Question 1

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

Accepted Answer

Summarize

Question 2

Good salespeople rarely need sales presentation aids.

Accepted Answer

A) True 
 B)False  False

Question 3

When attempting to link solutions to needs, the salesperson should do all of the following except?

Accepted Answer

A)  Convey to the buyer how his/her product will meet the identified buyer's needs. 
B)  Explain how the product's features will produce the confirmed benefits. 
C)  Describe all of the products features and benefits. 
D)  Ensure the buyer understands the link between the relevant features and the confirmed benefits. 
E)  He/she should do all of the above 
A)  Convey to the buyer how his/her product will meet the identified buyer's needs. 
B)  Explain how the product's features will produce the confirmed benefits. 
C)  Describe all of the products features and benefits. 
D)  Ensure the buyer understands the link between the relevant features and the confirmed benefits. 
E)  He/she should do all of the above C

Question 4

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 5

The value that comes from a product's particular feature 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 6

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

Accepted Answer

The answer of "Having an onboard map and tracking system...

Question 7

An analogy is a special form of ____.

Accepted Answer

A)  Anecdote 
B)  Comparison 
C)  Analysis 
D)  Proof provider 
E)  None of the above 
A)  Anecdote 
B)  Comparison 
C)  Analysis 
D)  Proof provider 
E)  None of the above

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

During the sales dialogue, the salesperson should:

Accepted Answer

A)  Present all of his or her product's features and benefits. 
B)  Present all the benefits his or her product can produce. 
C)  Present the benefits that address the buyer's key issues and needs. 
D)  Avoid asking the buyer any questions. 
E)  All of the above 
A)  Present all of his or her product's features and benefits. 
B)  Present all the benefits his or her product can produce. 
C)  Present the benefits that address the buyer's key issues and needs. 
D)  Avoid asking the buyer any questions. 
E)  All of the above

Question 10

A salesperson attempting to get satisfied customers to go "on the record" about their experiences, is trying to obtain ____.

Accepted Answer

A)  Statistics 
B)  Confirmed benefits 
C)  Testimonials 
D)  Analogies 
E)  None of the above 
A)  Statistics 
B)  Confirmed benefits 
C)  Testimonials 
D)  Analogies 
E)  None of the above

Question 11

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

Accepted Answer

Voice Char

Question 12

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 13

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

Accepted Answer

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

Question 14

An anecdote is a type of comparison.

Accepted Answer

A) True 
 B)False

Question 15

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

Accepted Answer

A)  An import consideration 
B)  Not a feature the salesperson should address first 
C)  A cause for concern by the salesperson 
D)  A major buying motive 
E)  All of the above 
A)  An import consideration 
B)  Not a feature the salesperson should address first 
C)  A cause for concern by the salesperson 
D)  A major buying motive 
E)  All of the above

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

Accepted Answer

The answer of Creating value and generating confirmed benefits are...

Question 18

Salespeople use testimonials when uncovering the needs of the buyer.

Accepted Answer

A) True 
 B)False

Question 19

The value that comes from consuming a product is referred to as a(n) ____.

Accepted Answer

A)  Added Value Resource (AVR) 
B)  Confirmed benefit 
C)  Value proposition 
D)  Feature 
E)  None of the above 
A)  Added Value Resource (AVR) 
B)  Confirmed benefit 
C)  Value proposition 
D)  Feature 
E)  None of the above

Question 20

When demonstrating a product, the salesperson should

Accepted Answer

A)  Make sure the product being demonstrated is typical of what is being recommended. 
B)  Demonstrate the top of the line model. 
C)  Try to keep the customer from getting too involved in the demonstration. 
D)  Be concerned about his/her ability to demonstrate the product effectively. 
E)  All of the above are correct. 
A)  Make sure the product being demonstrated is typical of what is being recommended. 
B)  Demonstrate the top of the line model. 
C)  Try to keep the customer from getting too involved in the demonstration. 
D)  Be concerned about his/her ability to demonstrate the product effectively. 
E)  All of the above are correct.

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

Good salespeople rarely need sales presentation aids.

When attempting to link solutions to needs, the salesperson should do all of the following except?

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

The value that comes from a product's particular feature is referred to as a ____.

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

An analogy is a special form of ____.

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

During the sales dialogue, the salesperson should:

A salesperson attempting to get satisfied customers to go "on the record" about their experiences, is trying to obtain ____.

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

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

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

An anecdote is a type of comparison.

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

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

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

Salespeople use testimonials when uncovering the needs of the buyer.

The value that comes from consuming a product is referred to as a(n) ____.

When demonstrating a product, the salesperson should

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

Filters

Exam 7: Sales Dialogue: Creating and Communicating Value

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

Good salespeople rarely need sales presentation aids.

When attempting to link solutions to needs, the salesperson should do all of the following except?

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

The value that comes from a product's particular feature is referred to as a ____.

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

An analogy is a special form of ____.

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

During the sales dialogue, the salesperson should:

A salesperson attempting to get satisfied customers to go "on the record" about their experiences, is trying to obtain ____.

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

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

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

An anecdote is a type of comparison.

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

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

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

Salespeople use testimonials when uncovering the needs of the buyer.

The value that comes from consuming a product is referred to as a(n) ____.

When demonstrating a product, the salesperson should

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

Filters