Question 1

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else.

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

Presentation tools and sales aids are best used when uncovering needs.

Accepted Answer

A) True 
 B)False

Question 4

An example told in the form of a story is usually referred to as an anecdote.

Accepted Answer

A) True 
 B)False

Question 5

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 6

After explaining the sales aid to a customer, a salesperson should state the selling point.

Accepted Answer

A) True 
 B)False

Question 7

A salesperson's voice characteristics have no impact on his or her sales presentation ability.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

When following the SPES sequence, the first step involves presenting the sales aid.

Accepted Answer

A) True 
 B)False

Question 10

A case history should be thorough and detailed, taking five to ten minutes to present.

Accepted Answer

A) True 
 B)False

Question 11

"How many employees do you have?" is an example of a response-check.

Accepted Answer

A) True 
 B)False

Question 12

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 13

___________________refer to statistics, testimonials, or case histories used to support product claims.

Accepted Answer

The answer of ___________________refer to statistics, testimonials, or case histories...

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else.

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

Presentation tools and sales aids are best used when uncovering needs.

An example told in the form of a story is usually referred to as an anecdote.

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

After explaining the sales aid to a customer, a salesperson should state the selling point.

A salesperson's voice characteristics have no impact on his or her sales presentation ability.

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

When following the SPES sequence, the first step involves presenting the sales aid.

A case history should be thorough and detailed, taking five to ten minutes to present.

"How many employees do you have?" is an example of a response-check.

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

___________________refer to statistics, testimonials, or case histories used to support product claims.

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

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else.

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

Presentation tools and sales aids are best used when uncovering needs.

An example told in the form of a story is usually referred to as an anecdote.

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

After explaining the sales aid to a customer, a salesperson should state the selling point.

A salesperson's voice characteristics have no impact on his or her sales presentation ability.

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

When following the SPES sequence, the first step involves presenting the sales aid.

A case history should be thorough and detailed, taking five to ten minutes to present.

"How many employees do you have?" is an example of a response-check.

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

___________________refer to statistics, testimonials, or case histories used to support product claims.

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