Question 1

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

Accepted Answer

A)  probe for problems 
B)  present the sales aid 
C)  probe for confirmed benefits 
D)  point out all the features and benefits 
A)  probe for problems 
B)  present the sales aid 
C)  probe for confirmed benefits 
D)  point out all the features and benefits

Question 2

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

Accepted Answer

A)  explain the sales aid 
B)  explore the buyer's situation 
C)  explain the benefits 
D)  explore additional solutions 
A)  explain the sales aid 
B)  explore the buyer's situation 
C)  explain the benefits 
D)  explore additional solutions

Question 3

A salesperson can improve audience understanding in a sales presentation by reading from the visual materials used.

Accepted Answer

A) True 
 B)False

Question 4

"As you can see from the product demonstration, using our materials has improved the performance of this machine by over 25 percent, a factor that you said earlier was one of your most important operating objectives for the coming year." What has the salesperson making this statement to a buyer just demonstrated?

Accepted Answer

A)  an important consideration 
B)  a selling point 
C)  a potential benefit 
D)  a major buying motive 
A)  an important consideration 
B)  a selling point 
C)  a potential benefit 
D)  a major buying motive

Question 5

Medical products salespeople use comparisons in their role as consultants to doctors.

Accepted Answer

A) True 
 B)False

Question 6

When it comes to voice characteristics, the louder the message is delivered, the better it will be understood.

Accepted Answer

A) True 
 B)False

Question 7

When faced with a challenging group sales dialogue, which tactic should a salesperson employ with respect to visual sales aids?

Accepted Answer

A)  match the variety of information on the visual sales aids to the diversity of perspectives held by members of the buying team 
B)  help the audience to understand the information presented by reading from the visual sales aids 
C)  use simple, easy-to-understand visual sales aids to maintain audience engagement 
D)  to avoid overstimulating the audience, use as few visual sales aids as possible in a group sales dialogue. 
A)  match the variety of information on the visual sales aids to the diversity of perspectives held by members of the buying team 
B)  help the audience to understand the information presented by reading from the visual sales aids 
C)  use simple, easy-to-understand visual sales aids to maintain audience engagement 
D)  to avoid overstimulating the audience, use as few visual sales aids as possible in a group sales dialogue.

Question 8

What does FAB selling refer to?

Accepted Answer

A)  features, added value, and better solutions 
B)  finding a need, assessing value, and bartering for the order 
C)  features, advantages, and benefits 
D)  form, assessed value, and benefits 
A)  features, added value, and better solutions 
B)  finding a need, assessing value, and bartering for the order 
C)  features, advantages, and benefits 
D)  form, assessed value, and benefits

Question 9

When planning to demonstrate a product for a buyer, what should a salesperson do?

Accepted Answer

A)  make sure that the product being demonstrated is typical of what is being recommended and that it is in good working order 
B)  to facilitate up-selling, demonstrate the top-of-the-line model with every possible feature the buyer would want 
C)  to increase involvement, suggest that the buyer perform the demonstration 
D)  to replicate the customer experience and build rapport, the salesperson should not handle the product before the demonstration 
A)  make sure that the product being demonstrated is typical of what is being recommended and that it is in good working order 
B)  to facilitate up-selling, demonstrate the top-of-the-line model with every possible feature the buyer would want 
C)  to increase involvement, suggest that the buyer perform the demonstration 
D)  to replicate the customer experience and build rapport, the salesperson should not handle the product before the demonstration

Question 10

Sales aids can help to engage the buyer during a sales interaction, which will improve understanding and retention of the information being communicated. Which statement best summarizes what a salesperson should follow with respect to the use of sales aids?

Accepted Answer

A)  The more sales aids that a salesperson can fit into a sales presentation, the better. 
B)  A salesperson should use only those sales aids that he or she believes will engage and involve the buyer most effectively in a specific sales dialogue. 
C)  The fewer sales aids that a salesperson uses, the less distracted the buyer will be. 
D)  Sales aids are much more effective now than in the past due to the media habits of today's generation who have been raised on multitasking. 
A)  The more sales aids that a salesperson can fit into a sales presentation, the better. 
B)  A salesperson should use only those sales aids that he or she believes will engage and involve the buyer most effectively in a specific sales dialogue. 
C)  The fewer sales aids that a salesperson uses, the less distracted the buyer will be. 
D)  Sales aids are much more effective now than in the past due to the media habits of today's generation who have been raised on multitasking.

