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1 | |
The purpose of the sales presentation is to provide for the customers' needs. |
| | A) | True |
| | B) | False |
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2 | |
The SELL sequence is a great way of determining if the FAB is of interest to the buyer. |
| | A) | True |
| | B) | False |
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3 | |
The six elements of the sales presentation mix are the demonstration, persuasive communication, participants, proof, dramatization, and visuals. |
| | A) | True |
| | B) | False |
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4 | |
A public relations firm is trying to convince a former president of the U.S. that he needs the services of this publicist. When the publicist says, "We currently are handling public relations for the royal family of Monaco, Prince Andrew of Great Britain, and Colin Powell." The public relations firm is using a prestige proposition. |
| | A) | True |
| | B) | False |
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5 | |
A textbook salesperson who says, "Instructors at Harvard and Yale really like this new approach to marketing," is using a prestige suggestion. |
| | A) | True |
| | B) | False |
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6 | |
Often, proof statements are presented through visual aids. |
| | A) | True |
| | B) | False |
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7 | |
A salesperson should not ask a prospect to buy until the prospect has entered the _____ step of his or her mental buying process. |
| | A) | conviction knowledge |
| | B) | attitude |
| | C) | knowledge |
| | D) | belief |
| | E) | desire |
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8 | |
The third essential step of a sales presentation is the explanation of the: |
| | A) | marketing plan |
| | B) | products' FAB |
| | C) | business proposition |
| | D) | SELL sequence |
| | E) | trial close |
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9 | |
Which of the following is NOT a tool used to enhance the typical sales presentation? |
| | A) | participation |
| | B) | visual aids |
| | C) | dramatization |
| | D) | proof |
| | E) | they are all tools to enhance a sales presentation |
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10 | |
Sarah Crago sells refrigeration units to businesses. She builds his sales presentations around a major premise like the savings a walk-in refrigerator will generate for a catering firm, a minor premise like how my company's unit will reduce its electrical bills, and a conclusion. Whether she knows it or not, this method indicates she is using: |
| | A) | logical reasoning |
| | B) | syllogistic |
| | C) | empathy |
| | D) | forestalling |
| | E) | objection postponing |
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11 | |
_____ asks the prospect to visualize using products that famous people or companies use. |
| | A) | Suggestive proposition |
| | B) | Prestige suggestion |
| | C) | Direct suggestion |
| | D) | Autosuggestion |
| | E) | Image suggestion |
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12 | |
"These Ready Rider shock absorbers cushion and protect your car from the rough spots on the highway. It's like having feather pillows under your car." This quote from an ad is an example of a(n): |
| | A) | visual |
| | B) | analogy |
| | C) | metaphor |
| | D) | simile |
| | E) | demonstration |
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13 | |
The mattress salesperson asked the couple, "I think you should buy the pillowtop ,mattress today. I have heard that its manufacturer is discontinuing the pillowtop mattress in the size that you prefer." What type of suggestion was the salesperson using? |
| | A) | autosuggestion |
| | B) | prestige suggestion |
| | C) | countersuggestion |
| | D) | indirect suggestion |
| | E) | suggestive proposition |
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14 | |
The travel agent said, "Just imagine how much fun you and your family will have on this Princess Caribbean cruise." What type of suggestion was the travel agent using? |
| | A) | autosuggestion |
| | B) | prestige suggestion |
| | C) | countersuggestion |
| | D) | indirect suggestion |
| | E) | suggestive proposition |
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15 | |
Jevon sells scooters to people who value gas economy. Which of the following would be an example of a proof that Jevon could use during his sales presentation? |
| | A) | independent research results |
| | B) | an autosuggestion |
| | C) | a simile |
| | D) | a demonstration |
| | E) | all of the above |
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