Exam 7: Sales Dialogue: Creating and Communication Value

Craig,a salesperson,encounters a situation where two individuals from the buying group disagree on a particular benefit of the product he is presenting.Which of the following tactics should Craig employ in this situation?

(Multiple Choice)

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Question 21

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

(Multiple Choice)

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Question 22

For an effective group sales presentation,a salesperson should:

(Multiple Choice)

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Question 23

A characteristic or quality of a product is referred to as a(n)_____.

(Multiple Choice)

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Question 24

Identify a tip for preparing visual materials for sales presentations.

(Multiple Choice)

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Question 25

_________ are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

(Short Answer)

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Question 26

An analogy is a special form of _____.

(Multiple Choice)

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Question 27

Response checks and check-backs are most commonly used:

(Multiple Choice)

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Question 28

While examples may be hypothetical,anecdotes are not.

(True/False)

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Question 29

The process of presenting one's product or service to individual buyers before a major sales dialogue with a group of buyers is known as _________.

(Short Answer)

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Question 30

Which of the following is a tip for preparing visual materials for sales presentations?

(Multiple Choice)

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Question 31

April,a salesperson,is preparing to present her company's new automatic air conditioner to a buying group.She says,"If the temperature of a room gets too cold or too warm,the air conditioner will automatically adjust its settings and bring the temperature back to the desired state." In this scenario,April has used a(n)_____ to support her presentation.

(Multiple Choice)

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Question 32

Sales aids like multimedia presentations,videos,and product demonstrations can increase a buyer's participation and involvement.

(True/False)

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Question 33

Which of the following guidelines should a salesperson follow during a product demonstration?

(Multiple Choice)

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Question 34

Creating value and generating confirmed benefits are major objectives of the SPIN (situation questions,problem questions,implication questions,and need payoff questions)and _________ questioning strategies.

(Short Answer)

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Question 35

Which of the following is true of testimonials?

(Multiple Choice)

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Question 36

Harry is a salesperson at Lenic Technology.When demonstrating the company's new 3D printer to a prospective buyer,Harry should:

(Multiple Choice)

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Question 37

It is to the salesperson's disadvantage if disagreements can be handled during the presentation.

(True/False)

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Question 38

Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a(n)_____.

(Multiple Choice)

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Question 39

A testimonial written in story form is known as a(n)_____.

(Multiple Choice)

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Question 40

Showing 21 - 40 of 52

Craig,a salesperson,encounters a situation where two individuals from the buying group disagree on a particular benefit of the product he is presenting.Which of the following tactics should Craig employ in this situation?

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

For an effective group sales presentation,a salesperson should:

A characteristic or quality of a product is referred to as a(n)_____.

Identify a tip for preparing visual materials for sales presentations.

_________ are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

An analogy is a special form of _____.

Response checks and check-backs are most commonly used:

While examples may be hypothetical,anecdotes are not.

The process of presenting one's product or service to individual buyers before a major sales dialogue with a group of buyers is known as _________.

Which of the following is a tip for preparing visual materials for sales presentations?

Sales aids like multimedia presentations,videos,and product demonstrations can increase a buyer's participation and involvement.

Which of the following guidelines should a salesperson follow during a product demonstration?

Creating value and generating confirmed benefits are major objectives of the SPIN (situation questions,problem questions,implication questions,and need payoff questions)and _________ questioning strategies.

Which of the following is true of testimonials?

Harry is a salesperson at Lenic Technology.When demonstrating the company's new 3D printer to a prospective buyer,Harry should:

It is to the salesperson's disadvantage if disagreements can be handled during the presentation.

Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a(n)_____.

A testimonial written in story form is known as a(n)_____.

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

Craig,a salesperson,encounters a situation where two individuals from the buying group disagree on a particular benefit of the product he is presenting.Which of the following tactics should Craig employ in this situation?​

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

For an effective group sales presentation,a salesperson should:​

A characteristic or quality of a product is referred to as a(n)_____.​

Identify a tip for preparing visual materials for sales presentations.​

_________ are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

An analogy is a special form of _____.​

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

While examples may be hypothetical,anecdotes are not.

The process of presenting one's product or service to individual buyers before a major sales dialogue with a group of buyers is known as _________.

Which of the following is a tip for preparing visual materials for sales presentations?​

Sales aids like multimedia presentations,videos,and product demonstrations can increase a buyer's participation and involvement.

Which of the following guidelines should a salesperson follow during a product demonstration?​

Creating value and generating confirmed benefits are major objectives of the SPIN (situation questions,problem questions,implication questions,and need payoff questions)and _________ questioning strategies.

Which of the following is true of testimonials?​

Harry is a salesperson at Lenic Technology.When demonstrating the company's new 3D printer to a prospective buyer,Harry should:​

It is to the salesperson's disadvantage if disagreements can be handled during the presentation.

Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a(n)_____.​

A testimonial written in story form is known as a(n)_____.​

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

Craig,a salesperson,encounters a situation where two individuals from the buying group disagree on a particular benefit of the product he is presenting.Which of the following tactics should Craig employ in this situation?

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

For an effective group sales presentation,a salesperson should:

A characteristic or quality of a product is referred to as a(n)_____.

Identify a tip for preparing visual materials for sales presentations.

An analogy is a special form of _____.

Response checks and check-backs are most commonly used:

Which of the following is a tip for preparing visual materials for sales presentations?

Which of the following guidelines should a salesperson follow during a product demonstration?

Which of the following is true of testimonials?

Harry is a salesperson at Lenic Technology.When demonstrating the company's new 3D printer to a prospective buyer,Harry should:

Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a(n)_____.

A testimonial written in story form is known as a(n)_____.