Question 11

What does the fourth and last step in the SPES Sequence stand for?

Accepted Answer

A)  solve the buyer's problems 
B)  seek confirmation of benefits 
C)  summarize the support provided by the sales aid 
D)  sort the needs in order of priority 
A)  solve the buyer's problems 
B)  seek confirmation of benefits 
C)  summarize the support provided by the sales aid 
D)  sort the needs in order of priority

Question 12

The introduction to Chapter 7 presents the challenges of today's selling environment in terms of tougher competition, lower profit margins, and decreasing product differentiation. According to the textbook, which of the following best summarizes how some organizations have addressed these challenges successfully?

Accepted Answer

A)  Many organizations have increased their sales training budgets to focus on improving product knowledge and the closing techniques used by their sales staff. 
B)  In an effort to become a true strategic resource rather than just peddlers of products, salespeople are now being trained to truly understand their customers' businesses and add value wherever possible. 
C)  Many organizations have streamlined their sales organizations by adopting telemarketing operations to handle small volume customers, thus freeing up the time of their sales staff to work on larger accounts. 
D)  More emphasis is being placed on improving the productivity of salespeople through effective time and territory management. 
A)  Many organizations have increased their sales training budgets to focus on improving product knowledge and the closing techniques used by their sales staff. 
B)  In an effort to become a true strategic resource rather than just peddlers of products, salespeople are now being trained to truly understand their customers' businesses and add value wherever possible. 
C)  Many organizations have streamlined their sales organizations by adopting telemarketing operations to handle small volume customers, thus freeing up the time of their sales staff to work on larger accounts. 
D)  More emphasis is being placed on improving the productivity of salespeople through effective time and territory management.

Question 13

The major purpose of the SPIN or ADAPT process is to determine when the customer will be placing their order.

Accepted Answer

A) True 
 B)False

Question 14

When planning to use a product demonstration as a sales aid, a salesperson should always practise using the product beforehand to make sure that he or she is familiar with its operation.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following does the textbook compare to achieving success in effective sales dialogue, since both are complex and require preparation, knowledge, and skill?

Accepted Answer

A)  surgery 
B)  playing competitive sports 
C)  driving 
D)  gambling 
A)  surgery 
B)  playing competitive sports 
C)  driving 
D)  gambling

Question 16

When are response checks-also known as check-backs-most commonly used during a sales dialogue?

Accepted Answer

A)  after presenting a selling point or handling an objection 
B)  when negotiating price 
C)  at the needs-discovery stage 
D)  when setting appointments 
A)  after presenting a selling point or handling an objection 
B)  when negotiating price 
C)  at the needs-discovery stage 
D)  when setting appointments

Question 17

According to the textbook, which of the following best summarizes what a salesperson should do when preparing and using printed materials and visual sales aids?

Accepted Answer

A)  Keep printed materials and visuals simple, use graphics and charts rather than tables of numbers, follow a consistent format, 
B)  Read the presentation directly from the visual to help the buyer better understand the information that is being communicated. 
C)  Put as much information in them as possible, as the printed materials will be left behind to continue selling. 
D)  Always use full colour for visual materials, as most people find black and white uninteresting and difficult to read. 
A)  Keep printed materials and visuals simple, use graphics and charts rather than tables of numbers, follow a consistent format, 
B)  Read the presentation directly from the visual to help the buyer better understand the information that is being communicated. 
C)  Put as much information in them as possible, as the printed materials will be left behind to continue selling. 
D)  Always use full colour for visual materials, as most people find black and white uninteresting and difficult to read.

Question 18

Product features and confirmed benefits are linked to buyers specific needs in a way to generate the buyers desire to purchase and acquire the recommended solution.

Accepted Answer

A) True 
 B)False

Question 19

What is the foundation of benefit selling?

