Question 1

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

Accepted Answer

A)  Anecdote 
B)  Comparison 
C)  Example 
D)  Testimonial 
E)  None of the above are correct. 
A)  Anecdote 
B)  Comparison 
C)  Example 
D)  Testimonial 
E)  None of the above are correct.

Question 2

Response-checks and check-backs are most commonly used:

Accepted Answer

A)  After presenting a selling point 
B)  After handling an objection 
C)  To uncover needs 
D)  When setting appointments 
E)  A and B are most common. 
A)  After presenting a selling point 
B)  After handling an objection 
C)  To uncover needs 
D)  When setting appointments 
E)  A and B are most common.

Question 3

When demonstrating a product, the salesperson should

Accepted Answer

A)  Make sure the product being demonstrated is typical of what is being recommended. 
B)  Demonstrate the top of the line model. 
C)  Try to keep the customer from getting too involved in the demonstration. 
D)  Be concerned about his/her ability to demonstrate the product effectively. 
E)  All of the above are correct. 
A)  Make sure the product being demonstrated is typical of what is being recommended. 
B)  Demonstrate the top of the line model. 
C)  Try to keep the customer from getting too involved in the demonstration. 
D)  Be concerned about his/her ability to demonstrate the product effectively. 
E)  All of the above are correct.

Question 4

A major purpose of SPIN and ADAPT is to help the salesperson identify the ____________ for the buyer.

Accepted Answer

A)  Benefits 
B)  Features 
C)  Situation 
D)  Confirmed benefits 
E)  None of the above is correct. 
A)  Benefits 
B)  Features 
C)  Situation 
D)  Confirmed benefits 
E)  None of the above is correct.

Question 5

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 6

One of the guidelines for product demonstrations is to anticipate problems and have ___________or replacement parts on hand.

Accepted Answer

The answer of One of the guidelines for product demonstrations...

Question 7

The benefits the buyer indicates are important and represent value are called __________________.

Accepted Answer

The answer of The benefits the buyer indicates are important...

Question 8

A ____ is identified once the buyer acknowledges the importance of benefit.

Accepted Answer

A)  Potential benefit 
B)  Confirmed benefit 
C)  Value proposition 
D)  Feature 
E)  None of the above 
A)  Potential benefit 
B)  Confirmed benefit 
C)  Value proposition 
D)  Feature 
E)  None of the above

Question 9

Achieving success in the sales presentation is analogous success in ____, in that both are complex, require preparation, knowledge, and skill.

Accepted Answer

A)  surgery 
B)  football 
C)  driving 
D)  reading 
E)  gambling 
A)  surgery 
B)  football 
C)  driving 
D)  reading 
E)  gambling

Question 10

One of the tips for preparing visual materials is that visual material should be kept ____________ (simple or complex).

Accepted Answer

The answer of One of the tips for preparing visual...

Question 11

When preparing printed materials and visuals, a salesperson should remember ____.

Accepted Answer

A)  Printed materials and visuals should be kept simple 
B)  To never read the presentation directly from the visual 
C)  To make sure each visual presents only one idea 
D)  To check for typographical and spelling errors 
E)  All of the above 
A)  Printed materials and visuals should be kept simple 
B)  To never read the presentation directly from the visual 
C)  To make sure each visual presents only one idea 
D)  To check for typographical and spelling errors 
E)  All of the above

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

_____________ are testimonials in a story or anecdotal form used as proof providers.

Accepted Answer

The answer of _____________ are testimonials in a story or...

Question 14

Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.

Accepted Answer

The answer of Printed materials, Electronic Materials, and product demonstrations...

Question 15

Which of the following is not a type/category of sales presentation aids and tools?

Accepted Answer

A)  Social Networking 
B)  Product demonstrations 
C)  Electronic materials 
D)  Visual material 
E)  All of the above are categories of presentation aids 
A)  Social Networking 
B)  Product demonstrations 
C)  Electronic materials 
D)  Visual material 
E)  All of the above are categories of presentation aids

Question 16

The value that comes from a product's particular feature is referred to as a ____.

Accepted Answer

A)  Benefit 
B)  Confirmed benefit 
C)  Value proposition 
D)  Feature 
E)  None of the above 
A)  Benefit 
B)  Confirmed benefit 
C)  Value proposition 
D)  Feature 
E)  None of the above

Question 17

Salespeople use testimonials when uncovering the needs of the buyer.

Accepted Answer

A) True 
 B)False

Question 18

A testimonial is a form of proof provider.

Accepted Answer

A) True 
 B)False

Question 19

A physical characteristic or quality of a product is referred to as a ____.

Accepted Answer

A)  Benefit 
B)  Confirmed benefit 
C)  Value proposition 
D)  Feature 
E)  None of the above 
A)  Benefit 
B)  Confirmed benefit 
C)  Value proposition 
D)  Feature 
E)  None of the above

Question 20

Potential benefits become confirmed benefits only when the buyer acknowledges interest.

Accepted Answer

A) True 
 B)False

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

Response-checks and check-backs are most commonly used:

When demonstrating a product, the salesperson should

A major purpose of SPIN and ADAPT is to help the salesperson identify the ____________ for the buyer.

The benefits the buyer indicates are important are called ______________.

One of the guidelines for product demonstrations is to anticipate problems and have ___________or replacement parts on hand.

The benefits the buyer indicates are important and represent value are called __________________.

A ____ is identified once the buyer acknowledges the importance of benefit.

Achieving success in the sales presentation is analogous success in ____, in that both are complex, require preparation, knowledge, and skill.

One of the tips for preparing visual materials is that visual material should be kept ____________ (simple or complex).

When preparing printed materials and visuals, a salesperson should remember ____.

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

_____________ are testimonials in a story or anecdotal form used as proof providers.

Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.

Which of the following is not a type/category of sales presentation aids and tools?

The value that comes from a product's particular feature is referred to as a ____.

Salespeople use testimonials when uncovering the needs of the buyer.

A testimonial is a form of proof provider.

A physical characteristic or quality of a product is referred to as a ____.

Potential benefits become confirmed benefits only when the buyer acknowledges interest.

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

Response-checks and check-backs are most commonly used:

When demonstrating a product, the salesperson should

A major purpose of SPIN and ADAPT is to help the salesperson identify the ____________ for the buyer.

The benefits the buyer indicates are important are called ______________.

One of the guidelines for product demonstrations is to anticipate problems and have ___________or replacement parts on hand.

The benefits the buyer indicates are important and represent value are called __________________.

A ____ is identified once the buyer acknowledges the importance of benefit.

Achieving success in the sales presentation is analogous success in ____, in that both are complex, require preparation, knowledge, and skill.

One of the tips for preparing visual materials is that visual material should be kept ____________ (simple or complex).

When preparing printed materials and visuals, a salesperson should remember ____.

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

_____________ are testimonials in a story or anecdotal form used as proof providers.

Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.

Which of the following is not a type/category of sales presentation aids and tools?

The value that comes from a product's particular feature is referred to as a ____.

Salespeople use testimonials when uncovering the needs of the buyer.

A testimonial is a form of proof provider.

A physical characteristic or quality of a product is referred to as a ____.

Potential benefits become confirmed benefits only when the buyer acknowledges interest.

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