Show and Tell LAP Quiz

Which of the following is true of effective product demonstrations:

 

 

•   You should not allow customers to touch the product during the demonstration.

•   An outstanding sales dialogue can be strengthened by an effective product demonstration.

• Colorful and descriptive language detracts from an effective demonstration.

• The product demonstration occurs during the first part of the sales presentation.

An important element of a product demonstration that often helps to make a sale is

 

•   controlling personal enthusiasm for the product.

• getting the product into the customer's hands.

• taking a casual approach.

   

• using street language.

"Look at this silk dress we received today. Feel how soft it is! The color is brilliant and would look good on you. Would you like to try it on?" This is an example of

 

•   involving the customer in the sale.

   

• techniques used to close the sale.

• ways to determine buying motives.

   

• types of suggestion selling.

When demonstrating a product that is too large or too heavy to hold, a salesperson can show respect for the product by

 

• touching the product with care.

   

• creatively displaying the product.

• allowing customers to use the product.

•   showing the product in use.

A good reason to involve customers in product demonstrations is so that the salesperson can

 

• provide customers with selling aids.

• give customers a feeling of ownership.

•   reduce total selling time.

   

• demonstrate the product's benefits.

An example of the use of product demonstration is

 

 

• presenting a feature-benefit chart.

   

• handing out sale brochures.

• measuring the height of a customer.

• preparing popcorn in a microwave oven.

The salesperson's choice of a product to demonstrate to a customer should be based on the

 

•   appearance of the customer.

• customer's responses to questions.

• salesperson's product knowledge.

   

• amount of stock on hand.

One way for a salesperson to create customer desire for a product during the demonstration is to

 

• use dramatic actions.

•   avoid using graphic props.

• control hand gestures.

   

• act in a reserved manner.

One way to involve a customer in a sales presentation is to appeal to as many of his/her __________ as possible.

•   objections

• physical senses

   

• weaknesses

   

• buying motives

When the customer does not request a specific product by name, the primary consideration in selecting a product for demonstration is the

 

•   brand name.

•   size.

• price.

• intended use.