Question 1

Salespeople consistently having trouble with properly presenting sales aids could probably benefit from ____.

Accepted Answer

A)  The SPES Sequence 
B)  The SELL Sequence 
C)  ADAPT 
D)  SPIN 
E)  None of the above. 
A)  The SPES Sequence 
B)  The SELL Sequence 
C)  ADAPT 
D)  SPIN 
E)  None of the above. A

Question 2

A ____ is identified once the buyer acknowledges the importance of benefit.

Accepted Answer

A)  potential benefit 
B)  confirmed benefit 
C)  value proposition 
D)  Feature 
E)  None of the above 
A)  potential benefit 
B)  confirmed benefit 
C)  value proposition 
D)  Feature 
E)  None of the above B

Question 3

A salesperson will use a "check-back" or "response-check" to gauge the buyer's interest level.

Accepted Answer

A) True 
 B)False  True

Question 4

A good salesperson doesn't need statistics to support his or her claims.

Accepted Answer

A) True 
 B)False

Question 5

When attempting to link solutions to needs, the salesperson should do all of the following except?

Accepted Answer

A)  Convey to the buyer how his/her product will meet the identified buyer's needs. 
B)  Explain how the product's features will produce the confirmed benefits. 
C)  Describe all of the products features and benefits. 
D)  Ensure the buyer understands the link between the relevant features and the confirmed benefits. 
E)  He/she should do all of the above 
A)  Convey to the buyer how his/her product will meet the identified buyer's needs. 
B)  Explain how the product's features will produce the confirmed benefits. 
C)  Describe all of the products features and benefits. 
D)  Ensure the buyer understands the link between the relevant features and the confirmed benefits. 
E)  He/she should do all of the above

Question 6

"Would you like to place an order today?" is an example of a response-check.

Accepted Answer

A) True 
 B)False

Question 7

One of the tips for preparing visual materials is to target using a maximum of __words per line and __ lines per visual.

Accepted Answer

The answer of One of the tips for preparing visual...

Question 8

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

Accepted Answer

The answer of "Having an onboard map and tracking system...

Question 9

A statement that points out and illustrates the similarities between two points is called a/an _______.

Accepted Answer

A)  Anecdote 
B)  Comparison 
C)  Example 
D)  Testimonial 
E)  None of the above are correct. 
A)  Anecdote 
B)  Comparison 
C)  Example 
D)  Testimonial 
E)  None of the above are correct.

Question 10

________________ (also known as response checks) are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

Accepted Answer

The answer of ________________ (also known as response checks) are...

Question 11

When preparing to conduct a product demonstration, a salesperson should remember ____.

Accepted Answer

A)  To assure the appearance of the product is neat and clean 
B)  To check for problem-free operation 
C)  To anticipate problems and have back-up or replacement parts on hand 
D)  None of the above are correct 
E)  A, b, and c are correct 
A)  To assure the appearance of the product is neat and clean 
B)  To check for problem-free operation 
C)  To anticipate problems and have back-up or replacement parts on hand 
D)  None of the above are correct 
E)  A, b, and c are correct

Question 12

Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.

Accepted Answer

The answer of Printed materials, Electronic Materials, and product demonstrations...

Question 13

The benefits the buyer indicates are important and represent value are called __________________.

Accepted Answer

The answer of The benefits the buyer indicates are important...

Question 14

A/an _____________is a brief description of a specific instance used to illustrate features and benefits of a product. An anecdote is a specific type of this.

Accepted Answer

The answer of A/an _____________is a brief description of a...

Question 15

A statement that points out and illustrates the similarities between two points is called a/an ____________.

Accepted Answer

The answer of A statement that points out and illustrates...

Question 16

A/an ________________is a special and useful form of comparison that explains one thing in terms of another.

Accepted Answer

The answer of A/an ________________is a special and useful form...

Question 17

Case histories are usually fictitious.

Accepted Answer

A) True 
 B)False

Question 18

At courage and buyer feedback in a focus on creating value for the buyer are both keys to effective sales ___________.

Accepted Answer

The answer of At courage and buyer feedback in a...

Question 19

Which of the following is not a reason for using sales aids?

Accepted Answer

A)  Capture prospective buyer's attention. 
B)  Increase the buyer's participation and involvement. 
C)  Add clarity and enhance the prospect's understanding. 
D)  Generate interest in the recommended solution. 
E)  All of the above are correct. 
A)  Capture prospective buyer's attention. 
B)  Increase the buyer's participation and involvement. 
C)  Add clarity and enhance the prospect's understanding. 
D)  Generate interest in the recommended solution. 
E)  All of the above are correct.

Question 20

While examples may be hypothetical, anecdotes are not.

Accepted Answer

A) True 
 B)False

Salespeople consistently having trouble with properly presenting sales aids could probably benefit from ____.

A ____ is identified once the buyer acknowledges the importance of benefit.

A salesperson will use a "check-back" or "response-check" to gauge the buyer's interest level.

A good salesperson doesn't need statistics to support his or her claims.

When attempting to link solutions to needs, the salesperson should do all of the following except?

"Would you like to place an order today?" is an example of a response-check.

One of the tips for preparing visual materials is to target using a maximum of words per line and lines per visual.

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

A statement that points out and illustrates the similarities between two points is called a/an _______.

________________ (also known as response checks) are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

When preparing to conduct a product demonstration, a salesperson should remember ____.

Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.

The benefits the buyer indicates are important and represent value are called __________________.

A/an _____________is a brief description of a specific instance used to illustrate features and benefits of a product. An anecdote is a specific type of this.

A statement that points out and illustrates the similarities between two points is called a/an ____________.

A/an ________________is a special and useful form of comparison that explains one thing in terms of another.

Case histories are usually fictitious.

At courage and buyer feedback in a focus on creating value for the buyer are both keys to effective sales ___________.

Which of the following is not a reason for using sales aids?

While examples may be hypothetical, anecdotes are not.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 7: Sales Dialogue: Creating and Communicating Value

Salespeople consistently having trouble with properly presenting sales aids could probably benefit from ____.

A ____ is identified once the buyer acknowledges the importance of benefit.

A salesperson will use a "check-back" or "response-check" to gauge the buyer's interest level.

A good salesperson doesn't need statistics to support his or her claims.

When attempting to link solutions to needs, the salesperson should do all of the following except?

"Would you like to place an order today?" is an example of a response-check.

One of the tips for preparing visual materials is to target using a maximum of __words per line and __ lines per visual.

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

A statement that points out and illustrates the similarities between two points is called a/an _______.

________________ (also known as response checks) are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

When preparing to conduct a product demonstration, a salesperson should remember ____.

Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.

The benefits the buyer indicates are important and represent value are called __________________.

A/an _____________is a brief description of a specific instance used to illustrate features and benefits of a product. An anecdote is a specific type of this.

A statement that points out and illustrates the similarities between two points is called a/an ____________.

A/an ________________is a special and useful form of comparison that explains one thing in terms of another.

Case histories are usually fictitious.

At courage and buyer feedback in a focus on creating value for the buyer are both keys to effective sales ___________.

Which of the following is not a reason for using sales aids?

While examples may be hypothetical, anecdotes are not.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

One of the tips for preparing visual materials is to target using a maximum of words per line and lines per visual.