Question 1

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

Accepted Answer

A)  anecdote 
B)  testimonial 
C)  benefit 
D)  feature 
E)  sales aid 
A)  anecdote 
B)  testimonial 
C)  benefit 
D)  feature 
E)  sales aid

Question 2

Which of the following is true of testimonials?

Accepted Answer

A)  They are complaints from prospective buyers of a company's products or services. 
B)  They help salespeople in determining the needs of their prospective buyers. 
C)  They are provided in the form of a story to make them interesting and understandable for prospective buyers. 
D)  They are similar to statistics but in the form of statements from satisfied users. 
E)  They help prospective customers in establishing relationship with existing customers. 
A)  They are complaints from prospective buyers of a company's products or services. 
B)  They help salespeople in determining the needs of their prospective buyers. 
C)  They are provided in the form of a story to make them interesting and understandable for prospective buyers. 
D)  They are similar to statistics but in the form of statements from satisfied users. 
E)  They help prospective customers in establishing relationship with existing customers.

Question 3

During a group sales dialogue, salespeople should:

Accepted Answer

A)  ensure that the group's decision maker has heard a question raised by one of the members. 
B)  limit eye contact with the decision makers. 
C)  ask a question to each member at the end of the sales dialogue. 
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 that the group's decision maker has heard a question raised by one of the members. 
B)  limit eye contact with the decision makers. 
C)  ask a question to each member at the end of the sales dialogue. 
D)  speak primarily to the person identified as the decision maker. 
E)  use introductory remarks that recognize the individual interests of those present.

Question 4

In the context of verbal support elements, which of the following is true of examples in a sales dialogue?

Accepted Answer

A)  It increases the buyer's level of interest in a product but fails to increase the buyer's understanding of the product. 
B)  It illustrates the similarities between two points. 
C)  It is either real or hypothetical in nature. 
D)  It explains one product in terms of another. 
E)  It is used to divert attention from a topic of interest. 
A)  It increases the buyer's level of interest in a product but fails to increase the buyer's understanding of the product. 
B)  It illustrates the similarities between two points. 
C)  It is either real or hypothetical in nature. 
D)  It explains one product in terms of another. 
E)  It is used to divert attention from a topic of interest.

Question 5

It is to a salesperson's disadvantage if disagreements are handled during the presentation.

Accepted Answer

A) True 
 B)False

Question 6

An analogy is a special form of _____.

Accepted Answer

A)  anecdote 
B)  comparison 
C)  analysis 
D)  proof provider 
E)  example 
A)  anecdote 
B)  comparison 
C)  analysis 
D)  proof provider 
E)  example

Question 7

Case histories can weaken the credibility of a sales dialogue when they are:

Accepted Answer

A)  unrelated to a salesperson's claims of benefit. 
B)  used to break the monotony of a long presentation. 
C)  used to clarify the issues raised by prospective buyers. 
D)  short and last less than a minute. 
E)  used to itemize a salesperson's claims of value. 
A)  unrelated to a salesperson's claims of benefit. 
B)  used to break the monotony of a long presentation. 
C)  used to clarify the issues raised by prospective buyers. 
D)  short and last less than a minute. 
E)  used to itemize a salesperson's claims of value.

Question 8

Layla, a salesperson at Mandrin Corp., delivers a sales presentation on financial services that her company offers. In order to seek feedback from her prospects, Layla should make use of check-backs 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 9

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 take a note of the seating preferences of the buyers. 
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 take a note of the seating preferences of the buyers.

Question 10

In the context of verbal support elements, which of the following is true of an analogy?

Accepted Answer

A)  It fails to increase a buyer's interest in a product. 
B)  It explains one thing in terms of another. 
C)  It is hypothetical in nature. 
D)  It is presented in the form of a story describing a specific incident. 
E)  It is used to divert attention from a topic of interest. 
A)  It fails to increase a buyer's interest in a product. 
B)  It explains one thing in terms of another. 
C)  It is hypothetical in nature. 
D)  It is presented in the form of a story describing a specific incident. 
E)  It is used to divert attention from a topic of interest.

