Question 1

Salespeople use testimonials to add credibility to their sales presentation.

Accepted Answer

A) True 
 B)False

Question 2

A salesperson's voice characteristics have no impact on his or her sales presentation ability.

Accepted Answer

A) True 
 B)False

Question 3

Sue is a salesperson attempting to get satisfied customers to go "on the record" about their experiences. Sue is trying obtain ____.

Accepted Answer

A)  Statistics 
B)  Confirmed benefits 
C)  Anecdotes 
D)  Analogies 
E)  None of the above are correct 
A)  Statistics 
B)  Confirmed benefits 
C)  Anecdotes 
D)  Analogies 
E)  None of the above are correct

Question 4

A buyer indicated that a particular benefit is valuable and important is called a/an ____________.

Accepted Answer

A)  Feature 
B)  Potential Benefit 
C)  Confirmed Benefit 
D)  Value Proposition 
E)  None of the above. 
A)  Feature 
B)  Potential Benefit 
C)  Confirmed Benefit 
D)  Value Proposition 
E)  None of the above.

Question 5

An anecdote is a type of comparison.

Accepted Answer

A) True 
 B)False

Question 6

A/an ______________is a type of example that is provided in the form of a story describing a specific incident or occurrence.

Accepted Answer

The answer of A/an ______________is a type of example that...

Question 7

A comparison is a statement that points out and illustrates the similarities between two points.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is not a Tip for Preparing Visual Materials?

Accepted Answer

A)  Try to use tables instead of graphs and charts 
B)  Read from the presentation to reinforce the message. 
C)  Use bullet points to emphasize key points. 
D)  Use different layouts and formats throughout to increase the interest level. 
E)  All of the above are good tips. 
A)  Try to use tables instead of graphs and charts 
B)  Read from the presentation to reinforce the message. 
C)  Use bullet points to emphasize key points. 
D)  Use different layouts and formats throughout to increase the interest level. 
E)  All of the above are good tips.

Question 9

When selling to groups, it would be beneficial for the salesperson to pre-sell individual group members prior to the group's formal meeting.

Accepted Answer

A) True 
 B)False

Question 10

Presentation tools and sales aids can help salespeople generate interest in the recommended solution.

Accepted Answer

A) True 
 B)False

Question 11

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

Accepted Answer

The answer of Creating value and generating confirmed benefits are...

Question 12

Features represent the value a product produces.

Accepted Answer

A) True 
 B)False

Question 13

A major disadvantage of using computer-based presentations (e.g., using PowerPoint) is that they cannot be easily customized.

Accepted Answer

A) True 
 B)False

Question 14

Sandy is a salesperson for XYZ Computer Co. As she moves into the presentation portion of the sales process, Sandy should do all of the following except:

Accepted Answer

A)  convey to the buyer how her product will meet the buyer's confirmed needs 
B)  explain how the product's features translate into meaningful benefits 
C)  convince the buyer that Sandy's product is the lowest price product on the market 
D)  provide rationale for why the prospect should buy from Sandy as opposed to one of Sandy's competitors 
E)  Sandy should do all of the above 
A)  convey to the buyer how her product will meet the buyer's confirmed needs 
B)  explain how the product's features translate into meaningful benefits 
C)  convince the buyer that Sandy's product is the lowest price product on the market 
D)  provide rationale for why the prospect should buy from Sandy as opposed to one of Sandy's competitors 
E)  Sandy should do all of the above

Question 15

One of the guidelines for product demonstrations is to anticipate problems and have ___________or replacement parts on hand.

Accepted Answer

The answer of One of the guidelines for product demonstrations...

Question 16

The sales presentation takes place prior to uncovering the buyer's needs.

Accepted Answer

A) True 
 B)False

Question 17

Presentation tools and sales aids are best used when uncovering needs.

Accepted Answer

A) True 
 B)False

Question 18

The value that comes from a product's particular feature is referred to as a ____.

Accepted Answer

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

Question 19

Steve, a salesperson for XYZ Computer Co. has just finished uncovering and confirming that his prospective customer needs 50 new computers that offer high quality graphics. During his presentation, Steve should:

Accepted Answer

A)  secure the buyer's agreement that his computers have the lowest price on the market. 
B)  secure the buyer's agreement that his computers offer high quality graphics. 
C)  try to convince the buyer that having high quality graphics isn't all that important. 
D)  talk about the graphic capabilities of his computers and then offer a quantity discount. 
E)  Both a and c 
A)  secure the buyer's agreement that his computers have the lowest price on the market. 
B)  secure the buyer's agreement that his computers offer high quality graphics. 
C)  try to convince the buyer that having high quality graphics isn't all that important. 
D)  talk about the graphic capabilities of his computers and then offer a quantity discount. 
E)  Both a and c

Question 20

Salespeople use testimonials when uncovering the needs of the buyer.

Accepted Answer

A) True 
 B)False

Salespeople use testimonials to add credibility to their sales presentation.

A salesperson's voice characteristics have no impact on his or her sales presentation ability.

Sue is a salesperson attempting to get satisfied customers to go "on the record" about their experiences. Sue is trying obtain ____.

A buyer indicated that a particular benefit is valuable and important is called a/an ____________.

An anecdote is a type of comparison.

A/an ______________is a type of example that is provided in the form of a story describing a specific incident or occurrence.

A comparison is a statement that points out and illustrates the similarities between two points.

Which of the following is not a Tip for Preparing Visual Materials?

When selling to groups, it would be beneficial for the salesperson to pre-sell individual group members prior to the group's formal meeting.

Presentation tools and sales aids can help salespeople generate interest in the recommended solution.

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

Features represent the value a product produces.

A major disadvantage of using computer-based presentations (e.g., using PowerPoint) is that they cannot be easily customized.

Sandy is a salesperson for XYZ Computer Co. As she moves into the presentation portion of the sales process, Sandy should do all of the following except:

One of the guidelines for product demonstrations is to anticipate problems and have ___________or replacement parts on hand.

The sales presentation takes place prior to uncovering the buyer's needs.

Presentation tools and sales aids are best used when uncovering needs.

The value that comes from a product's particular feature is referred to as a ____.

Steve, a salesperson for XYZ Computer Co. has just finished uncovering and confirming that his prospective customer needs 50 new computers that offer high quality graphics. During his presentation, Steve should:

Salespeople use testimonials when uncovering the needs of the buyer.

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 use testimonials to add credibility to their sales presentation.

A salesperson's voice characteristics have no impact on his or her sales presentation ability.

Sue is a salesperson attempting to get satisfied customers to go "on the record" about their experiences. Sue is trying obtain ____.

A buyer indicated that a particular benefit is valuable and important is called a/an ____________.

An anecdote is a type of comparison.

A/an ______________is a type of example that is provided in the form of a story describing a specific incident or occurrence.

A comparison is a statement that points out and illustrates the similarities between two points.

Which of the following is not a Tip for Preparing Visual Materials?

When selling to groups, it would be beneficial for the salesperson to pre-sell individual group members prior to the group's formal meeting.

Presentation tools and sales aids can help salespeople generate interest in the recommended solution.

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

Features represent the value a product produces.

A major disadvantage of using computer-based presentations (e.g., using PowerPoint) is that they cannot be easily customized.

Sandy is a salesperson for XYZ Computer Co. As she moves into the presentation portion of the sales process, Sandy should do all of the following except:

One of the guidelines for product demonstrations is to anticipate problems and have ___________or replacement parts on hand.

The sales presentation takes place prior to uncovering the buyer's needs.

Presentation tools and sales aids are best used when uncovering needs.

The value that comes from a product's particular feature is referred to as a ____.

Steve, a salesperson for XYZ Computer Co. has just finished uncovering and confirming that his prospective customer needs 50 new computers that offer high quality graphics. During his presentation, Steve should:

Salespeople use testimonials when uncovering the needs of the buyer.

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