PROFESSIONAL SELLING EXAM 3 2025
QUESTIONS AND ANSWERS
In the informative presentation strategy the buyer needs you to be a - ANS product expert/
business advisor
what should you stress during the informative presentation strategy ?(3) - ANS clarity,
simplicity, and directness
what should you be wary of in the informative presentation strategy ? - ANS information
overload
during the Persuasive presentation strategy you should influence? (3) - ANS 1. Prospect's
beliefs
2. Attitudes or behavior
3. Buyer action
when do you Transition from intellectual emphasis to emotional appeals? - ANS Persuasive
presentation strategy
also known as "reinforcement presentation" - ANS Reminder presentation
Focus on _________; not on ____________ during reminder presentation - ANS value; price
Reminder presentation is good when working with who? - ANS repeat customers
Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 1
, Avoid depersonalization of selling/buying process - ANS Adapt the presentation
make customer part of every step - ANS One idea at a time in the right detail
KISS?? what guideline is this part of? - ANS KISS: Keep it simple and straightforward.
iv. Make presentation concise and to the point
anything that you can show the client - ANS proof device
do appeals that engage one sense or multiple senses attract prospect's attention and builds
desire for the product? - ANS multiple
some of most effective sales demos combine - ANS telling, showing and prospect
involvement
Set of key benefits and values the salesperson promises to deliver to meet customer needs -
ANS value proposiiton
the most effective value propositions focus on favorable _____ and next best _______and
describes _____ that matter most to your customer - ANS differences and next best
alternative
Describe few elements t
6 additional ways to quantify the solution? - ANS a. Payback period
b. Opportunity cost
c. Net present value
d. After-tax cash flow
e. Turnover
f. Contribution margin
Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 2
QUESTIONS AND ANSWERS
In the informative presentation strategy the buyer needs you to be a - ANS product expert/
business advisor
what should you stress during the informative presentation strategy ?(3) - ANS clarity,
simplicity, and directness
what should you be wary of in the informative presentation strategy ? - ANS information
overload
during the Persuasive presentation strategy you should influence? (3) - ANS 1. Prospect's
beliefs
2. Attitudes or behavior
3. Buyer action
when do you Transition from intellectual emphasis to emotional appeals? - ANS Persuasive
presentation strategy
also known as "reinforcement presentation" - ANS Reminder presentation
Focus on _________; not on ____________ during reminder presentation - ANS value; price
Reminder presentation is good when working with who? - ANS repeat customers
Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 1
, Avoid depersonalization of selling/buying process - ANS Adapt the presentation
make customer part of every step - ANS One idea at a time in the right detail
KISS?? what guideline is this part of? - ANS KISS: Keep it simple and straightforward.
iv. Make presentation concise and to the point
anything that you can show the client - ANS proof device
do appeals that engage one sense or multiple senses attract prospect's attention and builds
desire for the product? - ANS multiple
some of most effective sales demos combine - ANS telling, showing and prospect
involvement
Set of key benefits and values the salesperson promises to deliver to meet customer needs -
ANS value proposiiton
the most effective value propositions focus on favorable _____ and next best _______and
describes _____ that matter most to your customer - ANS differences and next best
alternative
Describe few elements t
6 additional ways to quantify the solution? - ANS a. Payback period
b. Opportunity cost
c. Net present value
d. After-tax cash flow
e. Turnover
f. Contribution margin
Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 2
