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70. According to the text, a salesperson can make sales presentations more persuasive through all of thefollowing methods EXCEPT: A. personalizing customer relationships.B. making the sales presentation fun. C. building trust through honesty. D. controlling the sales presentation.E. referring often to the competition. Answer: ELearning Objective: 11-02Topic: The Sales Presentation MixBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: A sales presentation is more persuasive when the relationship with the customer is personalized and based on trust and honesty. The salesperson should control the presentation but also make it fun. However, the salesperson should avoid discussing the competition if possible. 71. What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?
Learning Objective: 11-03Topic: The Sales Presentation MixBlooms: UnderstandAACSB: CommunicationLevel of Difficulty: Medium72. Which of the following is considered the best nonverbal selling technique? Learning Objective: 11-02Topic: The Sales Presentation MixBlooms: Remember AACSB: CommunicationLevel of Difficulty: Easy Explanation: The best nonverbal selling technique is the smile. As a sales manager once said,“It’s often not what you say but how you say it, and you can say almost anything to anyone if you do it with a smile.” 73. A salesperson says, "Castrol GTX protects your car engine. It's like having a dust cover for your engine." The salesperson is using a(n):
Learning Objective: 11-02Topic: The Sales Presentation MixBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: The analogy compares two different situations that have something in common such as an oil filter and a dust filter.