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Sales Communication and Presentation Flashcards

6 cards from real SPC practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 6 Sales Communication and Presentation flashcards as text

  1. What is 'active listening' in a sales conversation?

    Answer: Fully concentrating on the customer, understanding their message, and responding thoughtfully rather than just waiting to speak

    Active listening involves giving full attention to the customer, interpreting their meaning, and confirming understanding — which builds trust and uncovers real needs.

  2. What is the 'elevator pitch' and why is it important for sales professionals?

    Answer: A concise, compelling summary of your value proposition that can be delivered in the time of a short elevator ride

    An elevator pitch allows a sales professional to quickly communicate core value in any setting, capturing interest before a prospect disengages.

  3. In sales presentations, what does 'WIIFM' stand for and why does it matter?

    Answer: What's In It For Me (the customer) — the customer-centric framing of every benefit

    WIIFM reminds sales professionals to frame every feature in terms of the benefit it delivers to the specific customer, not just what the product does.

  4. What is the purpose of using open-ended questions during a sales conversation?

    Answer: To encourage the customer to share detailed information about their needs, challenges, and goals

    Open-ended questions require explanation, prompting customers to reveal context, priorities, and pain points that closed questions would miss.

  5. What role does body language play in face-to-face sales presentations?

    Answer: Non-verbal cues such as posture, eye contact, and gestures significantly influence whether a customer perceives the rep as credible and trustworthy

    Studies show that non-verbal communication accounts for a large portion of how messages are received — open, confident posture increases perceived credibility.

  6. What is a 'proof point' in a sales presentation?

    Answer: Evidence such as case studies, testimonials, or data that supports a claim made about your product or service

    Proof points substantiate sales claims with real evidence, making assertions credible and reducing the customer's perceived risk.