14 The bathroom fixture salesperson asked the couple, "I think you should buy the tub enclosure today. I have heard that its manufacturer is discontinuing the larger enclosure that you prefer." What type of suggestion was the salesperson using? Multiple Choice suggestive proposition O prestige suggestion O counter suggestion O indirect suggestion The step within the presentation when you discuss your product's benefits and marketing plan relative to your product's price is called the business proposition. 13 True or False True False Which of the following is a purpose of the sales presentation? Multiple Choice Develop solutions Gather knowledge Encourage to innovate Influence beliefs Which of the following refers to the theatrical presentation of products? 11 Multiple Choice Innovation. Dramatization Demonstration Exhibition. 9 Our decorating manuals give easy-to-follow, step-by-step directions. "Owning this set of books is like having your very own Martha Stewart." The salesperson who used this figure of speech in her sales presentation was using an): Multiple Choice analogy dramatization O alliteration illusion Which of the following can be observed in an ideal presentation? 00 Multiple Choice The prospect does not ask questions during the presentation. The prospect is ready to listen. The prospect expresses a lack of need for the product. The prospect shows interest for a competitor's product. One of the problems with using logical reasoning is the fact that this technique: 6 Multiple Choice may be too persuasive and prevent the salesperson from sharing the rest of his presentation with the customer. may be perceived as too blunt and cause the customer to become defensive. is too weak to be effective. requires the use of all six elements of the sales presentation mix. One of the best methods of developing ideas for the dramatization of a product is to: 5 Multiple Choice watch television commercials. analyze print ads. conduct a buyer-need analysis. O design products that have high emotional value for consumers