Question 1

How could the owner of a movie theater calculate the profitability of buying a new self-buttering popcorn machine today,rather than postponing the purchase?

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Question 2

Devon invests $750,000 in equipment for his steel firm.He calculates that this investment would save his firm $150,000 in maintenance costs.Calculate the return on investment (ROI).

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Question 3

What is the simplest nonverbal communication a salesperson can use to create a sense of product value?

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Question 4

Other than reducing the chances that a product demonstration will fail,what other considerations should a salesperson take into account when developing a demonstration?

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Question 5

To solve a problem with a leaking refrigerator valve,a convenience store owner can either replace the valve or continue to add more refrigerant to the system as needed.If he chooses to replace the valve,how would you classify the money he was going to invest in more refrigerant?

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Question 6

What are electronic whiteboards?

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Question 7

List and describe the parts of a written proposal.

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Question 8

When making a sales presentation,why should a salesperson handle his or her product carefully?

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Question 9

In developing a written sales proposal,one of the tasks of a salesperson is to provide a description of the current situation in relation to the proposed solution.What is the simplest method for quantifying this solution?

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Question 10

What is a simple definition of a salesperson's portfolio?

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Question 11

Tarik is preparing a presentation for a hospital about his company's new linear accelerator cancer treatment machine.Since the machine is large and expensive to bring in and demonstrate,he is unsure which media to use in his presentation.Which visual aid would be most appropriate for his needs?

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Question 12

What are handouts,and how can they be used in helping buyers retain information?

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Question 13

Lily wants to make sure that her customers remember all the benefits of using her company's water reclamation system long after her presentation is over.Which type of visual aid should she use for this purpose?

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Question 14

Colleen is preparing a presentation for a potential donor for the new building being constructed in her university.She is considering using visual aids in her presentation.Which visual aids would be most appropriate for her audience?

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Question 15

Why would a salesperson for a wholesale flower distributor give the prospective client a bouquet of fragrant lilacs to smell and admire during his or her sales presentation?

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Question 16

What determines the effectiveness of testimonials?

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Question 17

Discuss how the concept of opportunity cost can be used to quantify the solution during a sales presentation.

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Question 18

Jay divides the annualized cost of goods at his firm by the average inventory at cost.What is Jay calculating?

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Question 19

How can word pictures,stories,and humor be used to improve a sales presentation?

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Question 20

What are the benefits of using visual aids in a sales presentation?

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Quiz 9: Strengthening the Presentation