Chapter 10 Elements of a Great Sales Presentation

 

Complete Chapter Questions With Answers

 

Sample Questions Are Posted Below

 

True / False Questions

1. According to the Golden Rule of Selling, a salesperson who uses puffery in a sales presentation is more likely to make a sale than the one who does not.
   Answer: False

Learning Objective: 10-01

Topic: The Golden Rule: Presentation

Blooms: Understand

AACSB: Ethics

Level of Difficulty: Medium

Explanation: Truthfully showing and telling about your product shows you are a person with integrity and character who is focused on unselfishly helping this person. Should there be a hint of exaggeration or puffery, the buyer may not buy.

 

2. Presentation is a continuation of the sales approach.
   Answer: True

Learning Objective: 10-01

Topic: The Purpose of the Presentation

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: The presentation is a continuation of the approach. The purpose of the presentation is to provide knowledge via the features, advantages, and benefits of your product, marketing plan, and business proposal.

 

3. A sales presentation has to be delivered after the prospect has reached the conviction stage of the mental buying process.
   Answer: False

Learning Objective: 10-01

Topic: The Purpose of the Presentation

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: The sales presentation is intended to convince the buyer not only that your product is the best but also that you are the best source to buy from. When this occurs during the sales presentation, then the prospect has moved into the conviction stage of the mental buying process.

 

4. The major purpose of the sales presentation is to provide information.
   Answer: True

Learning Objective: 10-01

Topic: The Purpose of the Presentation

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: The purpose of the presentation is to provide knowledge via the features, advantages, and benefits of your product, marketing plan, and business proposal. The presentation is the opportunity to provide information about the product, marketing plan, and business proposition.

 

5. During the sales presentation, the salesperson should provide information that encourages the prospect to develop positive beliefs about the product.
   Answer: True

Learning Objective: 10-01

Topic: The Purpose of the Presentation

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: The presentation provides knowledge via the features, advantages, and benefits of your product, marketing plan, and business proposal. This allows the buyer to develop positive personal beliefs toward your product. These beliefs result in desire (or need) for the type of product you sell.

 

6. The prospect reaches the conviction stage after buying the product.
   Answer: False

Learning Objective: 10-01

Topic: The Purpose of the Presentation

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: Once the prospect reaches the conviction stage, the prospect is then most likely ready to buy the product.