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Answer:C Page: 357Learning Objective: C110.You are in the midst of your presentation when your prospect's secretary enters the office. After a 10-minute conversation, the secretary leaves. The prospect turns to you and says, "Now what were we discussing?" You should: A)offer to reschedule your appointment. B)briefly restate the selling points in which the prospect was most interested. C)stand up. D)begin where you left off. E)start over at the first of the presentation. Answer:B Page: 357Learning Objective: C
111.Which of the following statements does NOT describe how salespeople should deal with the competition during sales presentations? A)They should assume that the potential customer is aware of the competition.B)The realize that the customer must make a choice between their company’s product and that of the competition.C)They know when inquire about the customer’s attitude toward the products of the competition. D)When customer brings up a competitor's product, they pretend like they don't hear what the customer is saying. E)They avoid saying something negative about the competition's products. Answer:B Page: 358-359 Learning Objective: D112.Which of the following is NOT a guideline explaining how salespeople should discuss their competitors with prospective customers? A)It is possible to develop a presentation without specifically referring to your competition. B)Competition is not something all salespeople must contend with everyday. C)Do not make detailed comparisons of your product with a competitor's unless the situation calls for it. D)If your customer brings up a competitor's product, you can acknowledge it in a positive way and return to a discussion of your own product. E)If you say something negative about a competitive product, you may insult your prospect. Answer:B Page: 358-359 Learning Objective: DEssay Questions113.What should you keep in mind as you anticipate sitting before a purchasing agent?Answer:He may have been in tens of thousands of sales presentations such as you are hoping to give. He is busy. You have about 30 minutes to make your presentation. You are expected to knowyour product and key facts about his business. You should know how your product will help his business. You must present your product in a clear, concise, and organized manner so that it is easy for the agent to know if it is valuable to him. Be truthful. Don’t exaggerate.Page: 337Learning Objective: A114.Discuss the type of information that your presentation should contain.Answer: Product, marketing plan, business proposition.Page: 338Learning Objective: A115.What is the purpose of the presentation?Answer:It provides knowledge via the features, advantages and benefits of your product, marketing plan and proposal. It allows the buyer to develop positive personal beliefs about your product. These beliefs result in desire (or need) for your product. The presentation helps turn that need into a positive attitude toward your product, so that the buyer feels that your product is the