Question 1

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 2

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

Accepted Answer

A) True 
 B)False

Question 3

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 4

Potential benefits become confirmed benefits only when the buyer acknowledges interest.

Accepted Answer

A) True 
 B)False

Question 5

_____________ are testimonials in a story or anecdotal form used as proof providers.

Accepted Answer

The answer of _____________ are testimonials in a story or...

Question 6

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to collectively as _______________support.

Accepted Answer

The answer of The use of voice characteristics, examples and...

Question 7

A product demonstration is a form of visual aid.

Accepted Answer

A) True 
 B)False

Question 8

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to as ___________

Accepted Answer

A)  Check-backs 
B)  Verbal support 
C)  Dialogue 
D)  Persuasion 
E)  None of the above 
A)  Check-backs 
B)  Verbal support 
C)  Dialogue 
D)  Persuasion 
E)  None of the above

Question 9

Voice characteristics are relatively unimportant to verbal communication.

Accepted Answer

A) True 
 B)False

Question 10

When handling questions in group presentations, the salesperson should repeat or rephrase the question before answering it.

Accepted Answer

A) True 
 B)False

Question 11

Features represent the value a product produces.

Accepted Answer

A) True 
 B)False

Question 12

______________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 13

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

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is an example of a proof provider?

Accepted Answer

A)  Testimonials 
B)  Case histories 
C)  Statistics 
D)  only a and b 
E)  a, b, and c are examples of proof providers 
A)  Testimonials 
B)  Case histories 
C)  Statistics 
D)  only a and b 
E)  a, b, and c are examples of proof providers

Question 15

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

Accepted Answer

A)  Engage and involve the buyer 
B)  Encourage buyer feedback 
C)  Plan and practice sales dialogue 
D)  Focus on creating value for the buyer 
E)  Each of the above is one of the keys to effective sales dialogue. 
A)  Engage and involve the buyer 
B)  Encourage buyer feedback 
C)  Plan and practice sales dialogue 
D)  Focus on creating value for the buyer 
E)  Each of the above is one of the keys to effective sales dialogue.

Question 16

SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.

Accepted Answer

A) True 
 B)False

Question 17

After presenting a feature-benefit sequence, the salesperson should use a ____ type of question.

Accepted Answer

A)  Response-Check 
B)  Open-ended 
C)  Discover 
D)  Need-payoff 
E)  None of the above 
A)  Response-Check 
B)  Open-ended 
C)  Discover 
D)  Need-payoff 
E)  None of the above

Question 18

A salesperson saying that using his or her sales force automation software is like having a secretary that will work for free, is using 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 19

Group sales presentations are extremely rare.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A) True 
 B)False

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

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

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:

Potential benefits become confirmed benefits only when the buyer acknowledges interest.

_____________ are testimonials in a story or anecdotal form used as proof providers.

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to collectively as _______________support.

A product demonstration is a form of visual aid.

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to as ___________

Voice characteristics are relatively unimportant to verbal communication.

When handling questions in group presentations, the salesperson should repeat or rephrase the question before answering it.

Features represent the value a product produces.

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

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

Which of the following is an example of a proof provider?

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

SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.

After presenting a feature-benefit sequence, the salesperson should use a ____ type of question.

A salesperson saying that using his or her sales force automation software is like having a secretary that will work for free, is using a(n):

Group sales presentations are extremely rare.

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

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

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

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

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:

Potential benefits become confirmed benefits only when the buyer acknowledges interest.

_____________ are testimonials in a story or anecdotal form used as proof providers.

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to collectively as _______________support.

A product demonstration is a form of visual aid.

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to as ___________

Voice characteristics are relatively unimportant to verbal communication.

When handling questions in group presentations, the salesperson should repeat or rephrase the question before answering it.

Features represent the value a product produces.

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

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

Which of the following is an example of a proof provider?

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

SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.

After presenting a feature-benefit sequence, the salesperson should use a ____ type of question.

A salesperson saying that using his or her sales force automation software is like having a secretary that will work for free, is using a(n):

Group sales presentations are extremely rare.

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

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