youngzig personal selling

Raymundo is trying to develop a presentation strategy. One of the prescriptions he should follow is:

The six-step presentation plan includes which of the following steps?

The major purpose of the approach is to:

The statement, "This product is convenient, priced right and ready to use" is an example of which of the following approaches?

Which is the first step in creating a presentation objective?

The act of presenting product appeals so as to influence the prospect's beliefs, attitudes, or behavior to encourage the buyer to make a buying decision, is referred to as which of the following presentations?

One way to move from the social contact to the business contact is to thank the customer for taking time to meet with you and then review your goals for the meeting. Which of the following approaches is this?

Which of the following should be used when making a telephone contact with a prospect?

The step in the Presentation Plan involving determining needs, selecting a solution, and showing the product to the customer is the:

The step in the Presentation Plan involving anticipating buyer concerns and using the win-win methods is the:

The step in the Presentation Plan involving recognizing closing cues and initiating closing methods is the:

An approach that involves using the good will of a third party to make contact with the prospect is the:

An approach that gets the prospect thinking about a problem the salesperson can solve is the:

A non-threatening approach that allows the salesperson to gather information about the prospect before the call is the:

An approach that involves giving the customer free samples of the product is the:

Fear of taking risks and fear of rejection are two thought patterns that may be responsible for sales call reluctance. Which of the following is another pattern that may be responsible for sales call reluctance?

Practicing an approach before making initial contact is beneficial because:

It is vital to treat secretaries, assistants, and receptionists with respect because:

Preparing presale objectives, developing a presale presentation plan, and providing outstanding customer service are the three parts of:

Which of the following is an effective suggestion for dealing with sales call reluctance?

Active listening involves:

A major reason for using summary confirmation questions is to clarify and confirm:

As a general rule, we can close more sales by:

Sometimes used in conjunction with company supplied forms, these types of questions are often used in service, retail, wholesale, and manufacturing selling:

The dimensions of need discovery usually begin with:

In the field of personal selling, persuasion:

Which of the following is the last part of the Consultative Sales Presentation Guide?

Yvette has been told by her sales manager that she should use more "figurative language" during her sales presentations. Yvette should increase her use of:

Of the principles listed below, the best principle to follow to make your presentations effective is to:

A major reason for asking survey questions is to:

Although it seems counter-intuitive, one way to strengthen a customer relationship is to recommend:

A presentation strategy that emphasizes factual information often taken from technical reports, company-prepared sales literature, or written testimonials from persons who have used the product is the:

A presentation strategy that influences the prospect's beliefs, attitudes, or behavior and encourages buyer action is the:

A presentation strategy that maintains an ongoing awareness and familiarity with product lines, often after the sale, is the:

If a customer becomes used to the high quality of service and begins to view the service as a commodity, a salesperson should:

Salespeople should make benefit statements that:

If the customer is aware of the problem and the salesperson sells a product that can solve the problem, the salesperson should:

In a situation in which the customer may not be fully aware of a problem, the salesperson will need to:

If the customer's problem is not solved by any of the products or services the salesperson sells, then it is appropriate for the salesperson to:

Which of the following can be an area of negotiation before the close?

When a prospect simply cannot imagine how a product can be used, a salesperson's best strategy is to:

When prospects participate in a sales demonstration, they:

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

Test results are most effective as a demonstration tool when:

An effective sales demonstration is the result of both:

If a salesperson was attempting to develop a feeling of ownership in a prospect shopping for a diamond ring, s/he might:

Which of the following statements regarding audiovisual presentations is true?

Which of the following statements concerning laptop computers is true?

Statements, reports, testimonials, customer data, and photographs are all examples of:

A feeling of ownership in the customer creates:

When using graphs and charts, the salesperson:

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

Web-based demonstrations can be an effective way to present when it is:

A salesperson uses which of the following to discover needs, confirm the selection, and resolve complaints?

A salesperson uses which of the following to overcome objections?

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

Which of the following is a guideline for presenting in front of a group?

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

A successful sales presentation is:

Salespeople need to be prepared for a presentation to:

Which of the following is an acceptable method of negotiating the price objection?

Adding value with a cluster of satisfactions would be an effective way to deal with:

Resistance to the product is usually caused by:

When a prospect has finished voicing an objection, it is a good idea for the salesperson to:

The "feel-felt-found" method is used in conjunction with which of the following?

When a customer raises a valid objection that cannot be answered with a denial, the salesperson should consider using which of the following methods?

One of the most common forms of buyer resistance and one of the most common excuses is:

Which of the following is an acceptable way to cope with the loyalty objection?

When your customer says, "I would rather not tie up my money in a large order," the resistance falls into which category?

If a customer says to a sales representative from Johnson Supply, "I've always purchased my supplies from the Ralston Company," this person is raising an objection to:

A salesperson should consider reviewing the benefits of the product before making price concessions to a buyer who engages in which of the following tactics?

The salesperson may find which of the following tactics used by a buyer a fair deal?

Balance of power is the issue a salesperson must take into consideration when deciding how to respond to which of the following tactics?

An agreement to keep the same price but reduce prices in the future is often a successful response to which of the following tactics used by buyers?

Reducing the price by unbundling some items is an effective technique a salesperson can use with a buyer who uses which of the following tactics?

If a company uses a low-price strategy, the company may need to consider which of the following to be able to make effective price concessions?

Cost represents the:

Which of the following is an important consideration that buyers should keep in mind if they are searching for the lowest price on a product?

The iceberg metaphor shows that many customers try to negotiate on price because:

The difference between a misunderstanding and a disagreement is that:

Difficulties closing the sale are most likely to arise when:

When you are working on a large, complex sale you should try to achieve:

A salesperson who says, "If you will sign the order today, I can guarantee delivery within five days," is using which of the following closing methods?

You have covered the major points of the sales presentation and detected considerable buyer interest, but you feel that the prospect will not be able to put the entire picture together without help. Which type of closing would be most appropriate?

Prior to the introduction of consultative selling and the partnering era, closing was often presented as:

A closing clue can be described as a(n):

If the prospect says "no," which of the following should the salesperson avoid?

To close a sale more effectively, it helps to look at the value proposition:

Withholding information from customers to reveal at the close is a bad idea because springing new information could:

Salespeople should be confident at the time of the close if they can answer "yes" to all of the following questions EXCEPT:

Which of the following is a nonverbal buying clue?

The best closing method is:

Salespeople should never put pressure on a buyer with this communication style, and must understand the buyer's perceived risks to overcome them. Which communication style does this buyer have?

Salespeople should provide support for this type of buyer's opinions and ideas, as this buyer needs social acceptance. Which communication style does this buyer have?

Salespeople should never put pressure on a buyer with this communication style, and will not get anywhere by appealing to emotions. Which communication style does this buyer have?

Salespeople should persist if the first effort to close is rejected, as this type of buyer admires persistence. Which communication style does this buyer have?

The confirmation step is important because it:

An emotional response that can take various forms such as feelings of regret, fear, or anxiety is:

When a sale is lost, it is important to review the chain of events because:

Once a salesperson has lost a deal, the salesperson should: