Question 1

Salespeople consistently having trouble with properly presenting sales aids could probably benefit from ____.

Accepted Answer

A)  The SPES Sequence 
B)  The SELL Sequence 
C)  ADAPT 
D)  SPIN 
E)  None of the above. 
A)  The SPES Sequence 
B)  The SELL Sequence 
C)  ADAPT 
D)  SPIN 
E)  None of the above.

Question 2

A physical characteristic or quality of a product is referred to as a ____.

Accepted Answer

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

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

Steve, a salesperson for XYZ Computer Co. has just finished uncovering and confirming that his prospective customer needs 50 new computers that offer high quality graphics. During his presentation, Steve should:

Accepted Answer

A)  secure the buyer's agreement that his computers have the lowest price on the market. 
B)  secure the buyer's agreement that his computers offer high quality graphics. 
C)  try to convince the buyer that having high quality graphics isn't all that important. 
D)  talk about the graphic capabilities of his computers and then offer a quantity discount. 
E)  Both a and c 
A)  secure the buyer's agreement that his computers have the lowest price on the market. 
B)  secure the buyer's agreement that his computers offer high quality graphics. 
C)  try to convince the buyer that having high quality graphics isn't all that important. 
D)  talk about the graphic capabilities of his computers and then offer a quantity discount. 
E)  Both a and c

Question 5

The benefits the buyer indicates are important and represent value are called __________________.

Accepted Answer

The answer of The benefits the buyer indicates are important...

Question 6

Which of the following is not a reason for using sales aids?

Accepted Answer

A)  Capture prospective buyer's attention. 
B)  Increase the buyer's participation and involvement. 
C)  Add clarity and enhance the prospect's understanding. 
D)  Generate interest in the recommended solution. 
E)  All of the above are correct. 
A)  Capture prospective buyer's attention. 
B)  Increase the buyer's participation and involvement. 
C)  Add clarity and enhance the prospect's understanding. 
D)  Generate interest in the recommended solution. 
E)  All of the above are correct.

Question 7

When preparing to conduct a product demonstration, a salesperson should remember ____.

Accepted Answer

A)  To assure the appearance of the product is neat and clean 
B)  To check for problem-free operation 
C)  To anticipate problems and have back-up or replacement parts on hand 
D)  None of the above are correct 
E)  A, b, and c are correct 
A)  To assure the appearance of the product is neat and clean 
B)  To check for problem-free operation 
C)  To anticipate problems and have back-up or replacement parts on hand 
D)  None of the above are correct 
E)  A, b, and c are correct

Question 8

When preparing printed materials and visuals, a salesperson should remember ____.

Accepted Answer

A)  Printed materials and visuals should be kept simple 
B)  To never read the presentation directly from the visual 
C)  To make sure each visual presents only one idea 
D)  to check for typographical and spelling errors 
E)  All of the above 
A)  Printed materials and visuals should be kept simple 
B)  To never read the presentation directly from the visual 
C)  To make sure each visual presents only one idea 
D)  to check for typographical and spelling errors 
E)  All of the above

Question 9

One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).

Accepted Answer

A) True 
 B)False

Question 10

A salesperson will use a "check-back" or "response-check" to gauge the buyer's interest level.

Accepted Answer

A) True 
 B)False

Question 11

When preparing printed materials and visuals, a salesperson should remember ____.

Accepted Answer

A)  Printed materials and visuals should be relatively complex 
B)  To read the presentation directly from the visual 
C)  To make sure each visual presents only one idea 
D)  To avoid bullet points 
E)  Use a lot of color, especially to decorate the visual aid 
A)  Printed materials and visuals should be relatively complex 
B)  To read the presentation directly from the visual 
C)  To make sure each visual presents only one idea 
D)  To avoid bullet points 
E)  Use a lot of color, especially to decorate the visual aid

Question 12

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

Accepted Answer

A)  Satisfied customer statement 
B)  Case history 
C)  Word of mouth opportunity 
D)  All of the above 
E)  None of the above 
A)  Satisfied customer statement 
B)  Case history 
C)  Word of mouth opportunity 
D)  All of the above 
E)  None of the above

Question 13

Sandy is a salesperson for XYZ Computer Co. As she moves into the presentation portion of the sales process, Sandy should do all of the following except:

Accepted Answer

A)  convey to the buyer how her product will meet the buyer's confirmed needs 
B)  explain how the product's features translate into meaningful benefits 
C)  convince the buyer that Sandy's product is the lowest price product on the market 
D)  provide rationale for why the prospect should buy from Sandy as opposed to one of Sandy's competitors 
E)  Sandy should do all of the above 
A)  convey to the buyer how her product will meet the buyer's confirmed needs 
B)  explain how the product's features translate into meaningful benefits 
C)  convince the buyer that Sandy's product is the lowest price product on the market 
D)  provide rationale for why the prospect should buy from Sandy as opposed to one of Sandy's competitors 
E)  Sandy should do all of the above

Question 14

Salespeople should present as many benefits as they can when making a presentation.

Accepted Answer

A) True 
 B)False

Question 15

______________occurs when salespeople present their product or service to individual buyers before a major sales dialogue with a group of buyers.

Accepted Answer

The answer of ______________occurs when salespeople present their product or...

Question 16

An example provided in the form of a story describing a specific incident or occurrence is referred to as a(n):

Accepted Answer

A)  Analogy 
B)  Anecdote 
C)  Story board 
D)  Verbal episode example (VE
E)  
E)  None of the above 
A)  Analogy 
B)  Anecdote 
C)  Story board 
D)  Verbal episode example (VE
E)  
E)  None of the above

Question 17

A comparison is a statement that points out and illustrates the similarities between two points.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is not an example of a response-check?

Accepted Answer

A)  How does that sound to you? 
B)  Does this make sense to you so far? 
C)  Do you like this color? 
D)  Does that answer your concern 
E)  All of the above are response-checks 
A)  How does that sound to you? 
B)  Does this make sense to you so far? 
C)  Do you like this color? 
D)  Does that answer your concern 
E)  All of the above are response-checks

Question 19

The second "S" in the SPES Sequence stands for ____.

Accepted Answer

A)  Solve the buyer's problems 
B)  Seek confirmation of benefits 
C)  Summarize 
D)  Sort the needs in order of priority 
E)  None of the above 
A)  Solve the buyer's problems 
B)  Seek confirmation of benefits 
C)  Summarize 
D)  Sort the needs in order of priority 
E)  None of the above

Question 20

When selling to groups, a salesperson should only make eye contact with the buyer or decision maker.

Accepted Answer

A) True 
 B)False

Salespeople consistently having trouble with properly presenting sales aids could probably benefit from ____.

A physical characteristic or quality of a product is referred to as a ____.

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

Steve, a salesperson for XYZ Computer Co. has just finished uncovering and confirming that his prospective customer needs 50 new computers that offer high quality graphics. During his presentation, Steve should:

The benefits the buyer indicates are important and represent value are called __________________.

Which of the following is not a reason for using sales aids?

When preparing to conduct a product demonstration, a salesperson should remember ____.

When preparing printed materials and visuals, a salesperson should remember ____.

One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).

A salesperson will use a "check-back" or "response-check" to gauge the buyer's interest level.

When preparing printed materials and visuals, a salesperson should remember ____.

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

Sandy is a salesperson for XYZ Computer Co. As she moves into the presentation portion of the sales process, Sandy should do all of the following except:

Salespeople should present as many benefits as they can when making a presentation.

______________occurs when salespeople present their product or service to individual buyers before a major sales dialogue with a group of buyers.

An example provided in the form of a story describing a specific incident or occurrence is referred to as a(n):

A comparison is a statement that points out and illustrates the similarities between two points.

Which of the following is not an example of a response-check?

The second "S" in the SPES Sequence stands for ____.

When selling to groups, a salesperson should only make eye contact with the buyer or decision maker.

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

Salespeople consistently having trouble with properly presenting sales aids could probably benefit from ____.

A physical characteristic or quality of a product is referred to as a ____.

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

Steve, a salesperson for XYZ Computer Co. has just finished uncovering and confirming that his prospective customer needs 50 new computers that offer high quality graphics. During his presentation, Steve should:

The benefits the buyer indicates are important and represent value are called __________________.

Which of the following is not a reason for using sales aids?

When preparing to conduct a product demonstration, a salesperson should remember ____.

When preparing printed materials and visuals, a salesperson should remember ____.

One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).

A salesperson will use a "check-back" or "response-check" to gauge the buyer's interest level.

When preparing printed materials and visuals, a salesperson should remember ____.

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

Sandy is a salesperson for XYZ Computer Co. As she moves into the presentation portion of the sales process, Sandy should do all of the following except:

Salespeople should present as many benefits as they can when making a presentation.

______________occurs when salespeople present their product or service to individual buyers before a major sales dialogue with a group of buyers.

An example provided in the form of a story describing a specific incident or occurrence is referred to as a(n):

A comparison is a statement that points out and illustrates the similarities between two points.

Which of the following is not an example of a response-check?

The second "S" in the SPES Sequence stands for ____.

When selling to groups, a salesperson should only make eye contact with the buyer or decision maker.

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