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Rehearsal of a sales demonstration is not important if the demonstration is well planned.

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False

PowerPoint presentations are an easy and inexpensive way to give a(n) :


A) sample of product literature for the customer to keep
B) interactive demonstration
C) sample of your product
D) professional-looking presentation
E) research summary

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When using graphs and charts,the salesperson:


A) should assume the customer will understand them
B) should move past them quickly
C) should interpret them for the customer
D) should assume the customer will read them after the presentation
E) should bring only one or two hard copies,even when presenting for a group

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ScranTone is a paper mill and supplier serving the Upper Midwest.Since the commercial paper market is saturated,the only room for growth is to expand existing accounts or to win over competitors' accounts.Kevin Salazar is a sales representative who has gotten another meeting with the head of purchasing for the copy centers at a large university system,who has been buying from ScranTone's main competitor for three years,since a month after Kevin's last presentation to the buyer. -The first step Kevin Salazar should take in preparing for the presentation is to:


A) revisit the discount schedule for educational purchasers
B) review his notes from the previous presentation he made to the buyer
C) renew his personal commitment to pursuing the sale
D) research the competition on the internet
E) revise the standard PowerPoint presentation

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As the quality of audiovisual presentations improves,the salesperson's importance will diminish.

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Kaygo Tires,Inc.designs and manufactures tires for the trucking industry.Their products include tires for semi cabs as well as trailers of various sizes and weight limits.A sales representative for Kaygo is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers. -As part of the preparation for the presentation,the sales representative should:


A) research the trucking company's operations and needs
B) memorize the standardized presentation script
C) install web conferencing software on the buyer's computer
D) come up with a persuasive argument for the buyer
E) include as much information as possible in the presentation

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Which of the following is an accurate statement regarding the sales presentation?


A) It is best to communicate all you know about the product to the customer.
B) The location of the sales demonstration is not likely to make a difference.
C) Each product feature is of equal importance to the customer.
D) Appealing to the prospect's senses makes the sales demonstration more powerful.
E) A sales presentation that does not use technology is not likely to be successful.

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ScranTone is a paper mill and supplier serving the Upper Midwest.Since the commercial paper market is saturated,the only room for growth is to expand existing accounts or to win over competitors' accounts.Kevin Salazar is a sales representative who has gotten another meeting with the head of purchasing for the copy centers at a large university system,who has been buying from ScranTone's main competitor for three years,since a month after Kevin's last presentation to the buyer. -What is one possible pitfall Kevin Salazar should be aware of when giving the presentation?


A) He needs to promote the benefits of ScranTone without saying anything negative about the current supplier.
B) The buyer must have disliked Kevin not to have purchased from him in the past.
C) He needs to talk down to the buyer to make sure the buyer understands.
D) A successful presentation could end up with an order bigger than ScranTone can handle.
E) This account could make or break his quota for the month.

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Salespeople need to be prepared for a presentation to:


A) stick to a standard script
B) run longer than planned
C) be a one-way presentation to the buyer
D) be identical to the other presentations given that day
E) identify the same problems for each different prospect

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Angie Meecham works at the CosMetRx counter at a high-end department store.Her job is to give prospects a facial and makeover using CosMetRx products and then sell them the products she used.Angie always says that she's "in the business of making women feel good about how they look." -Which Need-Satisfaction Strategy does Angie use?


A) reminder
B) canned
C) persuasion
D) adaptive
E) informative

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Angie Meecham works at the CosMetRx counter at a high-end department store.Her job is to give prospects a facial and makeover using CosMetRx products and then sell them the products she used.Angie always says that she's "in the business of making women feel good about how they look." -Which of the following should Angie focus on during her presentation?


A) the sleek packaging of CosMetRx products
B) the history of the CosMetRx company
C) the brightening facial effects of the product on the prospect
D) the discounts the prospect can receive if she purchases now
E) the toxin-free ingredients of CosMetRx products

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Gary Eberle,owner of Eberle Winery,recognizes that the presentation of a quality wine should reach the prospect through the following senses:


A) taste,touch,and smell
B) touch,sight and feel
C) taste,touch and investment value
D) hearing,feel and spirit
E) taste,smell,sight and hearing

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Test results are most effective as a demonstration tool when:


A) they are part of a bound paper presentation
B) they come from a respected independent agency
C) they have been presented to the prospect in a spreadsheet or chart
D) they demonstrate that the product is superior to the competition
E) they have been sponsored by the vendor

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A salesperson uses which of the following when a customer has made a buying decision,immediately recognizes the solution,or gives closing signals?


A) questioning skills
B) presenting benefits
C) demonstrating skills
D) negotiating skills
E) closing skills

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E

A successful sales presentation is:


A) the result of careful script-writing
B) conducted the same way each time
C) a model of good two-way communication
D) more about the salesperson than the customer
E) one that ends in a close

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One danger of relying too heavily on a technical presentation is:


A) bringing along heavy equipment
B) missing the opportunity to create a relationship with the customer
C) impressing the customer with your technical savvy
D) failing to convey product knowledge
E) using unnecessarily expensive devices

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B

A salesperson uses which of the following to overcome objections?


A) questioning skills
B) presenting benefits
C) demonstrating skills
D) negotiating skills
E) closing skills

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Which of the following statements concerning laptop computers is true?


A) Laptop computers cannot access crucial systems remotely.
B) Laptops require salespeople to stick to a strict script instead of presenting customized demos.
C) Many of the things needed during a sales presentation can be stored in a laptop.
D) Thirty-seven percent of salespeople use laptops to deliver their sales presentations.
E) Presentation tools such as PowerPoint presentations and web demonstrations do not run well on laptops.

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List the guidelines that should be followed when planning effective demonstrations.

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1.Develop creative demonstrations
2.Use ...

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It is almost impossible for clients to understand some products without a well-planned demonstration.

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