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20) Which of the following statements regarding audiovisual presentations is true?A) Focus your presentation on the features that have the greatest "wow factor."B) At the conclusion of the presentation, persuade the prospect to buy.C) Show the entire presentation and then answer questions.D) Be sure the prospect knows the purpose of the presentation.E) Ask the prospect not to ask questions or clarify details until you have gone through the entire presentation.21) Which of the following statements concerning laptop computers is true?22) When a prospect has finished voicing an objection, it is a good idea for the salesperson to:23) The "feel-felt-found" method is used in conjunction with which of the following?24) When a customer raises a valid objection that cannot be answered with a denial, the salesperson should consider using which of the following methods?A) questions
B) the back-pedalC) a pricing approachD) beginning the presentation againE) compare the product to the competition25) Which of the following is an acceptable way to cope with the loyalty objection?26) A professional buyer says, "My final offer is $9,500, take it or leave it." A good way to cope with this type of resistance is to:27) When your customer says, "I would rather not tie up my money in a large order," the resistance falls into which category?28) 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) productB) timeC) needD) source