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True / False Questions1. 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. Learning Objective: 11-01Topic: The Golden Rule: PresentationBlooms: UnderstandAACSB: EthicsLevel of Difficulty: MediumExplanation: Truthfully showing and telling about your product shows you are a person with integrity andcharacter who is focused on unselfishly helping this person. Should there be a hint of exaggeration or puffery, the buyer may not buy.2. The main purpose of a sales presentation is to overcome objections. Answer: False Learning Objective: 11-01Topic: The Purpose of the PresentationBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: The main goal of your presentation is to provide information to the prospect. This information includes the discussion of your product, marketing plan, and business proposition. Overcoming objections may occur, but it is not the primary purpose.3. In a sales situation, a prospect enters the conviction stage when he is convinced that the product is not only the best but also that the salesperson who is promoting the product is the best source to buy from. Learning Objective: 11-01Topic: The Purpose of the Presentation
Blooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: You must 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, your prospect has moved into the conviction stage of the mental buying process.4. Presentation is a continuation of the sales approach. Answer: True Learning Objective: 11-01Topic: The Purpose of the PresentationBlooms: Remember AACSB: AnalyticLevel 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. 5. A marketing plan explains what the customer will receive in return for buying the product or service. Learning Objective: 11-01Topic: Three Essential Steps within the PresentationBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: For wholesalers and retailers, the marketing plan is the suggestion on how they should resell the product. For end users, it is the suggestion on how they can use the product.
6. Although salespeople sell different products in different ways, the elements of the sales presentation mix should be used in an equal proportion. Learning Objective: 11-02Topic: The Sales Presentation MixBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: Salespeople sell different products in different ways, but all salespeople usesix classes of presentation elements to some degree in their presentations to provide meaningful information to the customer. These elements are called the presentation mix, and they are not necessarily used in equal amounts.