During a sales presentation it can be most effective

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During a sales presentation, it can be most effective when asking for an order to: A. discuss financing challenges. B. mention the prospect’s positive comments. C.outline the expected delivery schedule. D. prevent the prospect form asking questions. E. re-address the prospect’s negative comments. Answer: b Learning Objective: 03-03 Topic: The Trial Close—A Great Way to Uncover Needs and SELL Blooms: Understand
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AACSB: Level of Difficulty: Medium Explanation: Remember the prospect’s positive reactions and use them later to help overcome objections and in closing the sale. Generally, it is best to not discuss the negative again. Which of the following would be the LEAST effective trial close question? A.How does that sound to you? B. Is this important to you? C. Does that answer your concern? D. What do you think? E. Are you ready to order? Answer: e Learning Objective: 03-03 Topic: The Trial Close—A Great Way to Uncover Needs and SELL Blooms: Understand AACSB:
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Level of Difficulty: Medium Explanation: The purpose of the trial close is to determine the prospect’s attitude and answer any objections. It is not the time to request an order. Frank, a commercial-grade air conditioning salesperson, is giving a sales presentation to a construction company using the SELL Sequence. Which statement provides the benefits of Frank’s product? A. Our units are made of high-grade stainless steel. B. Our units are backed by 15-year warranties. C. Our units have high energy-efficiency ratings. D.Our units will save you 10% in energy costs. E. Our units use less energy than others. Answer: d Learning Objective: 03-02 Topic: SELL Sequence Blooms: Apply AACSB: Analytic Level of Difficulty: Hard
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Explanation: Saving 10% in energy costs is a benefit to the customer that results from the advantage that the unit uses less energy. Stainless steel and a good warranty are product features. Technology helps salespeople to: A. rely on fewer environmental signals. B. identify customer personality styles. C. implement frequent trial closes. D. view customers as decision makers. E.serve customers faster and better. Answer: e Learning Objective: 03-06 Topic: Technology Provides Information Blooms: Remember AACSB: Level of Difficulty: Easy Explanation: Smartphones, laptops, and tablets enable salespeople to respond to customers more quickly than in the past. Technology enables salespeople to monitor inventory and cost.
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When a consumer gives little thought or time to the purchase of a product she is in the habit of buying, she is making a(n) _____ buying decision. A.routine B. limited C. extensive D. high-involvement E. preconscious Answer: a Learning Objective: 03-06 Topic: You Can Classify Buying Situations Blooms: Remember AACSB: Level of Difficulty: Easy Explanation: A routine buying decision requires little thought and may occur from habit. Buying groceries typically requires routine decision making.
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