The ___________ refers to the elements the salesperson assembles to sell to prospects and customers.
a. sales activities guide
b. tactical promotion mix
c. key account list
d. sales presentation mix
e. marketing mix
Answer: D
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Art of Selling
- When James sells Tiromat Powerpak, a packaging machine for forming, filling, and sealing food prodcts, he begins by telling the customer, "Everyone in the food industry would like to save money and time on equipment cleaning." Then he says, "With the Tiromat Powerpak, you have a machine that can be dissassembled for high-pressure cleaning and then reassembled moer quickly thatn any other machine currently on the market." In conclusion, Tiromat says, "Thus, I believe that you need to buy our new Powerpak packaging machine." James is using ________ to sell the Tiromat Powerpak.
- Which of the following can be used to induce prospect participation in the presentation?
- "Shouldn't you go ahead and order swimsuit stock for your retail store now before the heavy demand of the summer season reduces the available choices of styles and colors?" Example of:
- Based on what you have learned in this course, how would you suggest that Elsa make her sales presentations more persuasive?
- A salesperson can make effective use of visuals to:
- With _____, a salesperson delivers his presentation in voice that sounds alive rather than like a dull, memorized presentation that the salesperson is bored with.
- A(n) _____ suggests that the prospect should act now. It helps salespeople deal with the problem that some customers like to postpone making purchase decisions.
- "I suggest you buy this John Deere commercial riding mower," example of:
- __ is an element of the salesperson's presentation mix.
- As the pet storeowner was explaining her idea for a promotion, the salesperson asked, "Do you think you should buy 3 or 4 cases of treats for your "Pamper Your Pet" promotion?" Example of:
- Which of the following types of proof statements would most likely be used by a salesperson trying to convince a current customer to place a larger order?
- Which of the following is NOT an example of a visual aid?
- "Two hundred of the finest hospitals in the country are using this neonatal incubator" Example of:
- "Can you imagine how excited your family will be when you tell them you have purchased this Disneyland vacation package?" Example of:
- "Just imagine how much your daughter will appreciate your buying her this mustang convertible." This is an example of:
- Alfredo sells refrigeration units to businesses. He builds his sales presentations around a major premise like the saving a walk-in refrigerator will generate for a catering firm a minor premise like how my company's units will reduce its electrical bills and a conclusion. Whether he knows or not this method indicates he is using:
- Dramatics should be used in a sales presentation because it:
- "You ought to buy that scarf. it is just like the ones that I saw the Princess of Monaco wearing when the visited the Metropolitan Museum." This is an example of:
- When the appliance salesperson said, "I suggest you buy the self-cleaning Hotpoint oven," it was an example of an:
- "Since you anticipate using our braking system with your current machine, I suggest you buy now before we preform a planned retooling of our existing system. We know our current braking systems is compatible with your machines, but I cannot promise the new designs will be." This is an example of:
- Which of the following statements about the use of demonstrations in sales presentations is true?
- The first category of question in the SPIN approach is called the ______ question
- If the situation dictates, which of the following approach techniques could appropriately be used with a formula sales presentation:
- Creative imagery is a:
If the answers is incorrect or not given, you can answer the above question in the comment box. If the answers is incorrect or not given, you can answer the above question in the comment box.