MKT APPS 4.03 Quiz

What can salespeople do while preparing for a sales presentation to help them be comfortable during the actual presentation?

• Develop a positive attitude

• Practice the speech

• Manage their time

• Reconfirm the appointment

What aspect of their delivery should salespeople try to identify and correct before giving a sales presentation?

• Comfortable volume

• Distracting mannerisms

• Attentive posture

• . Immaculate grooming habits

What is a guideline that salespeople can follow when developing presentation software packages to support sales presentations?

• Avoid using color

• Avoid using bullets

• Use small graphics

• Use large type

What should be considered about visual aids included in sales presentations?

• The visual aids should be used as often as possible

• The visual aids should be used only if they support the message

• The visual aids should be as colorful as possible

• The visual aids should be complex in nature.

What is the best closing technique for salespeople to use when asking for an appointment with prospective clients?

• Letting prospects know dates and times salespeople will be in their area

• Recommending a specific meeting date and time

• Offering a choice of dates and times

• Suggesting that prospects determine date and time of meeting

A primary reason that salespeople should locate prospective customers on a regular basis is because of which situation?

• Their firm expects them to do it.

• They may need to replace lost customers.

• Prospecting is an enjoyable selling task.

• Failure to prospect causes immediate problems.

What type of information about a business customer might a salesperson obtain in order to prepare for a sales presentation?

• Financial status

• Current vendors

• Loan information

• Operating hours

Which is a reason why a lead might fail to qualify as a prospective customer?

• Has a low credit rating

• Needs the product quickly

• Has the authority to buy

• Wants to schedule a meeting

Which factor should a salesperson consider when qualifying leads?

• Potential profits

• Development plans

• Future conflicts

• Immediate returns

What do salespeople need to determine in order to qualify leads?

• Future plans

• Name of contact

• Ability to pay

• Buying patterns