4.04_SE374 H. Marketing Applications Review

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

• develop desire for the product.

• explain after-sale services.

• learn more about the customer.

• 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.

• dialogue.

• approach.

• promotion.

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

• Customer feedback

• Product demonstration

• Sales dialogue

• 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.

• proof of the product’s benefits.

• a discount on their purchases.

• an endorsement by a celebrity.

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

• 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

• show enthusiasm for the product.

• set aside a block of time.

• 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 they are willing to spend.

• much time they have to spend.

• they intend to use the product.