SSC Communication and Presentation Skills 2

Question 1

What is the role of non-verbal communication in a sales meeting?

Accepted Answer

It reinforces or contradicts your verbal message and significantly impacts the buyer's trust and comfort

Answer

Non-verbal cues such as eye contact, posture, and facial expressions account for a large portion of the impression you make on a buyer.

Question 2

When presenting to a technical buyer versus an executive buyer, you should:

Accepted Answer

Adjust the level of detail and emphasis — technical buyers want specs; executives want ROI and strategic impact

Answer

Different stakeholders have different decision drivers; adapting your message to each role increases relevance and persuasion.

Question 3

What is the purpose of a 'pre-call plan' before a sales meeting?

Accepted Answer

To research the buyer, define meeting objectives, and prepare tailored questions and materials

Answer

Pre-call planning ensures you enter the meeting informed, focused, and ready to deliver value from the first minute.

Question 4

What is 'proof of concept' (POC) in a sales presentation context?

Accepted Answer

A demonstration or pilot that proves your solution works in the buyer's specific environment

Answer

A POC removes technical risk by letting the buyer validate the solution before committing to a full purchase.

Question 5

How should a salesperson handle a difficult question they cannot answer during a presentation?

Accepted Answer

Acknowledge the question, commit to finding the accurate answer, and follow up promptly

Answer

Admitting uncertainty and committing to follow up demonstrates integrity, which builds more trust than a fabricated answer.

SSC - Selling Skills Certification Practice Test