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| 1 | |
Tonya is evaluating her upcoming sales presentation. She knows a strong sales presentation: |
| | A) | keeps the buyer's attention. |
| | B) | improves the buyer's understanding. |
| | C) | helps the buyer remember what was said. |
| | D) | creates a sense of value. |
| | E) | all of the above. |
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| 2 | |
Which of the following statements about the use of humor in sales presentations is FALSE? |
| | A) | If used at all, humor should usually be derived from your personal experiences. |
| | B) | Let the prospect figure out where the humor is; keep a straight face when telling a joke. |
| | C) | Remember the time spent laughing over a good joke will put everyone more at ease. |
| | D) | Don't oversell the joke like you sell your product and your company. |
| | E) | Make sure your punch line is clear. |
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| 3 | |
For her sales presentation, Natalie wants to design a chart which will show the profit potential of her new product for her retailer. To create the most effective chart, she should: |
| | A) | use pie charts or other graphical representation |
| | B) | not put too much information in the chart. |
| | C) | be sure everything is spelled correctly. |
| | D) | use consistent styles, layouts and scales. |
| | E) | any or all of the above. |
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| 4 | |
For which of the following products would samples be an effective sales aid? |
| | A) | dishwasher detergent |
| | B) | bottles and aluminum cans |
| | C) | stain-removers |
| | D) | automobile seat covers |
| | E) | all of the above |
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| 5 | |
Which of the following statements about testimonials is NOT true? |
| | A) | Before using a testimonial the salesperson should reaffirm that the customer providing the testimonial is happy and satisfied. |
| | B) | To be valid, testimonials must be sworn before a notary public. |
| | C) | Testimonials should be from people who are above reproach. |
| | D) | The most effective testimonials are from sources known to the prospect. |
| | E) | The effectiveness of testimonials depends on the skill used in presenting them. |
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| 6 | |
____ is a system used to archive, catalog, and retrieve digital media and text. |
| | A) | Digital collateral management system |
| | B) | Marketing information system (MIS) |
| | C) | Database marketing |
| | D) | Database selling aid (DSA) |
| | E) | Computer marketing assistant (CMA) |
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| 7 | |
Which of the following is good advice concerning the use of demonstrations as part of a sales presentation? |
| | A) | Avoid practicing demonstrations. It will make your demonstration monotonous. |
| | B) | Plan for things to go smoothly. |
| | C) | Wait to probe until after the demonstration. |
| | D) | Make the demonstration complex and glitzy. |
| | E) | Do none of the above. |
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| 8 | |
Often the simplest method of quantifying the solution is to list the ___________ to the buyer. |
| | A) | return on investment |
| | B) | value analysis |
| | C) | costs and benefits |
| | D) | payback period |
| | E) | net present value |
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| 9 | |
Yesenia is estimating the ROI for a new product she is selling. To estimate ROI, she will: |
| | A) | subtract future cash flows discounted into today's dollars from the cost of the investment (product). |
| | B) | divide net savings by the cost of the investment (product). |
| | C) | divide the estimated annual sales for her product by the retail price of the inventory. |
| | D) | divide the cost of the investment (product) by the savings per year. |
| | E) | none of the above. |
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| 10 | |
The new printer will save the university $50 per month. Using the formula in the text, what is the payback period for the $1000 investment in the new printer? |
| | A) | a little more than seven months |
| | B) | a little less than ten years |
| | C) | 10 months |
| | D) | 20 months |
| | E) | cannot be determined |
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| 11 | |
Vanessa, owner of Goodie's Ice Cream truck, can either spend $30,000 to buy a new truck or use that money to advertise her business. The salesperson selling the new truck must realize that buyers should look at all _____ before making any major investments. |
| | A) | opportunity costs |
| | B) | net present values |
| | C) | sunk costs |
| | D) | gross revenues |
| | E) | net revenues |
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| 12 | |
Which of the following is recommended to help salespeople deal with presentation jitters? |
| | A) | know your audience well |
| | B) | know what you are talking about |
| | C) | be yourself |
| | D) | practice, practice, practice |
| | E) | all of the above |
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