Question 1

_____________are proof providers that are in the form of statements from satisfied users of the selling organization's products and services.

Accepted Answer

The answer of _____________are proof providers that are in the...

Question 2

When selling to groups, salespeople need to ____.

Accepted Answer

A)  Utilize appropriate arrival tactics 
B)  Make appropriate eye contact with each member of the group 
C)  Welcome each group member's opinion 
D)  Restate or rephrase questions asked by group members 
E)  All of the above are correct 
A)  Utilize appropriate arrival tactics 
B)  Make appropriate eye contact with each member of the group 
C)  Welcome each group member's opinion 
D)  Restate or rephrase questions asked by group members 
E)  All of the above are correct

Question 3

Which of the following tips is most accurate with respect to selling to groups?

Accepted Answer

A)  Make sure to identify and focus on the decision maker. 
B)  For dramatic affect make sure to enter the meeting room only after everyone else is in attendance. 
C)  Make sure all members of the group feel that their opinions are valuable. 
D)  After the group meeting is over, try to get the decision maker before he/she leaves the room. 
E)  B and D are correct 
A)  Make sure to identify and focus on the decision maker. 
B)  For dramatic affect make sure to enter the meeting room only after everyone else is in attendance. 
C)  Make sure all members of the group feel that their opinions are valuable. 
D)  After the group meeting is over, try to get the decision maker before he/she leaves the room. 
E)  B and D are correct

Question 4

When preparing printed materials, a salesperson should remember to use several different colors to help decorate the visual and keep it interesting.

Accepted Answer

A) True 
 B)False

Question 5

It is important for a salesperson to determine the needs before making a sales presentation.

Accepted Answer

A) True 
 B)False

Question 6

During the sales presentation, the salesperson should:

Accepted Answer

A)  present all of his or her product's features and benefits. 
B)  present all the benefits his or her product can produce. 
C)  present the benefits that address the buyer's needs. 
D)  avoid asking the buyer any more questions. 
E)  All of the above 
A)  present all of his or her product's features and benefits. 
B)  present all the benefits his or her product can produce. 
C)  present the benefits that address the buyer's needs. 
D)  avoid asking the buyer any more questions. 
E)  All of the above

Question 7

According to the SPES Sequence, the final step in presenting sales aid is to _________ .

Accepted Answer

The answer of According to the SPES Sequence, the final...

Question 8

Response-checks and check-backs should be used after handling an objection.

Accepted Answer

A) True 
 B)False

Question 9

According to the SPES Sequence, the third step in presenting sales aid is to _________ the sales aid.

Accepted Answer

The answer of According to the SPES Sequence, the third...

Question 10

When selling to groups, a salesperson should only make eye contact with the buyer or decision maker.

Accepted Answer

A) True 
 B)False

Question 11

According to the SPES Sequence, the first step in presenting sales aid is to _________ the selling point and ___________ the sales aid.

Accepted Answer

The answer of According to the SPES Sequence, the first...

Question 12

When selling to groups, salespeople can expect tough questions.

Accepted Answer

A) True 
 B)False

Question 13

"How many employees do you have?" is an example of a response-check.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is not a reference to a type of question that seeks feedback from a buyer?

Accepted Answer

A)  Check-back 
B)  Trial close 
C)  Response-check 
D)  Cumulative 
E)  None of the above 
A)  Check-back 
B)  Trial close 
C)  Response-check 
D)  Cumulative 
E)  None of the above

Question 15

A testimonial is a form of proof provider.

Accepted Answer

A) True 
 B)False

Question 16

An example provided in the form of a story describing a specific incident or occurrence is referred to as a(n):

Accepted Answer

A)  Analogy 
B)  Anecdote 
C)  Story board 
D)  Verbal episode example (VE
E)  
E)  None of the above 
A)  Analogy 
B)  Anecdote 
C)  Story board 
D)  Verbal episode example (VE
E)  
E)  None of the above

Question 17

A salesperson's voice characteristics will impact his or her sales presentation effectiveness.

Accepted Answer

A) True 
 B)False

Question 18

When demonstrating a product, the salesperson should

Accepted Answer

A)  Make sure the product being demonstrated is typical of what is being recommended. 
B)  Demonstrate the top of the line model. 
C)  Try to keep the customer getting too involved in the demonstration. 
D)  Be concerned about his/her ability to demonstrate the product effectively. 
E)  All of the above are correct. 
A)  Make sure the product being demonstrated is typical of what is being recommended. 
B)  Demonstrate the top of the line model. 
C)  Try to keep the customer getting too involved in the demonstration. 
D)  Be concerned about his/her ability to demonstrate the product effectively. 
E)  All of the above are correct.

Question 19

Selling points are the same as benefits.

Accepted Answer

A) True 
 B)False

Question 20

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to collectively as _______________support.

Accepted Answer

The answer of The use of voice characteristics, examples and...

_____________are proof providers that are in the form of statements from satisfied users of the selling organization's products and services.

When selling to groups, salespeople need to ____.

Which of the following tips is most accurate with respect to selling to groups?

When preparing printed materials, a salesperson should remember to use several different colors to help decorate the visual and keep it interesting.

It is important for a salesperson to determine the needs before making a sales presentation.

During the sales presentation, the salesperson should:

According to the SPES Sequence, the final step in presenting sales aid is to _________ .

Response-checks and check-backs should be used after handling an objection.

According to the SPES Sequence, the third step in presenting sales aid is to _________ the sales aid.

When selling to groups, a salesperson should only make eye contact with the buyer or decision maker.

According to the SPES Sequence, the first step in presenting sales aid is to _ the selling point and ___ the sales aid.

When selling to groups, salespeople can expect tough questions.

"How many employees do you have?" is an example of a response-check.

Which of the following is not a reference to a type of question that seeks feedback from a buyer?

A testimonial is a form of proof provider.

An example provided in the form of a story describing a specific incident or occurrence is referred to as a(n):

A salesperson's voice characteristics will impact his or her sales presentation effectiveness.

When demonstrating a product, the salesperson should

Selling points are the same as benefits.

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to collectively as _______________support.

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

_____________are proof providers that are in the form of statements from satisfied users of the selling organization's products and services.

When selling to groups, salespeople need to ____.

Which of the following tips is most accurate with respect to selling to groups?

When preparing printed materials, a salesperson should remember to use several different colors to help decorate the visual and keep it interesting.

It is important for a salesperson to determine the needs before making a sales presentation.

During the sales presentation, the salesperson should:

According to the SPES Sequence, the final step in presenting sales aid is to _________ .

Response-checks and check-backs should be used after handling an objection.

According to the SPES Sequence, the third step in presenting sales aid is to _________ the sales aid.

When selling to groups, a salesperson should only make eye contact with the buyer or decision maker.

According to the SPES Sequence, the first step in presenting sales aid is to _________ the selling point and ___________ the sales aid.

When selling to groups, salespeople can expect tough questions.

"How many employees do you have?" is an example of a response-check.

Which of the following is not a reference to a type of question that seeks feedback from a buyer?

A testimonial is a form of proof provider.

An example provided in the form of a story describing a specific incident or occurrence is referred to as a(n):

A salesperson's voice characteristics will impact his or her sales presentation effectiveness.

When demonstrating a product, the salesperson should

Selling points are the same as benefits.

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to collectively as _______________support.

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

According to the SPES Sequence, the first step in presenting sales aid is to _ the selling point and ___ the sales aid.