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19) PowerPoint presentations are an easy and inexpensive way to give a(n):A) sample of product literature for the customer to keepB) interactive demonstrationC) sample of your productD) professional-looking presentationE) research summaryAnswer: DDiff: 2Page Ref: 27320) Web-based demonstrations can be an effective way to present when it is:
21) A salesperson uses which of the following to discover needs, confirm the selection, and resolve complaints?22) During the benefit approach, to match up solutions, and build support for the solution, the salesperson uses:23) During the product approach and to strengthen product claims, the salesperson uses which of the following?A) questioning skillsB) presenting benefitsC) demonstrating skillsD) negotiating skillsE) closing skillsAnswer: C24) A salesperson uses which of the following to overcome objections?
25) A salesperson uses which of the following when a customer has made a buying decision, immediately recognizes the solution, or gives closing signals?26) All of the following are guidelines for presenting in front of a group EXCEPT:27) One danger of relying too heavily on a technical presentation is:A) bringing along heavy equipmentB) missing the opportunity to create a relationship with the customerC) impressing the customer with your technical savvyD) failing to convey product knowledgeE) using unnecessarily expensive devicesAnswer: B28) A successful sales presentation is:
29) Salespeople need to be prepared for a presentation to do all of the following EXCEPT:30) The ability to visualize an object, concept, or action not actually present is referred to as: