Question 1

When selling to groups, salespeople can expect tough questions.

Accepted Answer

A) True 
 B)False

Question 2

A good salesperson doesn't need statistics to support his or her claims.

Accepted Answer

A) True 
 B)False

Question 3

Response-checks and check-backs should be used after handling an objection.

Accepted Answer

A) True 
 B)False

Question 4

During the sales dialogue, the salesperson should:

Accepted Answer

A)  Present all of his or her product's features and benefits. 
B)  Present all the benefits his or her product can produce. 
C)  Present the benefits that address the buyer's key issues and needs. 
D)  Avoid asking the buyer any questions. 
E)  All of the above 
A)  Present all of his or her product's features and benefits. 
B)  Present all the benefits his or her product can produce. 
C)  Present the benefits that address the buyer's key issues and needs. 
D)  Avoid asking the buyer any questions. 
E)  All of the above

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

A major disadvantage of using computer-based presentations (e.g., using PowerPoint)is that they cannot be easily customized.

Accepted Answer

A) True 
 B)False

Question 7

After presenting a feature-benefit sequence, 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

Question 8

A comparison is a statement that points out and illustrates the similarities between two points.

Accepted Answer

A) True 
 B)False

Question 9

An anecdote is a type of comparison.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A)  Explain the benefits 
B)  Explore additional solutions 
C)  Explore the buyer's situation 
D)  Explain the sales aid 
E)  None of the above 
A)  Explain the benefits 
B)  Explore additional solutions 
C)  Explore the buyer's situation 
D)  Explain the sales aid 
E)  None of the above

Question 11

_____________are proof providers that are in the form of statements from satisfied users of the selling organization's products and services.

Accepted Answer

The answer of _____________are proof providers that are in the...

Question 12

Suppose your company is going to buy a new copier because you want one that will improve your productivity by automatically stapling documents.When a salesperson gets your agreement that you are interested in increasing productivity, a ____ has been identified.

Accepted Answer

A)  Potential benefit 
B)  Confirmed benefit 
C)  Value-source-component (VS
C)  
D)  Value story 
E)  None of the above. 
A)  Potential benefit 
B)  Confirmed benefit 
C)  Value-source-component (VS
C)  
D)  Value story 
E)  None of the above.

Question 13

A product demonstration is a form of visual aid.

Accepted Answer

A) True 
 B)False

Question 14

Group sales presentations are extremely rare.

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

The answer of According to the SPES Sequence, the second...

Question 16

When handling questions from a buying group, salespeople should remember ____.

Accepted Answer

A)  To ensure everyone has heard and understands the question before answering it 
B)  To not try and bluff the group by trying to answer a question to which they do not know the answer 
C)  To answer questions as directly as possible 
D)  Speak primarily to the person identified as the decision maker 
E)  A, b, and c are correct 
A)  To ensure everyone has heard and understands the question before answering it 
B)  To not try and bluff the group by trying to answer a question to which they do not know the answer 
C)  To answer questions as directly as possible 
D)  Speak primarily to the person identified as the decision maker 
E)  A, b, and c are correct

Question 17

A/an ________________is a special and useful form of comparison that explains one thing in terms of another.

Accepted Answer

The answer of A/an ________________is a special and useful form...

Question 18

A comparison is a special form of analogy.

Accepted Answer

A) True 
 B)False

Question 19

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to as ___________

Accepted Answer

A)  Check-backs 
B)  Verbal support 
C)  Dialogue 
D)  Persuasion 
E)  None of the above 
A)  Check-backs 
B)  Verbal support 
C)  Dialogue 
D)  Persuasion 
E)  None of the above

Question 20

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

Accepted Answer

The answer of "Having an onboard map and tracking system...

When selling to groups, salespeople can expect tough questions.

A good salesperson doesn't need statistics to support his or her claims.

Response-checks and check-backs should be used after handling an objection.

During the sales dialogue, the salesperson should:

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

A major disadvantage of using computer-based presentations (e.g., using PowerPoint)is that they cannot be easily customized.

After presenting a feature-benefit sequence, the salesperson should use a ____ type of question.

A comparison is a statement that points out and illustrates the similarities between two points.

An anecdote is a type of comparison.

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

_____________are proof providers that are in the form of statements from satisfied users of the selling organization's products and services.

Suppose your company is going to buy a new copier because you want one that will improve your productivity by automatically stapling documents.When a salesperson gets your agreement that you are interested in increasing productivity, a ____ has been identified.

A product demonstration is a form of visual aid.

Group sales presentations are extremely rare.

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

When handling questions from a buying group, salespeople should remember ____.

A/an ________________is a special and useful form of comparison that explains one thing in terms of another.

A comparison is a special form of analogy.

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to as ___________

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

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 selling to groups, salespeople can expect tough questions.

A good salesperson doesn't need statistics to support his or her claims.

Response-checks and check-backs should be used after handling an objection.

During the sales dialogue, the salesperson should:

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

A major disadvantage of using computer-based presentations (e.g., using PowerPoint)is that they cannot be easily customized.

After presenting a feature-benefit sequence, the salesperson should use a ____ type of question.

A comparison is a statement that points out and illustrates the similarities between two points.

An anecdote is a type of comparison.

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

_____________are proof providers that are in the form of statements from satisfied users of the selling organization's products and services.

Suppose your company is going to buy a new copier because you want one that will improve your productivity by automatically stapling documents.When a salesperson gets your agreement that you are interested in increasing productivity, a ____ has been identified.

A product demonstration is a form of visual aid.

Group sales presentations are extremely rare.

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

When handling questions from a buying group, salespeople should remember ____.

A/an ________________is a special and useful form of comparison that explains one thing in terms of another.

A comparison is a special form of analogy.

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to as ___________

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

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