Question 1

A buyer indicated that a particular benefit is valuable and important is called a/an ____________.

Accepted Answer

A)  Feature 
B)  Potential Benefit 
C)  Confirmed Benefit 
D)  Value Proposition 
E)  None of the above. 
A)  Feature 
B)  Potential Benefit 
C)  Confirmed Benefit 
D)  Value Proposition 
E)  None of the above.

Question 2

An anecdote is a specific type of a/an __________________

Accepted Answer

The answer of An anecdote is a specific type of...

Question 3

When handling questions from a buying group, salespeople should remember ____.

Accepted Answer

A)  To ensure everyone has heard and understands the question before answering it 
B)  To not try and bluff the group by trying to answer a question to which they do not know the answer 
C)  To answer questions as directly as possible 
D)  Speak primarily to the person identified as the decision maker 
E)  a, b, and c are correct 
A)  To ensure everyone has heard and understands the question before answering it 
B)  To not try and bluff the group by trying to answer a question to which they do not know the answer 
C)  To answer questions as directly as possible 
D)  Speak primarily to the person identified as the decision maker 
E)  a, b, and c are correct

Question 4

"Do you like this color?" is an example of a response-check.

Accepted Answer

A) True 
 B)False

Question 5

A major disadvantage of using computer-based presentations (e.g., using PowerPoint) is that they cannot be easily customized.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A)  After presenting a selling point 
B)  After handling an objection 
C)  To uncover needs 
D)  When setting appointments 
E)  A and B are most common. 
A)  After presenting a selling point 
B)  After handling an objection 
C)  To uncover needs 
D)  When setting appointments 
E)  A and B are most common.

Question 7

Which of the following is not one of the keys to effective sales dialogue?

Accepted Answer

A)  Make sure to cover each of the product's features. 
B)  Encourage buyer feedback. 
C)  Plan and practice sales dialogue. 
D)  Focus on creating value for the buyer. 
E)  None of the above. 
A)  Make sure to cover each of the product's features. 
B)  Encourage buyer feedback. 
C)  Plan and practice sales dialogue. 
D)  Focus on creating value for the buyer. 
E)  None of the above.

Question 8

A salesperson's voice characteristics will impact his or her sales presentation effectiveness.

Accepted Answer

A) True 
 B)False

Question 9

It is important for a salesperson to determine the needs before making a sales presentation.

Accepted Answer

A) True 
 B)False

Question 10

Potential benefits become confirmed benefits only when the buyer acknowledges their value.

Accepted Answer

A) True 
 B)False

Question 11

Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.

Accepted Answer

The answer of Printed materials, Electronic Materials, and product demonstrations...

Question 12

Which of the following is not a reference to a type of question that seeks feedback from a buyer?

Accepted Answer

A)  Check-back 
B)  Trial close 
C)  Response-check 
D)  Cumulative 
E)  None of the above 
A)  Check-back 
B)  Trial close 
C)  Response-check 
D)  Cumulative 
E)  None of the above

Question 13

While examples may be hypothetical, anecdotes are not.

Accepted Answer

A) True 
 B)False

Question 14

According to the SPES Sequence, the final step in presenting sales aid is to _________ .

Accepted Answer

The answer of According to the SPES Sequence, the final...

Question 15

Salespeople use testimonials to add credibility to their sales presentation.

Accepted Answer

A) True 
 B)False

Question 16

Visual materials should be kept complex in order to capture the buyer's attention.

Accepted Answer

A) True 
 B)False

Question 17

Features represent the value a product produces.

Accepted Answer

A) True 
 B)False

Question 18

A ____ is identified once the buyer acknowledges the importance of benefit.

Accepted Answer

A)  potential benefit 
B)  confirmed benefit 
C)  value proposition 
D)  Feature 
E)  None of the above 
A)  potential benefit 
B)  confirmed benefit 
C)  value proposition 
D)  Feature 
E)  None of the above

Question 19

________________ (also known as response checks) are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

Accepted Answer

The answer of ________________ (also known as response checks) are...

Question 20

"Isn't that great?" is an example of a response-check?

Accepted Answer

A) True 
 B)False

A buyer indicated that a particular benefit is valuable and important is called a/an ____________.

An anecdote is a specific type of a/an __________________

When handling questions from a buying group, salespeople should remember ____.

"Do you like this color?" is an example of a response-check.

A major disadvantage of using computer-based presentations (e.g., using PowerPoint) is that they cannot be easily customized.

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

Which of the following is not one of the keys to effective sales dialogue?

A salesperson's voice characteristics will impact his or her sales presentation effectiveness.

It is important for a salesperson to determine the needs before making a sales presentation.

Potential benefits become confirmed benefits only when the buyer acknowledges their value.

Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.

Which of the following is not a reference to a type of question that seeks feedback from a buyer?

While examples may be hypothetical, anecdotes are not.

According to the SPES Sequence, the final step in presenting sales aid is to _________ .

Salespeople use testimonials to add credibility to their sales presentation.

Visual materials should be kept complex in order to capture the buyer's attention.

Features represent the value a product produces.

A ____ is identified once the buyer acknowledges the importance of benefit.

________________ (also known as response checks) are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

"Isn't that great?" is an example of a response-check?

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 Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 7: Sales Dialogue: Creating and Communicating Value

A buyer indicated that a particular benefit is valuable and important is called a/an ____________.

An anecdote is a specific type of a/an __________________

When handling questions from a buying group, salespeople should remember ____.

"Do you like this color?" is an example of a response-check.

A major disadvantage of using computer-based presentations (e.g., using PowerPoint) is that they cannot be easily customized.

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

Which of the following is not one of the keys to effective sales dialogue?

A salesperson's voice characteristics will impact his or her sales presentation effectiveness.

It is important for a salesperson to determine the needs before making a sales presentation.

Potential benefits become confirmed benefits only when the buyer acknowledges their value.

Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.

Which of the following is not a reference to a type of question that seeks feedback from a buyer?

While examples may be hypothetical, anecdotes are not.

According to the SPES Sequence, the final step in presenting sales aid is to _________ .

Salespeople use testimonials to add credibility to their sales presentation.

Visual materials should be kept complex in order to capture the buyer's attention.

Features represent the value a product produces.

A ____ is identified once the buyer acknowledges the importance of benefit.

________________ (also known as response checks) are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

"Isn't that great?" is an example of a response-check?

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 Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

Filters