Question 1

What does the first step in the SPES Sequence stand for?

Accepted Answer

A)  situation description 
B)  state the concern 
C)  state the selling point and introduce the sales aid 
D)  summarize the benefit 
A)  situation description 
B)  state the concern 
C)  state the selling point and introduce the sales aid 
D)  summarize the benefit C

Question 2

Anthony has arrived five minutes early for his sales call with a buying group from one of his accounts. He is the only one in the room. Before the meeting gets underway, what should Anthony remember to do?

Accepted Answer

A)  greet each group member as they arrive 
B)  take time to mentally rehearse his presentation 
C)  leave the room and come back once everyone has arrived 
D)  talk about the weather or some other neutral topic until everyone has arrived 
A)  greet each group member as they arrive 
B)  take time to mentally rehearse his presentation 
C)  leave the room and come back once everyone has arrived 
D)  talk about the weather or some other neutral topic until everyone has arrived A

Question 3

Visual materials should provide as much information as possible to capture the buyer's attention and demonstrate expertise.

Accepted Answer

A) True 
 B)False  False

Question 4

With respect to an all-inclusive cruise vacation, what are 24/7 concierge service, buffet meals, and a diverse selection of entertainment options?

Accepted Answer

A)  benefits 
B)  confirmed benefits 
C)  value propositions 
D)  features 
A)  benefits 
B)  confirmed benefits 
C)  value propositions 
D)  features

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

A key to the success of effective sales dialogue is to limit the involvement of the buyer by discouraging feedback until the end of the presentation.

Accepted Answer

A) True 
 B)False

Question 7

A case history is a testimonial in story or anecdotal form.

Accepted Answer

A) True 
 B)False

Question 8

What is the term for a type of example that is provided in the form of a story describing a specific incident or occurrence?

Accepted Answer

A)  an analogy 
B)  an anecdote 
C)  a comparison 
D)  a metaphor 
A)  an analogy 
B)  an anecdote 
C)  a comparison 
D)  a metaphor

Question 9

The benefits the buyer indicates are important and represent value are known as potential benefits.

Accepted Answer

A) True 
 B)False

Question 10

Jessica is a salesperson for a large office supply company. She spends most of her evenings completing sales dialogue templates and mentally rehearsing what she intends to say in the following day's scheduled sales calls. Which of the following keys to effective sales dialogue does this demonstrate?

Accepted Answer

A)  planning and practising prior to the sales interaction 
B)  being interactive and engaging the customer to encourage feedback 
C)  focusing on creating and presenting value in an interesting and understandable way 
D)  supporting the customer value offered by objective claims 
A)  planning and practising prior to the sales interaction 
B)  being interactive and engaging the customer to encourage feedback 
C)  focusing on creating and presenting value in an interesting and understandable way 
D)  supporting the customer value offered by objective claims

Question 11

"Would you like to place an order today?" is an example of a response check.

Accepted Answer

A) True 
 B)False

Question 12

From the salesperson's perspective, selling to groups is essentially the same as selling to individuals, just to more people at one time.

Accepted Answer

A) True 
 B)False

Question 13

According to the textbook, when is the SPES Sequence best used?

Accepted Answer

A)  when making a sales presentation using sales aids 
B)  as part of the needs-discovery stage of the ADAPT model 
C)  when handling objections in a sales dialogue 
D)  when beginning the price and terms negotiation 
A)  when making a sales presentation using sales aids 
B)  as part of the needs-discovery stage of the ADAPT model 
C)  when handling objections in a sales dialogue 
D)  when beginning the price and terms negotiation

Question 14

What is the term for the benefits that the buyer indicates are important and represent value?

Accepted Answer

A)  potential benefits 
B)  advantages 
C)  confirmed benefits 
D)  expressed needs 
A)  potential benefits 
B)  advantages 
C)  confirmed benefits 
D)  expressed needs

Question 15

What is the term for a general form of value that is assumed by the salesperson to be important but is not yet acknowledged as such by the buyer?

Accepted Answer

A)  a potential benefit 
B)  a confirmed benefit 
C)  a value story 
D)  a feature 
A)  a potential benefit 
B)  a confirmed benefit 
C)  a value story 
D)  a feature

Question 16

An anecdote is a type of comparison.

Accepted Answer

A) True 
 B)False

Question 17

What is an analogy a special form of?

