Exam 7: Sales Dialog: Creating and Communicating Value

A prospective buyer requests Harry, a salesperson at Lenic Technology, to demonstrate his company's new 3D printer. Prior to the product demonstration, Harry should:

When presenting to a group of buyers, which of the following tactics should be avoided by salespeople?

In the context of sales aids, printed materials such as brochures and catalogs are examples of _____.

Customizing and enriching presentations by using electronic multimedia is expensive and time taking.

Which of the following is true of eye contact when selling to a buying group?

When selling to groups, it is essential to make all members of the group feel that their opinions are valuable.

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

When selling to groups, salespeople should:

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

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

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

Which of the following tips for preparing visual materials should salespeople implement?

_____ include sales aids in the form of printed materials, photographs and illustrations, and charts and graphs.

An anecdote is a type of _____.

Which of the following is true of photographs as sales aids?

Which of the following is an example of sales aids?

The use of electronic materials, such as multimedia presentations, should be avoided during presentations because they tend to be very distracting.

Tony, a sales manager at OmniEye, presents his company's new range of advanced surveillance cameras to a group of prospective buyers. Tony claims that the company's new version of cameras have a zoom capacity 10 times greater than its previous version. In the context of verbal support elements, Tony uses a(n) _____ to enhance his presentation.

Which of the following is true of varying voice characteristics in a speech?

During a sales presentation, the most effective eye contact strategy for a salesperson is to: