Question 1

Which of the following is true of sales aids?

Accepted Answer

A)  They are equally effective for all products, selling situations, and buyers. 
B)  They are most effective when developed for specific prospects and selling situations. 
C)  They are used to identify buyers' needs and solutions. 
D)  They are used to accelerate a sales presentation. 
E)  They are aimed at a group of buyers rather than individual buyers. 
A)  They are equally effective for all products, selling situations, and buyers. 
B)  They are most effective when developed for specific prospects and selling situations. 
C)  They are used to identify buyers' needs and solutions. 
D)  They are used to accelerate a sales presentation. 
E)  They are aimed at a group of buyers rather than individual buyers.

Question 2

April, a sales manager at Temp-O Coolers, is presenting her company's new automatic air conditioner to a group of buyers. She says, "If the temperature of a room is too cold or too warm, the air conditioner, upon switching on, 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.

Accepted Answer

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

Question 3

Analogies are useful for explaining something complex by allowing the buyer to better visualize it in terms of something familiar that is easier to understand.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is true of statistics as proof providers?

Accepted Answer

A)  They carry the lowest credibility when delivered from third-party sources. 
B)  They are used in the form of statements from satisfied users. 
C)  They are most effective when presented in a printed form rather than when stated orally. 
D)  They are presented in the form of anecdotes. 
E)  They help prospective customers in establishing relationships with existing customers. 
A)  They carry the lowest credibility when delivered from third-party sources. 
B)  They are used in the form of statements from satisfied users. 
C)  They are most effective when presented in a printed form rather than when stated orally. 
D)  They are presented in the form of anecdotes. 
E)  They help prospective customers in establishing relationships with existing customers.

Question 5

Response checks and check-backs are most commonly used:

Accepted Answer

A)  after the completion of a sales presentation. 
B)  after the response to an objection. 
C)  as a way to uncover the efficiency of salespeople. 
D)  when setting appointments. 
E)  to uncover objections. 
A)  after the completion of a sales presentation. 
B)  after the response to an objection. 
C)  as a way to uncover the efficiency of salespeople. 
D)  when setting appointments. 
E)  to uncover objections.

Question 6

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?

Accepted Answer

A)  He should be diplomatic and attempt to resolve the disagreement during the presentation. 
B)  He should help resolve the issue at the end of the presentation. 
C)  He should disregard the issue and continue with his presentation. 
D)  He should always play an active role in any disagreement that arises. 
E)  He should acknowledge the fact that each individual is entitled to their opinions and agree with the individuals. 
A)  He should be diplomatic and attempt to resolve the disagreement during the presentation. 
B)  He should help resolve the issue at the end of the presentation. 
C)  He should disregard the issue and continue with his presentation. 
D)  He should always play an active role in any disagreement that arises. 
E)  He should acknowledge the fact that each individual is entitled to their opinions and agree with the individuals.

Question 7

The key to effective sales dialogue is to limit the involvement of the buyer.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A)  product demonstrations 
B)  visual materials 
C)  electronic materials 
D)  scale models 
E)  graphical representations 
A)  product demonstrations 
B)  visual materials 
C)  electronic materials 
D)  scale models 
E)  graphical representations

Question 9

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 _____.

Accepted Answer

A)  direct selling 
B)  individual selling 
C)  preselling 
D)  sales presentation 
E)  advertising 
A)  direct selling 
B)  individual selling 
C)  preselling 
D)  sales presentation 
E)  advertising

Question 10

Which of the following signals territorial command by a salesperson?

Accepted Answer

A)  Maintaining constant eye contact with an individual buyer 
B)  Arriving at a location before a buyer group arrives 
C)  Delaying a sales presentation 
D)  Communicating according to buyer's language preferences 
E)  Incorporating the use of sales aids in presentations 
A)  Maintaining constant eye contact with an individual buyer 
B)  Arriving at a location before a buyer group arrives 
C)  Delaying a sales presentation 
D)  Communicating according to buyer's language preferences 
E)  Incorporating the use of sales aids in presentations

Question 11

Which of the following is an example of a proof provider in an anecdotal form?

Accepted Answer

A)  Sales aids 
B)  Case histories 
C)  Videos 
D)  Illustrations 
E)  Visual materials 
A)  Sales aids 
B)  Case histories 
C)  Videos 
D)  Illustrations 
E)  Visual materials

Question 12

When dealing with prospective buyers, Marcus, a salesperson, consistently has trouble using presentation tools and sales aids effectively. Marcus could probably benefit from using the _____ Sequence.

Accepted Answer

A)  SPES 
B)  IPSS 
C)  SIPS 
D)  IPES 
E)  SSES 
A)  SPES 
B)  IPSS 
C)  SIPS 
D)  IPES 
E)  SSES

Question 13

Which of the following is most likely to impair a salesperson's potential for making a sale?

