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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Elements of a Great Sales Presentation

True/False Quiz



1

The five purposes of the presentation include: knowledge, beliefs, desire, attitude and concentration.
A)True
B)False
2

The elements the salesperson assembles to sell to prospects and customers is called the "sales presentation mix."
A)True
B)False
3

The direct suggestion attempts to have prospects imaging themselves using the product.
A)True
B)False
4

An implied comparison that uses a contrasting word or phrase to evoke a vivid image is an analogy.
A)True
B)False
5

It is usually a good practice to refer to the competition during a sales presentation often and forcefully.
A)True
B)False




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