Question 1

When selling to groups, salespeople need to ____.

Accepted Answer

A)  Utilize appropriate arrival tactics 
B)  Make appropriate eye contact with each member of the group 
C)  Welcome each group member's opinion 
D)  Restate or rephrase questions asked by group members 
E)  All of the above are correct 
A)  Utilize appropriate arrival tactics 
B)  Make appropriate eye contact with each member of the group 
C)  Welcome each group member's opinion 
D)  Restate or rephrase questions asked by group members 
E)  All of the above are correct

Question 2

Features represent the value a product produces.

Accepted Answer

A) True 
 B)False

Question 3

A/an ______________is a type of example that is provided in the form of a story describing a specific incident or occurrence.

Accepted Answer

The answer of A/an ______________is a type of example that...

Question 4

One of the tips for preparing visual materials is to use _________ points to emphasize key points.

Accepted Answer

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

Question 5

A salesperson saying that using his or her sales force automation software is like having a secretary that will work for free, is using 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 6

A series of positive response-checks indicates that the buyer:

Accepted Answer

A)  Is concerned about the price 
B)  Wants to discuss the price 
C)  Is nearing a purchase decision 
D)  Will purchase the product 
E)  Will not purchase the product 
A)  Is concerned about the price 
B)  Wants to discuss the price 
C)  Is nearing a purchase decision 
D)  Will purchase the product 
E)  Will not purchase the product

Question 7

SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.

Accepted Answer

A) True 
 B)False

Question 8

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

Accepted Answer

A)  An import consideration 
B)  Not a feature the salesperson should address first 
C)  A cause for concern by the salesperson 
D)  A major buying motive 
E)  All of the above 
A)  An import consideration 
B)  Not a feature the salesperson should address first 
C)  A cause for concern by the salesperson 
D)  A major buying motive 
E)  All of the above

Question 9

When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyers.

Accepted Answer

A)  Preselling 
B)  Prospecting 
C)  Sales presentations 
D)  Need discovery 
E)  None of the above is correct. 
A)  Preselling 
B)  Prospecting 
C)  Sales presentations 
D)  Need discovery 
E)  None of the above is correct.

Question 10

Which of the following is true when it comes to handling questions from a buying group?

Accepted Answer

A)  Salespeople should anticipate difficult questions 
B)  Salespeople should make eye contact with the person asking the question 
C)  Salespeople should restate or rephrase the question 
D)  Salespeople should answer questions succinctly and convincingly 
E)  All of the above are correct 
A)  Salespeople should anticipate difficult questions 
B)  Salespeople should make eye contact with the person asking the question 
C)  Salespeople should restate or rephrase the question 
D)  Salespeople should answer questions succinctly and convincingly 
E)  All of the above are correct

Question 11

"How many employees do you have?" is an example of a response-check.

Accepted Answer

A) True 
 B)False

Question 12

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

Accepted Answer

Voice Char

Question 13

After explaining the sales aid to a customer, a salesperson should state the selling point.

Accepted Answer

A) True 
 B)False

Question 14

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

Accepted Answer

The answer of Creating value and generating confirmed benefits are...

Question 15

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

Accepted Answer

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

Question 16

"Does this make sense to you so far?" is an example of a ____________ question (designed to generate feedback from the buyer.

Accepted Answer

Check-Back (Response

Question 17

The sales presentation takes place prior to uncovering the buyer's needs.

Accepted Answer

A) True 
 B)False

Question 18

When preparing to conduct a product demonstration, a salesperson should remember ____.

Accepted Answer

A)  To ensure the appearance of the product is neat and clean 
B)  To check for problem-free operation 
C)  To anticipate problems and have back-up or replacement parts on hand 
D)  None of the above are correct 
E)  A, b, and c are correct 
A)  To ensure the appearance of the product is neat and clean 
B)  To check for problem-free operation 
C)  To anticipate problems and have back-up or replacement parts on hand 
D)  None of the above are correct 
E)  A, b, and c are correct

Question 19

A salesperson's voice characteristics have no impact on his or her sales presentation ability.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A) True 
 B)False

When selling to groups, salespeople need to ____.

Features represent the value a product produces.

A/an ______________is a type of example that is provided in the form of a story describing a specific incident or occurrence.

One of the tips for preparing visual materials is to use _________ points to emphasize key points.

A salesperson saying that using his or her sales force automation software is like having a secretary that will work for free, is using a(n):

A series of positive response-checks indicates that the buyer:

SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyers.

Which of the following is true when it comes to handling questions from a buying group?

"How many employees do you have?" is an example of a response-check.

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

After explaining the sales aid to a customer, a salesperson should state the selling point.

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

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

"Does this make sense to you so far?" is an example of a ____________ question (designed to generate feedback from the buyer.

The sales presentation takes place prior to uncovering the buyer's needs.

When preparing to conduct a product demonstration, a salesperson should remember ____.

A salesperson's voice characteristics have no impact on his or her sales presentation ability.

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

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 need to ____.

Features represent the value a product produces.

A/an ______________is a type of example that is provided in the form of a story describing a specific incident or occurrence.

One of the tips for preparing visual materials is to use _________ points to emphasize key points.

A salesperson saying that using his or her sales force automation software is like having a secretary that will work for free, is using a(n):

A series of positive response-checks indicates that the buyer:

SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyers.

Which of the following is true when it comes to handling questions from a buying group?

"How many employees do you have?" is an example of a response-check.

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

After explaining the sales aid to a customer, a salesperson should state the selling point.

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

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

"Does this make sense to you so far?" is an example of a ____________ question (designed to generate feedback from the buyer.

The sales presentation takes place prior to uncovering the buyer's needs.

When preparing to conduct a product demonstration, a salesperson should remember ____.

A salesperson's voice characteristics have no impact on his or her sales presentation ability.

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

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