Accepted Answer

A)  Continuous eye contact with the buyer 
B)  Lack of passion in voice 
C)  Use of examples and analogies in sales dialogue 
D)  Lack of electronic media in sales aids 
E)  Lack of ability to assess buyers' nonverbal cues 
A)  Continuous eye contact with the buyer 
B)  Lack of passion in voice 
C)  Use of examples and analogies in sales dialogue 
D)  Lack of electronic media in sales aids 
E)  Lack of ability to assess buyers' nonverbal cues

Question 14

Salespeople must be _____ when handling disagreements between members of a buying group.

Accepted Answer

A)  dominant 
B)  submissive 
C)  diplomatic 
D)  aggressive 
E)  interrogative 
A)  dominant 
B)  submissive 
C)  diplomatic 
D)  aggressive 
E)  interrogative

Question 15

Which of the following is true of check-backs?

Accepted Answer

A)  They limit buyer interaction. 
B)  They maintain a one-way form of communication in a sales dialogue. 
C)  They evaluate the level of a buyer's understanding. 
D)  They facilitate the process of identifying buyer needs prior to the sales process. 
E)  They facilitate the process of identifying product benefits and values. 
A)  They limit buyer interaction. 
B)  They maintain a one-way form of communication in a sales dialogue. 
C)  They evaluate the level of a buyer's understanding. 
D)  They facilitate the process of identifying buyer needs prior to the sales process. 
E)  They facilitate the process of identifying product benefits and values.

Question 16

During a sales presentation, Jeff, a salesperson at ChemHands, presents a sequence of benefits of using ChemHands sanitizers. To assess the prospective buyer's level of interest in the company's sanitizers, Jeff should use _____.

Accepted Answer

A)  anecdotes 
B)  check-backs 
C)  examples 
D)  analogies 
E)  sales aids 
A)  anecdotes 
B)  check-backs 
C)  examples 
D)  analogies 
E)  sales aids

Question 17

An effective sales presentation takes place prior to uncovering a buyer's needs.

Accepted Answer

A) True 
 B)False

Question 18

Check-backs should be used after handling an objection.

Accepted Answer

A) True 
 B)False

Question 19

_____ are facts that lend believability to claims of value and benefit.

Accepted Answer

A)  Statistics 
B)  Testimonials 
C)  Examples 
D)  Analogies 
E)  Anecdotes 
A)  Statistics 
B)  Testimonials 
C)  Examples 
D)  Analogies 
E)  Anecdotes

Question 20

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

Accepted Answer

A)  example 
B)  comparison 
C)  analogy 
D)  sales aid 
E)  presentation 
A)  example 
B)  comparison 
C)  analogy 
D)  sales aid 
E)  presentation

Which of the following is true of sales aids?

Analogies are useful for explaining something complex by allowing the buyer to better visualize it in terms of something familiar that is easier to understand.

Which of the following is true of statistics as proof providers?

Response checks and check-backs are most commonly used:

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?

The key to effective sales dialogue is to limit the involvement of the buyer.

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

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 signals territorial command by a salesperson?

Which of the following is an example of a proof provider in an anecdotal form?

When dealing with prospective buyers, Marcus, a salesperson, consistently has trouble using presentation tools and sales aids effectively. Marcus could probably benefit from using the _____ Sequence.

Which of the following is most likely to impair a salesperson's potential for making a sale?

Salespeople must be _____ when handling disagreements between members of a buying group.

Which of the following is true of check-backs?

During a sales presentation, Jeff, a salesperson at ChemHands, presents a sequence of benefits of using ChemHands sanitizers. To assess the prospective buyer's level of interest in the company's sanitizers, Jeff should use _____.

An effective sales presentation takes place prior to uncovering a buyer's needs.

Check-backs should be used after handling an objection.

_____ are facts that lend believability to claims of value and benefit.

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

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

Which of the following is true of sales aids?

Analogies are useful for explaining something complex by allowing the buyer to better visualize it in terms of something familiar that is easier to understand.

Which of the following is true of statistics as proof providers?

Response checks and check-backs are most commonly used:

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?

The key to effective sales dialogue is to limit the involvement of the buyer.

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

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 signals territorial command by a salesperson?

Which of the following is an example of a proof provider in an anecdotal form?

When dealing with prospective buyers, Marcus, a salesperson, consistently has trouble using presentation tools and sales aids effectively. Marcus could probably benefit from using the _____ Sequence.

Which of the following is most likely to impair a salesperson's potential for making a sale?

Salespeople must be _____ when handling disagreements between members of a buying group.

Which of the following is true of check-backs?

During a sales presentation, Jeff, a salesperson at ChemHands, presents a sequence of benefits of using ChemHands sanitizers. To assess the prospective buyer's level of interest in the company's sanitizers, Jeff should use _____.

An effective sales presentation takes place prior to uncovering a buyer's needs.

Check-backs should be used after handling an objection.

_____ are facts that lend believability to claims of value and benefit.

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

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