MM 2.01 Pt.2 & MA 4.04 Pt.4 (Show and Tell)

The reason that the sales presentation is a crucial part of selling is that it is used to

• develop desire for the product

• learn more about the customer

• explain after-sale services

• show the salesperson’s enthusiasm

Jack is a salesperson who always describes the outstanding features of the products he sells
and talks enthusiastically about them. This is an example of a sales

• close

• approach

• dialogue

• promotion

Which part of the sales presentation often uses action to back up the salesperson’s claims
for the product?

• Customer feedback

• Sales dialogue
  

• Product demonstration

• Product analysis

Which of the following is a purpose of an effective product demonstration:

• To show your skills at product demonstration

• To show the customer why the product was produced

• To create an atmosphere that the customer will enjoy
  

• To get the customer actively interested in the product

An effective product demonstration can convert a want into a need by showing the customer

• the way the product has been constructed

• that similar products are unsatisfactory

• why the product will be of use to the customer

• why the salesperson thinks the customer should buy.

A product demonstration in a supermarket included samples of grapefruit juice and a scientific
report indicating that eating grapefruit may help prevent cancer and heart disease. This
product demonstration is offering customers

• medical advice free of charge

• a discount on their purchases

• proof of the product’s benefits

• an endorsement by a celebrity

It is a good idea to try to involve the customer in the product demonstration because this

• a. makes the demonstration last longer

• demonstrates the salesperson’s courtesy

• gives the customer a sense of ownership

• emphasizes the product’s specific features

Before salespeople can conduct product demonstrations, they must first

• select the product to demonstrate

• set aside a block of time

• show enthusiasm for the product

• evaluate the customer’s buying power

When a customer asks for a specific product, the salesperson should show

• a more expensive product first

• the requested product and some others

• the requested product immediately

• a comparable advertised product

When customers do not ask for a specific product by name, the salesperson should determine
which product to show them by asking how

• they learned of the product

• much time they have to spend

• much they are willing to spend

• they intend to use the product