Accepted Answer

A)  an anecdote 
B)  a comparison 
C)  a metaphor 
D)  an example 
A)  an anecdote 
B)  a comparison 
C)  a metaphor 
D)  an example

Question 18

Which statement best summarizes the challenge of conducting sales dialogues with buying teams or groups?

Accepted Answer

A)  Buying teams will ask questions from a variety of different perspectives and expect in-depth information to make a decision. 
B)  It can be difficult to control the flow of information when there are many people involved. 
C)  In terms of effectiveness, sales dialogues work best in one-on-one situations. 
D)  Selling to groups requires greater use of sales aids such as proof providers. 
A)  Buying teams will ask questions from a variety of different perspectives and expect in-depth information to make a decision. 
B)  It can be difficult to control the flow of information when there are many people involved. 
C)  In terms of effectiveness, sales dialogues work best in one-on-one situations. 
D)  Selling to groups requires greater use of sales aids such as proof providers.

Question 19

What does the SPES Sequence help the salesperson do?

Accepted Answer

A)  uncover needs 
B)  confirm benefits 
C)  resolve objections 
D)  use visual aids 
A)  uncover needs 
B)  confirm benefits 
C)  resolve objections 
D)  use visual aids

Question 20

A salesperson will use sales aids to add interest and clarity to a presentation.

Accepted Answer

A) True 
 B)False

What does the first step in the SPES Sequence stand for?

Anthony has arrived five minutes early for his sales call with a buying group from one of his accounts. He is the only one in the room. Before the meeting gets underway, what should Anthony remember to do?

Visual materials should provide as much information as possible to capture the buyer's attention and demonstrate expertise.

With respect to an all-inclusive cruise vacation, what are 24/7 concierge service, buffet meals, and a diverse selection of entertainment options?

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

A key to the success of effective sales dialogue is to limit the involvement of the buyer by discouraging feedback until the end of the presentation.

A case history is a testimonial in story or anecdotal form.

What is the term for a type of example that is provided in the form of a story describing a specific incident or occurrence?

The benefits the buyer indicates are important and represent value are known as potential benefits.

Jessica is a salesperson for a large office supply company. She spends most of her evenings completing sales dialogue templates and mentally rehearsing what she intends to say in the following day's scheduled sales calls. Which of the following keys to effective sales dialogue does this demonstrate?

"Would you like to place an order today?" is an example of a response check.

From the salesperson's perspective, selling to groups is essentially the same as selling to individuals, just to more people at one time.

According to the textbook, when is the SPES Sequence best used?

What is the term for the benefits that the buyer indicates are important and represent value?

What is the term for a general form of value that is assumed by the salesperson to be important but is not yet acknowledged as such by the buyer?

An anecdote is a type of comparison.

What is an analogy a special form of?

Which statement best summarizes the challenge of conducting sales dialogues with buying teams or groups?

What does the SPES Sequence help the salesperson do?

A salesperson will use sales aids to add interest and clarity to a presentation.

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 Relationships

Adding Value

Sales Management and Sales 2.0

Filters

Exam 7: Sales Dialogue

What does the first step in the SPES Sequence stand for?

Anthony has arrived five minutes early for his sales call with a buying group from one of his accounts. He is the only one in the room. Before the meeting gets underway, what should Anthony remember to do?

Visual materials should provide as much information as possible to capture the buyer's attention and demonstrate expertise.

With respect to an all-inclusive cruise vacation, what are 24/7 concierge service, buffet meals, and a diverse selection of entertainment options?

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

A key to the success of effective sales dialogue is to limit the involvement of the buyer by discouraging feedback until the end of the presentation.

A case history is a testimonial in story or anecdotal form.

What is the term for a type of example that is provided in the form of a story describing a specific incident or occurrence?

The benefits the buyer indicates are important and represent value are known as potential benefits.

"Would you like to place an order today?" is an example of a response check.

From the salesperson's perspective, selling to groups is essentially the same as selling to individuals, just to more people at one time.

According to the textbook, when is the SPES Sequence best used?

What is the term for the benefits that the buyer indicates are important and represent value?

What is the term for a general form of value that is assumed by the salesperson to be important but is not yet acknowledged as such by the buyer?

An anecdote is a type of comparison.

What is an analogy a special form of?

Which statement best summarizes the challenge of conducting sales dialogues with buying teams or groups?

What does the SPES Sequence help the salesperson do?

A salesperson will use sales aids to add interest and clarity to a presentation.

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 Relationships

Adding Value

Sales Management and Sales 2.0

Filters