Question 1

A comparison is a special form of analogy.

Accepted Answer

A) True 
 B)False

Question 2

A salesperson will use analogies to add interest and clarity to a presentation.

Accepted Answer

A) True 
 B)False

Question 3

Sales aids can increase a buyer's participation and involvement.

Accepted Answer

A) True 
 B)False

Question 4

SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.

Accepted Answer

A) True 
 B)False

Question 5

When available, statistics from ____ carry the highest credibility as statistical proof providers.

Accepted Answer

A)  Authoritative third-party sources 
B)  Internal research 
C)  The sales force 
D)  An advertising agency 
E)  None of the above 
A)  Authoritative third-party sources 
B)  Internal research 
C)  The sales force 
D)  An advertising agency 
E)  None of the above

Question 6

An example told in the form of a story is usually referred to as an anecdote.

Accepted Answer

A) True 
 B)False

Question 7

When selling to groups, salespeople should remember?

Accepted Answer

A)  To make periodic eye contact with everyone in the meeting. 
B)  To limit eye contact to the decision maker(s). 
C)  To avoid answering tough question when the group is present. 
D)  Not everyone in the group is important. 
E)  All of the above are correct 
A)  To make periodic eye contact with everyone in the meeting. 
B)  To limit eye contact to the decision maker(s). 
C)  To avoid answering tough question when the group is present. 
D)  Not everyone in the group is important. 
E)  All of the above are correct

Question 8

Which of the following is not one of the keys to effective sales dialogue?

Accepted Answer

A)  Make sure to cover each of the product's features. 
B)  Encourage buyer feedback. 
C)  Plan and practice sales dialogue. 
D)  Focus on creating value for the buyer. 
E)  None of the above. 
A)  Make sure to cover each of the product's features. 
B)  Encourage buyer feedback. 
C)  Plan and practice sales dialogue. 
D)  Focus on creating value for the buyer. 
E)  None of the above.

Question 9

Which of the following is true when it comes to handling questions from a buying group?

Accepted Answer

A)  Salespeople should anticipate difficult questions 
B)  Salespeople should make eye contact with the person asking the question 
C)  Salespeople should restate or rephrase the question 
D)  Salespeople should answer questions succinctly and convincingly 
E)  All of the above are correct 
A)  Salespeople should anticipate difficult questions 
B)  Salespeople should make eye contact with the person asking the question 
C)  Salespeople should restate or rephrase the question 
D)  Salespeople should answer questions succinctly and convincingly 
E)  All of the above are correct

Question 10

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

Accepted Answer

A)  Statistics 
B)  Confirmed benefits 
C)  Testimonials 
D)  Analogies 
E)  None of the above 
A)  Statistics 
B)  Confirmed benefits 
C)  Testimonials 
D)  Analogies 
E)  None of the above

Question 11

Visual materials should be kept complex in order to capture the buyer's attention.

Accepted Answer

A) True 
 B)False

Question 12

A key to the success of effective sales dialogue is to limit the involvement of the buyer.

Accepted Answer

A) True 
 B)False

Question 13

When handling questions in group presentations, the salesperson should repeat or rephrase the question before answering it.

Accepted Answer

A) True 
 B)False

Question 14

Good salespeople rarely need sales presentation aids.

Accepted Answer

A) True 
 B)False

Question 15

When following the SPES sequence, the first step involves presenting the sales aid.

Accepted Answer

A) True 
 B)False

Question 16

The benefits the buyer indicates are important are called ______________.

Accepted Answer

A)  Potential benefits 
B)  Confirmed benefits 
C)  Value story 
D)  Features 
E)  None of the above 
A)  Potential benefits 
B)  Confirmed benefits 
C)  Value story 
D)  Features 
E)  None of the above

Question 17

___________________the first two statistics, testimonials, or case histories to support product claims.

Accepted Answer

The answer of ___________________the first two statistics, testimonials, or case...

Question 18

In some ways, making a sales presentation is analogous to performing surgery.

Accepted Answer

A) True 
 B)False

Question 19

The statement "I like the fact that this camera will work in low-light situations," is an expression of a selling point.

Accepted Answer

A) True 
 B)False

Question 20

The SPES Sequence is a power tool because it helps the salesperson effectively ____.

Accepted Answer

A)  Uncover needs 
B)  Confirm benefits 
C)  Resolve objections 
D)  Utilize visual aids 
E)  Gain commitment 
A)  Uncover needs 
B)  Confirm benefits 
C)  Resolve objections 
D)  Utilize visual aids 
E)  Gain commitment

A comparison is a special form of analogy.

A salesperson will use analogies to add interest and clarity to a presentation.

Sales aids can increase a buyer's participation and involvement.

SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.

When available, statistics from ____ carry the highest credibility as statistical proof providers.

An example told in the form of a story is usually referred to as an anecdote.

When selling to groups, salespeople should remember?

Which of the following is not one of the keys to effective sales dialogue?

Which of the following is true when it comes to handling questions from a buying group?

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

Visual materials should be kept complex in order to capture the buyer's attention.

A key to the success of effective sales dialogue is to limit the involvement of the buyer.

When handling questions in group presentations, the salesperson should repeat or rephrase the question before answering it.

Good salespeople rarely need sales presentation aids.

When following the SPES sequence, the first step involves presenting the sales aid.

The benefits the buyer indicates are important are called ______________.

___________________the first two statistics, testimonials, or case histories to support product claims.

In some ways, making a sales presentation is analogous to performing surgery.

The statement "I like the fact that this camera will work in low-light situations," is an expression of a selling point.

The SPES Sequence is a power tool because it helps the salesperson effectively ____.

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

A comparison is a special form of analogy.

A salesperson will use analogies to add interest and clarity to a presentation.

Sales aids can increase a buyer's participation and involvement.

SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.

When available, statistics from ____ carry the highest credibility as statistical proof providers.

An example told in the form of a story is usually referred to as an anecdote.

When selling to groups, salespeople should remember?

Which of the following is not one of the keys to effective sales dialogue?

Which of the following is true when it comes to handling questions from a buying group?

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

Visual materials should be kept complex in order to capture the buyer's attention.

A key to the success of effective sales dialogue is to limit the involvement of the buyer.

When handling questions in group presentations, the salesperson should repeat or rephrase the question before answering it.

Good salespeople rarely need sales presentation aids.

When following the SPES sequence, the first step involves presenting the sales aid.

The benefits the buyer indicates are important are called ______________.

___________________the first two statistics, testimonials, or case histories to support product claims.

In some ways, making a sales presentation is analogous to performing surgery.

The statement "I like the fact that this camera will work in low-light situations," is an expression of a selling point.

The SPES Sequence is a power tool because it helps the salesperson effectively ____.

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