Question 1

Sales aids in the form of slides,videos,or multimedia presentations are referred to as _________.

Accepted Answer

electronic materials​

Question 2

Product benefits become confirmed benefits only when the buyer indicates they are of interest.

Accepted Answer

A) True 
 B)False  True

Question 3

Will,a salesperson at Borca Corp.,is preparing a presentation to a buying group,which contains a lot of information that he will have to use.The best method for Will to present this information is to scroll through the presentation while reading it out loud to the group.

Accepted Answer

A) True 
 B)False  False

Question 4

When selling to groups,salespeople should:​

Accepted Answer

A) ​make periodic eye contact with everyone in the buying group. 
B) limit eye contact to the decision makers. 
C) ​avoid answering tough question when the buying group is present. 
D) ​know that not everyone in the buying group is important. 
E) ​take only the opinions of the decision makers into account. 
A) ​make periodic eye contact with everyone in the buying group. 
B) limit eye contact to the decision makers. 
C) ​avoid answering tough question when the buying group is present. 
D) ​know that not everyone in the buying group is important. 
E) ​take only the opinions of the decision makers into account.

Question 5

_________ are testimonials in story or anecdotal form used as proof providers.​

Accepted Answer

The answer of _________ are testimonials in story or anecdotal...

Question 6

Which of the following does a salesperson need to do in order to produce an interesting and understandable sales dialogue?​

Accepted Answer

A) ​He or she should allow another salesperson to take over the presentation halfway through. 
B) He or she should provide statistics from unknown sources. 
C) ​He or she should ask for a purchase commitment every five minutes. 
D) ​He or she should demonstrate the benefits and features of the product verbally. 
E) ​He or she should use verbal support elements during the presentation. 
A) ​He or she should allow another salesperson to take over the presentation halfway through. 
B) He or she should provide statistics from unknown sources. 
C) ​He or she should ask for a purchase commitment every five minutes. 
D) ​He or she should demonstrate the benefits and features of the product verbally. 
E) ​He or she should use verbal support elements during the presentation.

Question 7

Harper,a salesperson,uses slides and video presentations when selling computers to a buyers group.He finds that this helps involve the buyers in the presentation and is,in turn,more effective in making the buyers understand the product as well as its features and benefits.Which of the following sales aids does Harper use?​

Accepted Answer

A) ​Response checks 
B) Voice characteristics 
C) ​Electronic materials 
D) ​Product demonstrations 
E) ​Proof providers 
A) ​Response checks 
B) Voice characteristics 
C) ​Electronic materials 
D) ​Product demonstrations 
E) ​Proof providers

Question 8

During her sales presentation for her company's latest line of printing equipment,Sue,a salesperson,provides prospective buyers with reports from state licensing bureaus and other authoritative,third-party sources.Which of the following proof providers is Sue using?​

Accepted Answer

A) Testimonials​ 
B) Comparisons 
C) ​Statistics 
D) ​Anecdotes 
E) ​Case histories 
A) Testimonials​ 
B) Comparisons 
C) ​Statistics 
D) ​Anecdotes 
E) ​Case histories

Question 9

A(n)_________ is a brief description of a specific instance used to illustrate features and benefits of a product.

Accepted Answer

The answer of A(n)_________ is a brief description of a...

Question 10

Layla is a salesperson at Mandrin Corp.and is preparing to make a sales call.She should use a check-back after she:​

Accepted Answer

A) ​finishes a feature-benefit sequence. 
B) introduces herself. 
C) ​assesses the prospective buyer's interest. 
D) ​closes the purchase deal with the buyer. 
E) ​finishes the sales presentation. 
A) ​finishes a feature-benefit sequence. 
B) introduces herself. 
C) ​assesses the prospective buyer's interest. 
D) ​closes the purchase deal with the buyer. 
E) ​finishes the sales presentation.

Question 11

Check-backs should be used after handling an objection.

Accepted Answer

A) True 
 B)False

Question 12

When preparing printed materials and visuals,a salesperson should:​

Accepted Answer

A) ​put in as much information as possible. 
B) read the presentation directly from the visuals. 
C) ​make sure each visual presents many ideas. 
D) ​check for typographical and spelling errors. 
E) ​use a variety of layouts in the visuals. 
A) ​put in as much information as possible. 
B) read the presentation directly from the visuals. 
C) ​make sure each visual presents many ideas. 
D) ​check for typographical and spelling errors. 
E) ​use a variety of layouts in the visuals.

