Practice Quiz Chapter 7: Making the Presentation

False

Sales presentations should not incorporate persuasion, a communication process by which you motivate someone to voluntarily take a beneficial action.

Interaction

If you use little _______ customers can feel unimportant or even ignored during presentations.

1. Improve the buyer's understanding

2. Speak to the customer's situation

3. Leave an impression

The question asks about the goal of an effective presentation

questions

Salespeople should always include _______ to obtain reactions from the customer to ensure you both have the same understanding about the value of the offering and its application to the customer's situation.

customized

Salespeople should focus on delivering a _______ message to each customer."

trial closes

When you ask questions to assess the customer's incremental commitment to the offering, you are making which of the following?

true

Buying signals refer to indications the customer is ready to purchase.

Offer too many solution benefits or unrelated solution benefits.

Many salespeople may identify customers' needs or problems but miss the mark in addressing them in the presentation because they do which of the following?

commitment

Toward the end of the presentation, it is the salesperson's responsibility to gain the customer's _______ to move forward in the sales process.