Question 11

While promoting his company's sales force automation software, James, a salesperson at Bossworks, claims that using the software is like having a secretary that will work for free. In this scenario, James uses a(n) _____ to explain the software.

Accepted Answer

A)  analogy 
B)  anecdote 
C)  testimonial 
D)  example 
E)  proof provider 
A)  analogy 
B)  anecdote 
C)  testimonial 
D)  example 
E)  proof provider

Question 12

Which of the following helps engage and involve buyers throughout a sales interaction?

Accepted Answer

A)  A detailed and lengthy sales presentation 
B)  Incorporation of statistics as proof to claims of benefits 
C)  A graphical representation of a product's sales 
D)  Incorporation of sales aids like printed and electronic materials 
E)  A continuous follow-up about the purchase decision 
A)  A detailed and lengthy sales presentation 
B)  Incorporation of statistics as proof to claims of benefits 
C)  A graphical representation of a product's sales 
D)  Incorporation of sales aids like printed and electronic materials 
E)  A continuous follow-up about the purchase decision

Question 13

Hailey, a salesperson at Copcat, receives an order of 25 office copiers from Harter Tech Financial Services. During a sales dialogue, Hailey identifies that the company is interested in copiers that include automatic document feeder. In this scenario, Hailey identifies a _____ of Harter Tech Financial Services.

Accepted Answer

A)  potential benefit 
B)  confirmed  benefit 
C)  fringe benefit 
D)  hidden  benefit 
E)  response  benefit 
A)  potential benefit 
B)  confirmed  benefit 
C)  fringe benefit 
D)  hidden  benefit 
E)  response  benefit

Question 14

Which of the following strategies will most likely generate a buyer's desire to purchase a product?

Accepted Answer

A)  Employing many check-backs during a sales presentation 
B)  Creating an illusion of product scarcity to the buyer 
C)  Scheduling as many sales meetings as possible 
D)  Listing all the benefits of the product 
E)  Emphasizing confirmed benefits of the buyer 
A)  Employing many check-backs during a sales presentation 
B)  Creating an illusion of product scarcity to the buyer 
C)  Scheduling as many sales meetings as possible 
D)  Listing all the benefits of the product 
E)  Emphasizing confirmed benefits of the buyer

Question 15

Sales aids such as photographs and illustrations are easy to produce and relatively inexpensive.

Accepted Answer

A) True 
 B)False

Question 16

Will, a salesperson at Borca Corp., prepares a presentation for a buying group. The presentation contains a lot of information that is essential to the buyer group. The best method for Will to gain attention from the group is to scroll through the presentation while reading it out loud to the group.

Accepted Answer

A) True 
 B)False

Question 17

Identify a true statement about the different types of proof providers.

Accepted Answer

A)  Proof providers in the form of case histories should not be less than five minutes. 
B)  Statistics from internal sources are more credible than third-party sources. 
C)  Testimonials should be provided from organizations or individuals that are recognized by prospects. 
D)  Case histories fail to break the monotony of a sales presentation. 
E)  Statistics are customized according to buyer preferences. 
A)  Proof providers in the form of case histories should not be less than five minutes. 
B)  Statistics from internal sources are more credible than third-party sources. 
C)  Testimonials should be provided from organizations or individuals that are recognized by prospects. 
D)  Case histories fail to break the monotony of a sales presentation. 
E)  Statistics are customized according to buyer preferences.

Question 18

When delivering a presentation, standing to the left of the visual aid:

Accepted Answer

A)  diverts the attention of the audience to the speaker. 
B)  makes it easier to direct attention to the visual aid. 
C)  makes it easier for the audience to view the presentation. 
D)  facilitates easier understanding of the sales message. 
E)  makes it easier to observe the audience's nonverbal cues. 
A)  diverts the attention of the audience to the speaker. 
B)  makes it easier to direct attention to the visual aid. 
C)  makes it easier for the audience to view the presentation. 
D)  facilitates easier understanding of the sales message. 
E)  makes it easier to observe the audience's nonverbal cues.

