Question 1

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

Accepted Answer

A) True 
 B)False  True

Question 2

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 B

Question 3

A buyer indicated that a particular benefit is valuable and important. That benefit is referred to as a/an ____________.

Accepted Answer

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

Question 4

Salespeople use testimonials to add credibility to their sales presentation.

Accepted Answer

A) True 
 B)False

Question 5

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

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

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

Accepted Answer

A) True 
 B)False

Question 8

One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).

Accepted Answer

A) True 
 B)False

Question 9

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 10

"Would you like to place an order today?" is an example of a response-check.

Accepted Answer

A) True 
 B)False

Question 11

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 12

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 13

Good salespeople rarely need sales presentation aids.

Accepted Answer

A) True 
 B)False

Question 14

Encouraging buyer feedback and a focus on creating value for the buyer are both keys to effective sales ___________.

Accepted Answer

The answer of Encouraging buyer feedback and a focus on...

Question 15

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

Accepted Answer

A)  State the need 
B)  State the concern 
C)  State the selling point and introduce the sales aid 
D)  Summarize 
E)  None of the above 
A)  State the need 
B)  State the concern 
C)  State the selling point and introduce the sales aid 
D)  Summarize 
E)  None of the above

Question 16

A statement that points out and illustrates the similarities between two points is called a/an ____________.

Accepted Answer

The answer of A statement that points out and illustrates...

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

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 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

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

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:

A buyer indicated that a particular benefit is valuable and important. That benefit is referred to as a/an ____________.

Salespeople use testimonials to add credibility to their sales presentation.

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

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

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

One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).

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

"Would you like to place an order today?" is an example of a response-check.

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

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

Good salespeople rarely need sales presentation aids.

Encouraging buyer feedback and a focus on creating value for the buyer are both keys to effective sales ___________.

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

A statement that points out and illustrates the similarities between two points is called a/an ____________.

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

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

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

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

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

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:

A buyer indicated that a particular benefit is valuable and important. That benefit is referred to as a/an ____________.

Salespeople use testimonials to add credibility to their sales presentation.

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

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

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

One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).

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

"Would you like to place an order today?" is an example of a response-check.

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

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

Good salespeople rarely need sales presentation aids.

Encouraging buyer feedback and a focus on creating value for the buyer are both keys to effective sales ___________.

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

A statement that points out and illustrates the similarities between two points is called a/an ____________.

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

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

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

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