Question 1

List the four techniques a salesperson can use to induce customer participation in a sales presentation.

Accepted Answer

The answer of List the four techniques a salesperson can...

Question 2

As proof statements of the superiority of Clearwater Hampers,Austin should most likely use:

Accepted Answer

Customer testimonials provide first-hand accounts of positive experiences with Clearwater Hampers, giving credibility to their claim of superiority.

Question 3

What are two benefits of including a demonstration in a sales presentation?

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The answer of What are two benefits of including a...

Question 4

During a presentation,Austin says "A Clearwater Hamper is like a treasure chest." Austin is using a(n):

Accepted Answer

Austin is making a comparison using "like" or "as" which makes it a simile.

Question 5

Austin should use visual aids,dramatics,and demonstrations in his sales presentation to prospective customers to do all of the following EXCEPT to:

Accepted Answer

The use of visual aids, dramatization, and demonstrations in sales presentations is typically used to increase the persuasiveness of the presentation, capture the prospect's attention, and create two-way communication. It is not typically used to create cognitive dissonance, which is a psychological term referring to the mental discomfort experienced by a person who holds two or more conflicting beliefs, values, or ideas.

Question 6

Where does the ideal sales presentation take place?

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Question 7

Why do salespeople often use proof statements?

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The answer of Why do salespeople often use proof statements?...

Question 8

Austin is having difficulty closing a sale with a particular customer even after repeated calls.The prospect keeps delaying the buying decision.What kind of suggestion technique should Austin use to close the sale?

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The answer of Austin is having difficulty closing a sale...

Question 9

When Austin asks a prospective CEO to imagine how pleased his customers will be when they receive a custom-designed picnic hamper from Clearwater,Austin is using:

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The answer of When Austin asks a prospective CEO to...

Quiz 10: Elements of a Great Sales Presentation