Show and Tell LAP Test

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

                                

• explain after-sale services.

•   develop desire for the product.   

•   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 yo ur 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 to 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

                                   

                  

• set aside a block of time.  

•   show enthusiasm for the product.   

•   select the product to demonstrate.

• 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.