Question 1

When preparing printed materials and visuals, a salesperson should remember ____.

Accepted Answer

A)  Printed materials and visuals should be kept simple 
B)  To never read the presentation directly from the visual 
C)  To make sure each visual presents only one idea 
D)  to check for typographical and spelling errors 
E)  All of the above 
A)  Printed materials and visuals should be kept simple 
B)  To never read the presentation directly from the visual 
C)  To make sure each visual presents only one idea 
D)  to check for typographical and spelling errors 
E)  All of the above

Question 2

_____________are facts that lend credibility to product claims and are used as proof providers.

Accepted Answer

The answer of _____________are facts that lend credibility to product...

Question 3

Which of the following is not an example of a response-check?

Accepted Answer

A)  How does that sound to you? 
B)  Does this make sense to you so far? 
C)  Do you like this color? 
D)  Does that answer your concern 
E)  All of the above are response-checks 
A)  How does that sound to you? 
B)  Does this make sense to you so far? 
C)  Do you like this color? 
D)  Does that answer your concern 
E)  All of the above are response-checks

Question 4

After using a visual sales aid, the salesperson should leave it out so that the buyer can look at it whenever they want.

Accepted Answer

A) True 
 B)False

Question 5

Response-checks and check-backs are most commonly used:

Accepted Answer

A)  After presenting a selling point 
B)  After handling an objection 
C)  To uncover needs 
D)  When setting appointments 
E)  A and B are most common. 
A)  After presenting a selling point 
B)  After handling an objection 
C)  To uncover needs 
D)  When setting appointments 
E)  A and B are most common.

Question 6

Which of the following is not a type/category of sales presentation aids and tools?

Accepted Answer

A)  Proof providers 
B)  Product demonstrations 
C)  Electronic materials 
D)  Visual material 
E)  All of the above are categories of presentation aids 
A)  Proof providers 
B)  Product demonstrations 
C)  Electronic materials 
D)  Visual material 
E)  All of the above are categories of presentation aids

Question 7

To the extent that it is possible, salespeople should ____________group questions, and then decide whether to address the questions before they arise or wait and address the questions should they arise during the presentation.

Accepted Answer

The answer of To the extent that it is possible,...

Question 8

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

Accepted Answer

A)  an import consideration 
B)  not a feature the salesperson should address first 
C)  a cause for concern by the salesperson 
D)  a major buying motive 
E)  All of the above 
A)  an import consideration 
B)  not a feature the salesperson should address first 
C)  a cause for concern by the salesperson 
D)  a major buying motive 
E)  All of the above

Question 9

_____________per testimonials in a story or anecdotal form used as proof providers.

Accepted Answer

The answer of _____________per testimonials in a story or anecdotal...

Question 10

The "P" in the SPES Sequence stands for ____.

Accepted Answer

A)  Probe for problems 
B)  Present the sales aid 
C)  Probe for confirmed benefits 
D)  Point out all the features and benefits 
E)  None of the above 
A)  Probe for problems 
B)  Present the sales aid 
C)  Probe for confirmed benefits 
D)  Point out all the features and benefits 
E)  None of the above

Question 11

After explaining the sales aid to a customer, a salesperson should state the selling point.

Accepted Answer

A) True 
 B)False

Question 12

A product demonstration is a form of visual aid.

Accepted Answer

A) True 
 B)False

Question 13

When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyers.

Accepted Answer

A)  Preselling 
B)  Prospecting 
C)  Sales presentations 
D)  Need discovery 
E)  None of the above are correct. 
A)  Preselling 
B)  Prospecting 
C)  Sales presentations 
D)  Need discovery 
E)  None of the above are correct.

Question 14

"Do you like this color?" is an example of a response-check.

Accepted Answer

A) True 
 B)False

Question 15

A series of positive response-check indicates that the buyer:

Accepted Answer

A)  Is concerned about the price 
B)  Wants to discuss the price 
C)  Is nearing a purchase decision 
D)  Will purchase the product 
E)  Will not purchase the product 
A)  Is concerned about the price 
B)  Wants to discuss the price 
C)  Is nearing a purchase decision 
D)  Will purchase the product 
E)  Will not purchase the product

Question 16

A physical characteristic or quality of a product 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 17

Voice characteristics are relatively unimportant to verbal communication.

Accepted Answer

A) True 
 B)False

Question 18

Selling points are the combination of a feature and a meaningful benefit statement.

Accepted Answer

A) True 
 B)False

Question 19

A series of positive response-checks indicates that the buyer is nearing a purchase decision.

Accepted Answer

A) True 
 B)False

Question 20

An analogy is a special form of ____.

Accepted Answer

A)  Anecdote 
B)  Comparison 
C)  Analysis 
D)  Proof provider 
E)  None of the above 
A)  Anecdote 
B)  Comparison 
C)  Analysis 
D)  Proof provider 
E)  None of the above

When preparing printed materials and visuals, a salesperson should remember ____.

_____________are facts that lend credibility to product claims and are used as proof providers.

Which of the following is not an example of a response-check?

After using a visual sales aid, the salesperson should leave it out so that the buyer can look at it whenever they want.

Response-checks and check-backs are most commonly used:

Which of the following is not a type/category of sales presentation aids and tools?

To the extent that it is possible, salespeople should ____________group questions, and then decide whether to address the questions before they arise or wait and address the questions should they arise during the presentation.

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

_____________per testimonials in a story or anecdotal form used as proof providers.

The "P" in the SPES Sequence stands for ____.

After explaining the sales aid to a customer, a salesperson should state the selling point.

A product demonstration is a form of visual aid.

When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyers.

"Do you like this color?" is an example of a response-check.

A series of positive response-check indicates that the buyer:

A physical characteristic or quality of a product is referred to as a ____.

Voice characteristics are relatively unimportant to verbal communication.

Selling points are the combination of a feature and a meaningful benefit statement.

A series of positive response-checks indicates that the buyer is nearing a purchase decision.

An analogy is a special form of ____.

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

When preparing printed materials and visuals, a salesperson should remember ____.

_____________are facts that lend credibility to product claims and are used as proof providers.

Which of the following is not an example of a response-check?

After using a visual sales aid, the salesperson should leave it out so that the buyer can look at it whenever they want.

Response-checks and check-backs are most commonly used:

Which of the following is not a type/category of sales presentation aids and tools?

To the extent that it is possible, salespeople should ____________group questions, and then decide whether to address the questions before they arise or wait and address the questions should they arise during the presentation.

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

_____________per testimonials in a story or anecdotal form used as proof providers.

The "P" in the SPES Sequence stands for ____.

After explaining the sales aid to a customer, a salesperson should state the selling point.

A product demonstration is a form of visual aid.

When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyers.

"Do you like this color?" is an example of a response-check.

A series of positive response-check indicates that the buyer:

A physical characteristic or quality of a product is referred to as a ____.

Voice characteristics are relatively unimportant to verbal communication.

Selling points are the combination of a feature and a meaningful benefit statement.

A series of positive response-checks indicates that the buyer is nearing a purchase decision.

An analogy is a special form of ____.

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