Question 13

While selling sales force automation software,James,a salesperson,says that using the software is like having a secretary that will work for free.James is using a(n)_____.​

Accepted Answer

A) ​analogy 
B) anecdote 
C) ​testimonial 
D) ​example 
E) ​comparison 
A) ​analogy 
B) anecdote 
C) ​testimonial 
D) ​example 
E) ​comparison

Question 14

Encouraging buyer feedback and focusing on creating value for the buyer are both keys to effective _________.

Accepted Answer

The answer of Encouraging buyer feedback and focusing on creating...

Question 15

When delivering group presentations,which of the following communication tips should a salesperson keep in mind?​

Accepted Answer

A) ​The salesperson should make sure that all disagreements between group members are resolved outside the meeting. 
B) The salesperson should avoid scrolling through the presentation and reading it to the group. 
C) ​The salesperson should always play a passive role in discussions between members of the buying group. 
D) ​The salesperson should pace about the room during the sales dialogue. 
E) ​The salesperson should stand to the right of the visual aids whenever possible. 
A) ​The salesperson should make sure that all disagreements between group members are resolved outside the meeting. 
B) The salesperson should avoid scrolling through the presentation and reading it to the group. 
C) ​The salesperson should always play a passive role in discussions between members of the buying group. 
D) ​The salesperson should pace about the room during the sales dialogue. 
E) ​The salesperson should stand to the right of the visual aids whenever possible.

Question 16

During a group sales dialogue,salespeople should:​

Accepted Answer

A) ​ensure the decision maker has heard a question and understands it before answering it. 
B) answer questions as concisely as possible to move on with the presentation. 
C) ​answer questions only at the end of the presentation. 
D) ​speak primarily to the person identified as the decision maker. 
E) ​use introductory remarks that recognize the individual interests of those present. 
A) ​ensure the decision maker has heard a question and understands it before answering it. 
B) answer questions as concisely as possible to move on with the presentation. 
C) ​answer questions only at the end of the presentation. 
D) ​speak primarily to the person identified as the decision maker. 
E) ​use introductory remarks that recognize the individual interests of those present.

Question 17

When selling to a buying group,a salesperson should arrive at the location before the group arrives because:​

Accepted Answer

A) ​he or she can speak with the decision makers individually before the presentation begins. 
B) he or she can greet the group as a whole when the members enter the room. 
C) ​he or she can establish a shared space where everyone is in charge of the meeting. 
D) ​he or she can set up and check equipment and become familiar with the surroundings. 
E) ​he or she can make copies of all the visual material for all the members of the group to look through. 
A) ​he or she can speak with the decision makers individually before the presentation begins. 
B) he or she can greet the group as a whole when the members enter the room. 
C) ​he or she can establish a shared space where everyone is in charge of the meeting. 
D) ​he or she can set up and check equipment and become familiar with the surroundings. 
E) ​he or she can make copies of all the visual material for all the members of the group to look through.

Question 18

Hailey,a salesperson,is presenting a sales dialogue to the buyers from Harter Tech,who want to buy a new range of copiers from Hailey's company.Hailey has found that some of the added features of the product are valued by the buyers.In this scenario,Hailey has identified the _____ of the copier.​

Accepted Answer

A) ​potential benefit 
B) confirmed benefit 
C) ​value proposition 
D) ​hidden feature 
E) ​response check 
A) ​potential benefit 
B) confirmed benefit 
C) ​value proposition 
D) ​hidden feature 
E) ​response check

Question 19

Voice characteristics are relatively unimportant to verbal communication.

Accepted Answer

A) True 
 B)False

Question 20

A(n)_________ is a special and useful form of comparison that explains one thing in terms of another.

Accepted Answer

The answer of A(n)_________ is a special and useful form...

Sales aids in the form of slides,videos,or multimedia presentations are referred to as _________.

Product benefits become confirmed benefits only when the buyer indicates they are of interest.

Will,a salesperson at Borca Corp.,is preparing a presentation to a buying group,which contains a lot of information that he will have to use.The best method for Will to present this information is to scroll through the presentation while reading it out loud to the group.

When selling to groups,salespeople should:

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

Which of the following does a salesperson need to do in order to produce an interesting and understandable sales dialogue?