Accepted Answer

A)  To be successful, a salesperson must differentiate his or her product offering by focusing on those features that are superior to competing offerings. 
B)  Features of the product will advance the sale on the basis of creating added benefit for the buyer. 
C)  In today's highly competitive business environment, customers want more value, which means offering the most features for the least amount of money. 
D)  Confirmed benefits are persuasive and advance the sale on the basis of creating added value for the buyer. 
A)  To be successful, a salesperson must differentiate his or her product offering by focusing on those features that are superior to competing offerings. 
B)  Features of the product will advance the sale on the basis of creating added benefit for the buyer. 
C)  In today's highly competitive business environment, customers want more value, which means offering the most features for the least amount of money. 
D)  Confirmed benefits are persuasive and advance the sale on the basis of creating added value for the buyer.

Question 20

To be effective as a proof provider, which of the following criteria must testimonials meet?

Accepted Answer

A)  They must be perceived as being sincere and without bias. 
B)  They must be matched according to relevance to the prospective buyer, and the source must be recognized and highly respected. 
C)  They must be granted without undue pressure or promise of material gain. 
D)  They must be provided by an organization seen as a leader within its industry. 
A)  They must be perceived as being sincere and without bias. 
B)  They must be matched according to relevance to the prospective buyer, and the source must be recognized and highly respected. 
C)  They must be granted without undue pressure or promise of material gain. 
D)  They must be provided by an organization seen as a leader within its industry.

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

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

A salesperson can improve audience understanding in a sales presentation by reading from the visual materials used.

Medical products salespeople use comparisons in their role as consultants to doctors.

When it comes to voice characteristics, the louder the message is delivered, the better it will be understood.

When faced with a challenging group sales dialogue, which tactic should a salesperson employ with respect to visual sales aids?

What does FAB selling refer to?

When planning to demonstrate a product for a buyer, what should a salesperson do?

Sales aids can help to engage the buyer during a sales interaction, which will improve understanding and retention of the information being communicated. Which statement best summarizes what a salesperson should follow with respect to the use of sales aids?

What does the fourth and last step in the SPES Sequence stand for?

The major purpose of the SPIN or ADAPT process is to determine when the customer will be placing their order.

When planning to use a product demonstration as a sales aid, a salesperson should always practise using the product beforehand to make sure that he or she is familiar with its operation.

Which of the following does the textbook compare to achieving success in effective sales dialogue, since both are complex and require preparation, knowledge, and skill?

When are response checks-also known as check-backs-most commonly used during a sales dialogue?

According to the textbook, which of the following best summarizes what a salesperson should do when preparing and using printed materials and visual sales aids?

Product features and confirmed benefits are linked to buyers specific needs in a way to generate the buyers desire to purchase and acquire the recommended solution.

What is the foundation of benefit selling?

To be effective as a proof provider, which of the following criteria must testimonials meet?

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 second step in the SPES Sequence stand for?

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

A salesperson can improve audience understanding in a sales presentation by reading from the visual materials used.

Medical products salespeople use comparisons in their role as consultants to doctors.

When it comes to voice characteristics, the louder the message is delivered, the better it will be understood.

When faced with a challenging group sales dialogue, which tactic should a salesperson employ with respect to visual sales aids?

What does FAB selling refer to?

When planning to demonstrate a product for a buyer, what should a salesperson do?

Sales aids can help to engage the buyer during a sales interaction, which will improve understanding and retention of the information being communicated. Which statement best summarizes what a salesperson should follow with respect to the use of sales aids?

What does the fourth and last step in the SPES Sequence stand for?

The major purpose of the SPIN or ADAPT process is to determine when the customer will be placing their order.

When planning to use a product demonstration as a sales aid, a salesperson should always practise using the product beforehand to make sure that he or she is familiar with its operation.

Which of the following does the textbook compare to achieving success in effective sales dialogue, since both are complex and require preparation, knowledge, and skill?

When are response checks-also known as check-backs-most commonly used during a sales dialogue?

According to the textbook, which of the following best summarizes what a salesperson should do when preparing and using printed materials and visual sales aids?

Product features and confirmed benefits are linked to buyers specific needs in a way to generate the buyers desire to purchase and acquire the recommended solution.

What is the foundation of benefit selling?

To be effective as a proof provider, which of the following criteria must testimonials meet?

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