Question 1

While examples may be hypothetical, anecdotes are not.

Accepted Answer

A) True 
 B)False

Question 2

Presentation tools and sales aids are best used when uncovering needs.

Accepted Answer

A) True 
 B)False

Question 3

LaToya is a salesperson for XYZ Co.and is preparing to make a sales call.She should plan to use a check-back type of question after she has ____.

Accepted Answer

A)  Gone through a specific feature-benefit sequence 
B)  Made an introduction 
C)  Responded to an objection 
D)  Both A and C are correct 
E)  None of the above are correct 
A)  Gone through a specific feature-benefit sequence 
B)  Made an introduction 
C)  Responded to an objection 
D)  Both A and C are correct 
E)  None of the above are correct

Question 4

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 5

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

Accepted Answer

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

Question 6

Testimonials may be fictional provided they reflect the benefits a salesperson's product produces.

Accepted Answer

A) True 
 B)False

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

An anecdote is a specific type of a/an __________________

Accepted Answer

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

Question 9

Preparing and completing the sales dialogue phase of the sales process successfully has been compared to doing _____________in that it is complex and requires preparation, knowledge, and skill.

Accepted Answer

The answer of Preparing and completing the sales dialogue phase...

Question 10

According to the SPES Sequence, after Stating what the sales aid is, the salesperson should _________ the sales aid.

Accepted Answer

The answer of According to the SPES Sequence, after Stating...

Question 11

Which of the following is an example of a proof provider?

Accepted Answer

A)  Testimonials 
B)  Case histories 
C)  Statistics 
D)  only a and b 
E)  a, b, and c are examples of proof providers 
A)  Testimonials 
B)  Case histories 
C)  Statistics 
D)  only a and b 
E)  a, b, and c are examples of proof providers

Question 12

Sandy is a salesperson for XYZ Computer Co.As she moves into the presentation portion of the sales process, Sandy should do all of the following except:

Accepted Answer

A)  Convey to the buyer how her product will meet the buyer's confirmed needs 
B)  Explain how the product's features translate into meaningful benefits 
C)  Convince the buyer that Sandy's product is the lowest price product on the market 
D)  Provide rationale for why the prospect should buy from Sandy as opposed to one of Sandy's competitors 
E)  Sandy should do all of the above 
A)  Convey to the buyer how her product will meet the buyer's confirmed needs 
B)  Explain how the product's features translate into meaningful benefits 
C)  Convince the buyer that Sandy's product is the lowest price product on the market 
D)  Provide rationale for why the prospect should buy from Sandy as opposed to one of Sandy's competitors 
E)  Sandy should do all of the above

Question 13

When attempting to link solutions to needs, the salesperson should do all of the following except?

Accepted Answer

A)  Convey to the buyer how his/her product will meet the identified buyer's needs. 
B)  Explain how the product's features will produce the confirmed benefits. 
C)  Describe all of the products features and benefits. 
D)  Ensure the buyer understands the link between the relevant features and the confirmed benefits. 
E)  He/she should do all of the above 
A)  Convey to the buyer how his/her product will meet the identified buyer's needs. 
B)  Explain how the product's features will produce the confirmed benefits. 
C)  Describe all of the products features and benefits. 
D)  Ensure the buyer understands the link between the relevant features and the confirmed benefits. 
E)  He/she should do all of the above

Question 14

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 15

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 16

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 17

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 18

The SPES Sequence is a powerful 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

Question 19

A/an _____________is a brief description of a specific instance used to illustrate features and benefits of a product. An anecdote is a specific type of this.

Accepted Answer

The answer of A/an _____________is a brief description of a...

Question 20

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

Accepted Answer

A) True 
 B)False

While examples may be hypothetical, anecdotes are not.

Presentation tools and sales aids are best used when uncovering needs.

LaToya is a salesperson for XYZ Co.and is preparing to make a sales call.She should plan to use a check-back type of question after she has ____.

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

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

Testimonials may be fictional provided they reflect the benefits a salesperson's product produces.

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

An anecdote is a specific type of a/an __________________

Preparing and completing the sales dialogue phase of the sales process successfully has been compared to doing _____________in that it is complex and requires preparation, knowledge, and skill.

According to the SPES Sequence, after Stating what the sales aid is, the salesperson should _________ the sales aid.

Which of the following is an example of a proof provider?

Sandy is a salesperson for XYZ Computer Co.As she moves into the presentation portion of the sales process, Sandy should do all of the following except:

When attempting to link solutions to needs, the salesperson should do all of the following except?

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

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.

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

When selling to groups, salespeople should remember?

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

A/an _____________is a brief description of a specific instance used to illustrate features and benefits of a product. An anecdote is a specific type of this.

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

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

While examples may be hypothetical, anecdotes are not.

Presentation tools and sales aids are best used when uncovering needs.

LaToya is a salesperson for XYZ Co.and is preparing to make a sales call.She should plan to use a check-back type of question after she has ____.

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

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

Testimonials may be fictional provided they reflect the benefits a salesperson's product produces.

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

An anecdote is a specific type of a/an __________________

Preparing and completing the sales dialogue phase of the sales process successfully has been compared to doing _____________in that it is complex and requires preparation, knowledge, and skill.

According to the SPES Sequence, after Stating what the sales aid is, the salesperson should _________ the sales aid.

Which of the following is an example of a proof provider?

Sandy is a salesperson for XYZ Computer Co.As she moves into the presentation portion of the sales process, Sandy should do all of the following except:

When attempting to link solutions to needs, the salesperson should do all of the following except?

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

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.

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

When selling to groups, salespeople should remember?

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

A/an _____________is a brief description of a specific instance used to illustrate features and benefits of a product. An anecdote is a specific type of this.

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

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