Question 1

The second "S" in the SPES Sequence stands for ____.

Accepted Answer

A)  Solve the buyer's problems 
B)  Seek confirmation of benefits 
C)  Summarize 
D)  Sort the needs in order of priority 
E)  None of the above 
A)  Solve the buyer's problems 
B)  Seek confirmation of benefits 
C)  Summarize 
D)  Sort the needs in order of priority 
E)  None of the above

Question 2

Sales aid in electronic format such as slides, videos, or multimedia presentations are referred to as _________ materials.

Accepted Answer

The answer of Sales aid in electronic format such as...

Question 3

An anecdote is a specific type of a/an __________________

Accepted Answer

The answer of An anecdote is a specific type of...

Question 4

A testimonial written in story form is known as a(n) ____.

Accepted Answer

A)  Satisfied customer statement 
B)  Case history 
C)  Word of mouth opportunity 
D)  All of the above 
E)  None of the above 
A)  Satisfied customer statement 
B)  Case history 
C)  Word of mouth opportunity 
D)  All of the above 
E)  None of the above

Question 5

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else.

Accepted Answer

A) True 
 B)False

Question 6

The value that comes from consuming a product is referred to as a(n) ____.

Accepted Answer

A)  added Value Resource (AVR) 
B)  confirmed benefit 
C)  value proposition 
D)  Feature 
E)  None of the above 
A)  added Value Resource (AVR) 
B)  confirmed benefit 
C)  value proposition 
D)  Feature 
E)  None of the above

Question 7

Anthony has arrived five minutes early for his sales call with a buying group from one of his accounts. He is the only one in the room. Before the meeting gets underway, Anthony should remember to ____.

Accepted Answer

A)  Greet each group member as they arrive 
B)  Take some more time to practice his presentation 
C)  Leave the room and come back once everyone has arrived 
D)  Take a breath mint or chew some breath freshening gum 
E)  All of the above 
A)  Greet each group member as they arrive 
B)  Take some more time to practice his presentation 
C)  Leave the room and come back once everyone has arrived 
D)  Take a breath mint or chew some breath freshening gum 
E)  All of the above

Question 8

Salespeople should present as many benefits as they can when making a presentation.

Accepted Answer

A) True 
 B)False

Question 9

An anecdote is the same thing as an analogy.

Accepted Answer

A) True 
 B)False

Question 10

The combination of a specific feature and its meaningful benefit statement is a selling point.

Accepted Answer

A) True 
 B)False

Question 11

After presenting a selling point, the salesperson should use a ____ type of question.

Accepted Answer

A)  Response-Check 
B)  Open-ended 
C)  Discover 
D)  Need-payoff 
E)  None of the above 
A)  Response-Check 
B)  Open-ended 
C)  Discover 
D)  Need-payoff 
E)  None of the above

The second "S" in the SPES Sequence stands for ____.

Sales aid in electronic format such as slides, videos, or multimedia presentations are referred to as _________ materials.

An anecdote is a specific type of a/an __________________

A testimonial written in story form is known as a(n) ____.

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else.

The value that comes from consuming a product is referred to as a(n) ____.

Anthony has arrived five minutes early for his sales call with a buying group from one of his accounts. He is the only one in the room. Before the meeting gets underway, Anthony should remember to ____.

Salespeople should present as many benefits as they can when making a presentation.

An anecdote is the same thing as an analogy.

The combination of a specific feature and its meaningful benefit statement is a selling point.

After presenting a selling point, the salesperson should use a ____ type of question.

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

The second "S" in the SPES Sequence stands for ____.

Sales aid in electronic format such as slides, videos, or multimedia presentations are referred to as _________ materials.

An anecdote is a specific type of a/an __________________

A testimonial written in story form is known as a(n) ____.

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else.

The value that comes from consuming a product is referred to as a(n) ____.

Anthony has arrived five minutes early for his sales call with a buying group from one of his accounts. He is the only one in the room. Before the meeting gets underway, Anthony should remember to ____.

Salespeople should present as many benefits as they can when making a presentation.

An anecdote is the same thing as an analogy.

The combination of a specific feature and its meaningful benefit statement is a selling point.

After presenting a selling point, the salesperson should use a ____ type of question.

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