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16) Statements, reports, testimonials, customer data, and photographs are all examples of:A) proof devicesB) presentation softwareC) PowerPoint slidesD) product literatureE) presentation strategiesAnswer: A17) A feeling of ownership in the customer creates:18) When using graphs and charts, the salesperson:19) PowerPoint presentations are an easy and inexpensive way to give a(n):
20) Web-based demonstrations can be an effective way to present when it is:A) imperative that a customer see a full product demonstrationB) important to meet face-to-faceC) important to impress the buyer with technologyD) too difficult to coordinate schedules of the attendeesE) impossible or expensive to present in personAnswer: E21) 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?24) A salesperson uses which of the following to overcome objections?A) questioning skillsB) presenting benefitsC) demonstrating skillsD) negotiating skillsE) closing skillsAnswer: D
25) A salesperson uses which of the following when a customer has made a buying decision, immediately recognizes the solution, or gives closing signals?