Question 19

Which of the following guidelines should be incorporated while preparing visual materials for sales presentations?

Accepted Answer

A)  Never leave any white space. 
B)  Never use the same format throughout the presentation. 
C)  Never use less than 14 lines per visual. 
D)  Never read the presentation directly from the visual. 
E)  Never use colors for functional purposes. 
A)  Never leave any white space. 
B)  Never use the same format throughout the presentation. 
C)  Never use less than 14 lines per visual. 
D)  Never read the presentation directly from the visual. 
E)  Never use colors for functional purposes.

Question 20

A(n) _____ explains one thing in terms of another.

Accepted Answer

A)  anecdote 
B)  example 
C)  sales aid 
D)  analogy 
E)  case history 
A)  anecdote 
B)  example 
C)  sales aid 
D)  analogy 
E)  case history

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

Which of the following is true of testimonials?

During a group sales dialogue, salespeople should:

In the context of verbal support elements, which of the following is true of examples in a sales dialogue?

It is to a salesperson's disadvantage if disagreements are handled during the presentation.

An analogy is a special form of _____.

Case histories can weaken the credibility of a sales dialogue when they are:

Layla, a salesperson at Mandrin Corp., delivers a sales presentation on financial services that her company offers. In order to seek feedback from her prospects, Layla should make use of check-backs after she:

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

In the context of verbal support elements, which of the following is true of an analogy?

While promoting his company's sales force automation software, James, a salesperson at Bossworks, claims that using the software is like having a secretary that will work for free. In this scenario, James uses a(n) _____ to explain the software.

Which of the following helps engage and involve buyers throughout a sales interaction?

Which of the following strategies will most likely generate a buyer's desire to purchase a product?

Sales aids such as photographs and illustrations are easy to produce and relatively inexpensive.

Will, a salesperson at Borca Corp., prepares a presentation for a buying group. The presentation contains a lot of information that is essential to the buyer group. The best method for Will to gain attention from the group is to scroll through the presentation while reading it out loud to the group.

Identify a true statement about the different types of proof providers.

When delivering a presentation, standing to the left of the visual aid:

Which of the following guidelines should be incorporated while preparing visual materials for sales presentations?

A(n) _____ explains one thing in terms of another.

Overview of Personal Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialog

Planning Sales Dialog and Presentations

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 7: Sales Dialog: Creating and Communicating Value

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

Which of the following is true of testimonials?

During a group sales dialogue, salespeople should:

In the context of verbal support elements, which of the following is true of examples in a sales dialogue?

It is to a salesperson's disadvantage if disagreements are handled during the presentation.

An analogy is a special form of _____.

Case histories can weaken the credibility of a sales dialogue when they are:

Layla, a salesperson at Mandrin Corp., delivers a sales presentation on financial services that her company offers. In order to seek feedback from her prospects, Layla should make use of check-backs after she:

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

In the context of verbal support elements, which of the following is true of an analogy?

While promoting his company's sales force automation software, James, a salesperson at Bossworks, claims that using the software is like having a secretary that will work for free. In this scenario, James uses a(n) _____ to explain the software.

Which of the following helps engage and involve buyers throughout a sales interaction?

Which of the following strategies will most likely generate a buyer's desire to purchase a product?

Sales aids such as photographs and illustrations are easy to produce and relatively inexpensive.

Identify a true statement about the different types of proof providers.

When delivering a presentation, standing to the left of the visual aid:

Which of the following guidelines should be incorporated while preparing visual materials for sales presentations?

A(n) _____ explains one thing in terms of another.

Overview of Personal Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialog

Planning Sales Dialog and Presentations

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters