPT,
A) Using a computer tablet in front of the buyer can be impressive.
B) Technology enables the presentation of video clips and sound bites.
C) Analytical software can quickly crunch data-providing instant solutions to buyers’ questions..
D) Technology restricts methods of presenting information to the buyer in a visually attractive
and dramatic manner
E) Technology has truly expanded and improved video conferencing
122) What is the primary purpose of the sales presentation goal model?
A) Minimizing unfavorable features
B) Maintaining two-way communication
C) Choosing the best marketing mix components to stress
D) Capturing the prospect’s attention during a sales presentation
E) Determining which elements of the sales presentation mix to use
123) You are a salesperson for a manufacturer of neonatal incubators. While you are making the
presentation, your prospect, a hospital administrator, receives a telephone call. What should you
do if you determine this is a personal call?
A) Insist the hospital administrator ignore the call since this is your appointed time.
B) Look over the material you previously covered and prepare a written summary.
C) Politely request for the attention of the prospect.
D) Remain quiet and wait for the prospect to finish talking.
E) Offer to leave the room.
124) Imagine that you are trying to sell baby furniture to a daycare owner. You are in the midst
of your presentation when one of your prospect’s employees enters the room to talk about a sick
child. After a 10-minute conversation, the employee leaves. The daycare owner turns to you and
says, “Now what were we discussing?” You should:
A) briefly restate the selling points in which the daycare owner was most interested.
B) continue with the rest of the presentation after some small talk.
C) continue the presentation from where you stopped.
D) offer to reschedule your appointment.
E) start your presentation from scratch.
125) Which of the following statements is true about how you, as a salesperson, should cope
with the competition during a sales presentation?
A) It is impossible to develop a sales presentation without specifically referring to the
competition.
B) Comments about the competition should be based on information gathered from other
salespeople.
C) When selling industrial products, avoid making detailed comparisons with a competitor.
D) Ignore customer comments and questions about a competitor’s product.
E) Negative comments about a competitive product may insult the prospect.
126) Which of the following questions is part of the sales presentation goal model?
A) How will you introduce yourself and the firm?
B) What suggestion technique will be suitable?
C) What features and benefits will you emphasize?
D) How will you design and display visual aids?
E) What approach method would be appropriate?
127) Describe the three essential steps of sales presentations.
128) What are the six elements of the sales presentation mix?
129) What is logical reasoning? Provide an example to illustrate your answer.
130) Describe how a salesperson selling long distance service would use logical reasoning to
construct a sales presentation.
131) Describe three types of suggestions used by salespeople. Provide an example of each to
illustrate your answer.
132) Why is building trust with customers important? How can a salesperson build trust with a
customer?
133) List eight types of visuals commonly used in sales presentations.
134) How technology can help salespeople during sales presentations?
135) Imagine that you are talking to the owner of a motel chain about buying furniture from your
company. His secretary comes in and asks him to sign some papers immediately. He takes about
ten minutes to read over the papers before he signs them. What should you as the professional
salesperson do?
136) What is discussed in the marketing plan of a sales presentation?
137) When should a salesperson use a suggestive proposition to close the sale?
138) The travel agent says, “Imagine yourself lounging by the pool with a cold drink in your
hand and a waiter close by to cater to your every whim.” What kind of a suggestion is the travel
agent using?
139) Quinton sells irrigation equipment to farmers. He tells a prospect, “Did you see how well
your neighbor Bill Emerson’s crops did last year in spite of the drought? He is one of my long-
time customers.” What kind of suggestive selling is Quinton using?
140) What is the best nonverbal selling technique?
141) List the four techniques a salesperson can use to induce customer participation in a sales
presentation.
142) Why do salespeople often use proof statements?
143) What are two benefits of including a demonstration in a sales presentation?
144) Where does the ideal sales presentation take place?
145) Clearwater Hampers is a small British company that sells luxury food and drink in various
combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market
where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom
and abroad, are important to the business. Clearwater has had several orders for more than a
quarter of a million dollars. According to the company’s leading salesperson, Peter Austin, “We
have lots of repeat corporate customers as a result of the importance we place on getting the
hampers out on time and filled with the right products.”
When Austin asks a prospective CEO to imagine how pleased his customers will be when they
receive a custom-designed picnic hamper from Clearwater, Austin is using:
A) a prestige suggestion.
B) counter-offering.
C) logical reasoning.
D) autosuggestion.
E) empathy.
146) Clearwater Hampers is a small British company that sells luxury food and drink in various
combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market
where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom
and abroad, are important to the business. Clearwater has had several orders for more than a
quarter of a million dollars. According to the company’s leading salesperson, Peter Austin, “We
have lots of repeat corporate customers as a result of the importance we place on getting the
hampers out on time and filled with the right products.”
Austin is having difficulty closing a sale with a particular customer even after repeated calls. The
prospect keeps delaying the buying decision. What kind of suggestion technique should Austin
use to close the sale?
A) Autosuggestion
B) Suggestive suggestion
C) Prestige suggestion
D) Direct suggestion
E) Counter suggestion
147) Clearwater Hampers is a small British company that sells luxury food and drink in various
combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market
where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom
and abroad, are important to the business. Clearwater has had several orders for more than a
quarter of a million dollars. According to the company’s leading salesperson, Peter Austin, “We
have lots of repeat corporate customers as a result of the importance we place on getting the
hampers out on time and filled with the right products.”
As proof statements of the superiority of Clearwater Hampers, Austin should most likely use:
A) dramatizations.
B) free sample hampers.
C) Clearwater’s website.
D) customer testimonials.
E) the SELL sequence.
148) Clearwater Hampers is a small British company that sells luxury food and drink in various
combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market
where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom
and abroad, are important to the business. Clearwater has had several orders for more than a
quarter of a million dollars. According to the company’s leading salesperson, Peter Austin, “We
have lots of repeat corporate customers as a result of the importance we place on getting the
hampers out on time and filled with the right products.”
Austin should use visual aids, dramatics, and demonstrations in his sales presentation to
prospective customers to do all of the following EXCEPT to:
A) clarify the services his firm provides.
B) create two-way communication.
C) capture the prospect’s attention.
D) increase his persuasive powers.
E) create cognitive dissonance.