During her sales presentation for her company's latest line of printing equipment,Sue,a salesperson,provides prospective buyers with reports from state licensing bureaus and other authoritative,third-party sources.Which of the following proof providers is Sue using?

A(n)_________ is a brief description of a specific instance used to illustrate features and benefits of a product.

Layla is a salesperson at Mandrin Corp.and is preparing to make a sales call.She should use a check-back after she:

Check-backs should be used after handling an objection.

When preparing printed materials and visuals,a salesperson should:

While selling sales force automation software,James,a salesperson,says that using the software is like having a secretary that will work for free.James is using a(n)_____.

Encouraging buyer feedback and focusing on creating value for the buyer are both keys to effective _________.

When delivering group presentations,which of the following communication tips should a salesperson keep in mind?

During a group sales dialogue,salespeople should:

When selling to a buying group,a salesperson should arrive at the location before the group arrives because:

Hailey,a salesperson,is presenting a sales dialogue to the buyers from Harter Tech,who want to buy a new range of copiers from Hailey's company.Hailey has found that some of the added features of the product are valued by the buyers.In this scenario,Hailey has identified the _____ of the copier.

Voice characteristics are relatively unimportant to verbal communication.

A(n)_________ is a special and useful form of comparison that explains one thing in terms of another.

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 Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 7: Sales Dialogue: Creating and Communication Value

Sales aids in the form of slides,videos,or multimedia presentations are referred to as _________.

Product benefits become confirmed benefits only when the buyer indicates they are of interest.

Will,a salesperson at Borca Corp.,is preparing a presentation to a buying group,which contains a lot of information that he will have to use.The best method for Will to present this information is to scroll through the presentation while reading it out loud to the group.

When selling to groups,salespeople should:​

_________ are testimonials in story or anecdotal form used as proof providers.​

Which of the following does a salesperson need to do in order to produce an interesting and understandable sales dialogue?​

During her sales presentation for her company's latest line of printing equipment,Sue,a salesperson,provides prospective buyers with reports from state licensing bureaus and other authoritative,third-party sources.Which of the following proof providers is Sue using?​

A(n)_________ is a brief description of a specific instance used to illustrate features and benefits of a product.

Layla is a salesperson at Mandrin Corp.and is preparing to make a sales call.She should use a check-back after she:​

Check-backs should be used after handling an objection.

When preparing printed materials and visuals,a salesperson should:​

While selling sales force automation software,James,a salesperson,says that using the software is like having a secretary that will work for free.James is using a(n)_____.​

Encouraging buyer feedback and focusing on creating value for the buyer are both keys to effective _________.

When delivering group presentations,which of the following communication tips should a salesperson keep in mind?​

During a group sales dialogue,salespeople should:​

When selling to a buying group,a salesperson should arrive at the location before the group arrives because:​

Hailey,a salesperson,is presenting a sales dialogue to the buyers from Harter Tech,who want to buy a new range of copiers from Hailey's company.Hailey has found that some of the added features of the product are valued by the buyers.In this scenario,Hailey has identified the _____ of the copier.​

Voice characteristics are relatively unimportant to verbal communication.

A(n)_________ is a special and useful form of comparison that explains one thing in terms of another.

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 Relationships

Adding Value: Self-Leadership and Teamwork

Filters

When selling to groups,salespeople should:

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

Which of the following does a salesperson need to do in order to produce an interesting and understandable sales dialogue?

During her sales presentation for her company's latest line of printing equipment,Sue,a salesperson,provides prospective buyers with reports from state licensing bureaus and other authoritative,third-party sources.Which of the following proof providers is Sue using?

Layla is a salesperson at Mandrin Corp.and is preparing to make a sales call.She should use a check-back after she:

When preparing printed materials and visuals,a salesperson should:

While selling sales force automation software,James,a salesperson,says that using the software is like having a secretary that will work for free.James is using a(n)_____.

When delivering group presentations,which of the following communication tips should a salesperson keep in mind?

During a group sales dialogue,salespeople should:

When selling to a buying group,a salesperson should arrive at the location before the group arrives because:

Hailey,a salesperson,is presenting a sales dialogue to the buyers from Harter Tech,who want to buy a new range of copiers from Hailey's company.Hailey has found that some of the added features of the product are valued by the buyers.In this scenario,Hailey has identified the _____ of the copier.