Ch 12

Question 1

Need satisfaction can be achieved through​ ________, or reminding.

Answer 1

​informing, persuading

Question 2

The informative presentation emphasizes​ ________ often taken from technical​ reports, company-prepared sales​ literature, or written testimonials.

Answer 2

factual information

Question 3

The informative presentation is commonly used to introduce​ ________.

Answer 3

​new, highly complex products and services of a technical nature

Question 4

The persuasive presentation strategy is a process by which you motivate others to​ ________.

Answer 4

voluntarily do something​ you’d like them to do

Question 5

A reminder presentation or reinforcement presentation is a strategy to help​ ________.

Answer 5

maintain market share

Question 6

With a planned consultative​ presentation, the salesperson is considered​ a________.

Answer 6

strategic resource and partner for the customer

Question 7

Every aspect of the sales presentation should be​ ________.

Answer 7

adapted to the needs or problems identified by prospect and salesperson

Question 8

​________ minimize the possibility that you will spend more time discussing features that provide no benefit to the customer.

Answer 8

Effective precall preparation and​ well-executed need discovery

Question 9

Salespersons need to be prepared to substantiate certain points presented during the sales presentation that represent the​ ________.

Answer 9

value proposition

Question 10

Quantifying the solution is the process of determining whether a sales proposal adds value. Two ways to quantify the solution are​ a________.

Answer 10

​cost-benefit analysis and a​ return-on-investment analysis

Question 11

There are several key methods for using a persuasive presentation strategy. These​ include: emphasize the​ relationship, ________.

Answer 11

target emotional​ links, sell specific​ benefits/get reactions, appropriate use of​ showmanship, minimize negative change​ impact, place strongest appeal at the beginning or​ end, and use power of association

Question 12

​Salespersons, acting as relationship​ managers, play a key role in the development of​ ________.

Answer 12

partnering relationships

Question 12

In conducting an effective​ value-added sales presentation it is a good idea to​ _____.

Answer 12

appeal to as many senses as possible

Question 13

The​ phrase, “People do not buy​ things; they buy what the things can do for​ them,” means the salesperson​ should________.

Answer 13

sell specific benefits and get customer reactions

Question 14

In a global business​ environment, it is good to remember several key​ things: ________.

Answer 14

Cultural differences require​ sensitivity, patience, and​ value-added selling

Question 15

One of the most important aspects to remember about group presentations is​ ________.

Answer 15

they are more challenging and demanding than​ one-on-one-sales presentations

Question 16

One of the key characteristics of the group​ presentation’s audience is​ ________.

Answer 16

it may include​ demanding, high-level decision makers of all types who will likely ask some difficult questions

Question 17

If you are part of a team sales​ presentation, then be sure every team member​ ________.

Answer 17

understands his or her responsibility and the time he or she will be given for the presentation

Question 18

In addition to traditional product issue questions​ you’ll likely be​ asked, be sure to​ ________.

Answer 18

anticipate a diversity of questions in areas such as​ finance, delivery,​ competition, and service

Question 19

As you prepare your group​ presentation, take into consideration​ ________.

Answer 19

the needs of the audience

Question 20

Selling tools that are used to demonstrate the benefits of your solution and add value to the sales presentation are also called​ ________.

Answer 20

proof devices or marketing tools

Question 21

Personal computers​ (PCs), with the support of online presentation technologies and presentation​ software, have played an important role in​ ________.

Answer 21

increasing sales force productivity

Question 22

When using tools like​ PowerPoint, Keynote, or​ Corel’s Presentations for​ demonstrations, salespersons should attempt to​ ________.

Answer 22

make them look unique and​ different, but keep them simple

Question 23

The use of social media tools like YouTube and other sites makes it possible​ ________.

Answer 23

for various decision makers to view the video of the​ salesperson’s presentation at any time during the sales process

Question 24

The use of​ web-based presentations using tools like WebEx or GoToMeeting enable the salesperson to​ ________.

Answer 24

show PowerPoint​ presentations, present product​ features, and conduct​ question-and-answer sessions in real time