A$($n$)\_\_\_\_\_\_\_\_$ presentation follows a prepared outline that directs the overall structure of the presentation but enables the salesperson to gain some customer feedback.

Group of answer choices

canned

formula

need$-$satisfaction

memorization

adaptive

Flag question: Question $52$

Question $520\mathrm{.}75$ pts

A little more than $\_\_\_\_\_\_\_\_$ percent of all B$2$B sales start with a referral.

Group of answer choices

$80$

$95$

$40$

$20$

$10$

Flag question: Question $53$

Question $530\mathrm{.}75$ pts

A memorized sales presentation typically involves the salesperson talking $10$ percent of the time and listening around $90$ percent.

Group of answer choices

true

false

Flag question: Question $54$

Question $540\mathrm{.}75$ pts

In Ann$$s sales presentation, she is following a less structured, general outline, allowing for more flexibility in addressing customer questions. This is an example of a formula presentation.

Group of answer choices

true

false

Flag question: Question $55$

Question $550\mathrm{.}75$ pts

Nonverbal communication is often referred to as

Group of answer choices

facial expressions.

tacit communication.

ESP.

body language.

Morse code.

Flag question: Question $56$

Question $560\mathrm{.}75$ pts

To prepare for a presentation a salesperson should come up with a concise understanding of how the sales offering will add value to the buyer and$/$or their organization. This is called a customer value proposition.

Group of answer choices

true

false

Flag question: Question $57$

Question $570\mathrm{.}75$ pts

A drawback of the memorized sales presentation is that

Group of answer choices

it is difficult to persuade customers with complex buying needs.

it offers no opportunity for the salesperson to tailor the presentation.

None of these answers are correct.

All of these answers are correct.

it can be viewed as unprofessional by some buyers.

Flag question: Question $58$

Question $580\mathrm{.}75$ pts

The sales presentation is the delivery of information relevant to solving the customer$$s needs.

Group of answer choices

true

false

Flag question: Question $59$

Question $590\mathrm{.}75$ pts

Reading directly from PowerPoint slides or talking with your back to people is something that you want to avoid doing during a sales presentation.

Group of answer choices

true

false

Flag question: Question $60$

Question $600\mathrm{.}75$ pts

$\_\_\_\_\_\_\_\_$ help$($s$)$ to make facts come to life in an applicable, interesting, and relevant way.

Group of answer choices

All of these answers are correct.

None of these answers are correct.

Customer referrals

Storytelling

Data visualization