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Chapter 09 Strengthening the Presentation Answer Key
True / False Questions
1.
Salespeople who sell machinery are limited to appeals that will affect a buyer's senses of
hearing, sight, and touch.
2.
To increase the buyer's understanding of a product, sellers should use the multiple-sense
appeals approach.
3.
A salesperson promoting a new brand of tomato ketchup gives free samples to his
prospects at the end of his presentation. The salesperson appeals to more than one sense
of the prospects in this case.
4.
Amiables prefer visuals without people in them and a relatively fast-moving presentation.
5.
While using visuals, salespeople must use tables and clip art instead of graphics and high-
quality drawings.
6.
Gift giving must be done with care and not violate the rules of the buyer's company.
7.
Salespeople should avoid using electronic whiteboards in their sales presentation because
they eliminate two-way communication between a salesperson and a customer.
8.
Photos are easy to prepare, are inexpensive, and permit a realistic portrayal of a product
and its benefits.
9.
When using video as a presentation tool, a salesperson should make sure the video is long
and provides detailed product information.
10.
One of the most effective methods of appealing to a buyer's senses is through product
demonstrations or performance tests.
11.
During a product demonstration, a salesperson should always relate product features to a
buyer's unique needs.
12.
In the context of product demonstrations, salespeople should avoid probing during and
after the presentation.
13.
If buyers present at your demonstration have used your product before, then they should
be discouraged from participating.
14.
While giving handouts to foreign buyers, salespeople should include a glossary containing
definitions.
15.
Complex charts and diagrams, even if they are helpful, should not be included in handouts
because they can confuse a prospect.
16.
In the context of visual presentations, document cameras are capable of displaying any
three-dimensional object without the use of a transparency.
17.
An RFP typically does not communicate details about a budget.
18.
Quantifying a solution is unnecessary when a prospect is in a high-risk situation.
19.
Customer value proposition should exclude the tangible and intangible benefits of a
product.
20.
In a simple cost-benefit analysis, the costs to a buyer and the savings the buyer can
expect from an investment are listed.
21.
Buyers show a strong preference for investments with a longer payback period.
22.
Net present value analysis allows a buyer to compare the net value of future cash inflows
to the initial investment.
23.
Inventory turnover is measured by dividing the average retail price of the inventory on
hand by the annual sales.
24.
A low inventory turnover rate for stores that carry a large inventory typically indicates that
a product is selling really fast.
25.
Profit margin is usually calculated by dividing the markup on the cost price of the good.
26.
ECR, AR, QR, and JIT are acronyms referring to systems designed to maximize inventory
holdings.
27.
Electronic data interchange (EDI) is a computer-to-computer transmission of data from
resellers to vendors and back.
28.
Sales per square foot or sales per shelf foot is a measure of the investment resellers make
in the purchase of their stock.
29.
Sales asset management system is a computer-to-computer transmission of data from a
reseller to a vendor and back.
30.
A measure that retailers use to assess the return on their space investment is sales per
square foot or sales per shelf foot.
Multiple Choice Questions
31.
During her presentation to a prospective customer, Lea informed him about the new
wallboard's superiority. She also brought along a sample so that the building contractor
could see and feel the superiority of the product she was selling. Lea used a _____ to
improve the buyer's understanding of her product.
32.
Which of the following statements about a buyer's attention and understanding is FALSE?
33.
In which of the following instances is the salesperson using the multiple-sense appeals
approach?
34.
In the context of sales presentations, analyticals prefer:
35.
Which of the following statements about the use of humor in sales presentations is true?
36.
Which of the following statements about the use of humor in sales presentations is true?
37.
Charts are particularly useful when:
38.
For her sales presentation, Myra wants to design a chart which shows how much faster
wounds heal when protected with SoloSite, a water-based ointment. To create the most
effective chart, she should:
39.
_____ are rooms set aside to highlight a company's products and capabilities and are the
ultimate presentation rooms.
40.
Which of the following is a guideline for the proper use of visual aids?
41.
A salesperson can maximize the impact of his or her presentation by:
42.
In the context of sales presentations, which of the following tools is a great way to
encourage a group to interact or engage in a brainstorming session?
43.
For which of the following products would samples be most effective as a sales aid?
44.
For which of the following products would samples be least effective as a sales aid?
45.
Judith, a salesperson for an automobile firm, gives a presentation to a buying agent.
During her presentation, she gives the buyer a letter from a customer in New York. The
letter praises the efficiency of the supply chain process of Judith's firm and compliments
the punctuality and timely delivery of the products. This letter is an example of a(n) _____.
46.
Jane, a stock analyst, is giving a sales presentation to a group of clients. She talks about
the various investment options available. She gives each of them a few sheets of paper
that contain all the important points covered in the sales presentation because it would
help them remember what was discussed during the sales presentation. In this case, the
bunch of papers is most likely known as a(n):
47.
Identify an accurate statement about testimonials.
48.
Which of the following statements about portfolios is true?
49.
Which of the following statements about the use of computers by salespeople is true?
50.
A product demonstration:
51.
Which of the following is good advice for the use of demonstrations as part of a sales
presentation?
52.
During the course of a sales presentation, the customer is given the opportunity to see the
performance of a sample product. The salesperson and the customer both observe how
the product functions. This time period during a sales demonstration is usually known as
the:
53.
Sunil was illustrating the ease with which his company's newly designed lawnmower can
be operated. However, during the presentation, the lawnmower stopped working. What is
the most appropriate way for Sunil to handle this situation?
54.
A salesperson who wants to make effective use of handouts during his or her sales
presentation should:
55.
A request for proposal (RFP):
56.
Identify an accurate statement about RFPs (request for proposals).
57.
Proposals that a buyer receives as a result of issuing an RFP should include:
58.
A written proposal should have an executive summary, a brief description of the problem
and solution, and:
