31. Before using a demonstration in a sales presentation, a salesperson should determine the probabilitythat his or her demonstration will backfire. Learning Objective: 11-02Topic: Demonstrations Prove It
Blooms: RememberAACSB: AnalyticLevel of Difficulty: Easy Explanation: Before giving a demonstration, a salesperson needs to determine the probability of a demonstration’s success and failure. Planning and organization improve the likelihood of success.32. Audience, objective, structure, and visual aids are considerations in the sales presentation goal model.Answer: True Learning Objective: 11-01Topic: The Sales Presentation Goal ModelBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: The sales presentation goal model consists of six questions to ask when creating a sales presentation. Questions address the salesperson’s objective, audience, staging, and visual aids.33. It is common for interruptions to occur during a sales presentation. Learning Objective: 11-03Topic: Be Prepared for Presentation DifficultiesBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: Interruptions occur during presentations, and the salesperson needs to be prepared to dealwith them. The salesperson should wait patiently to regain the prospect’s attention and then briefly restate the selling points.34. A salesperson should refer to the competition at length during the approach and more briefly in trial closings.
Learning Objective: 11-04Topic: Be Prepared for Presentation DifficultiesBlooms: UnderstandAACSB: CommunicationLevel of Difficulty: MediumExplanation: It is recommended that salespeople do not refer to a competitor unless absolutely necessary; acknowledge a competitor only briefly; and make a detailed comparison of their product and the competition’s product. Competition should not be mentioned during approach or trial close.35. Industrial products salespeople are likely to make detailed comparisons to their competition and to stress customer service and product guarantees.Answer: True Learning Objective: 11-04Topic: Be Prepared for Presentation DifficultiesBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: At times, it is appropriate to make a detailed comparison of your product to a competing one, especially for industrial products. If products are similar, emphasize your company’s service, guarantees, and what you do personally for customers.Multiple Choice Questions
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