Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

What should a salesperson remember when conducting a needs-gap analysis?

Accepted Answer

A)  A prospect with an identified need does not necessarily translate into a purchase. 
B)  Prospects require a value proposition before considering a purchase. 
C)  A prospect with a confirmed benefit leads to a purchase. 
D)  Features sell the product because that is what customers want. 
A)  A prospect with an identified need does not necessarily translate into a purchase. 
B)  Prospects require a value proposition before considering a purchase. 
C)  A prospect with a confirmed benefit leads to a purchase. 
D)  Features sell the product because that is what customers want.

Question 3

Group sales presentations are extremely rare.

Accepted Answer

A) True 
 B)False

Question 4

When selling to groups, a salesperson should make eye contact only with the buyer or decision maker.

Accepted Answer

A) True 
 B)False

Question 5

In benefit selling, what is the term for the combination of a specific feature and its meaningful benefit statement?

Accepted Answer

A)  a selling point 
B)  a confirmed benefit 
C)  an advantage 
D)  a potential benefit 
A)  a selling point 
B)  a confirmed benefit 
C)  an advantage 
D)  a potential benefit

Question 6

The combination of a specific feature and its meaningful benefit statement is known as a selling point.

Accepted Answer

A) True 
 B)False

Question 7

In some ways, making a sales presentation is analogous to performing surgery.

Accepted Answer

A) True 
 B)False

Question 8

A brief description of a specific instance used to illustrate features and benefits of a product or service is known as an analogy.

Accepted Answer

A) True 
 B)False

Question 9

What is the term for a brief description of a specific instance used to illustrate the features and benefits of a product or service?

Accepted Answer

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

Question 10

In preparing for a sales interaction, Jacob gathered and made copies of a number of durability and reliability test reports from government agencies for his product line, which he intended to give to the prospective customer. Which key 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

A type of example that is provided in the form of a story describing a specific incident or occurrence is known as an anecdote.

Accepted Answer

A) True 
 B)False

Question 12

In completing a sales dialogue template for a scheduled call, Ali focused on writing a number of open-end questions that he would use in the first two stages of the ADAPT model. Which key 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 13

What is the term for a statement that points out and illustrates the similarities between two points?

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 14

When using electronic materials as visual sales aids, a salesperson should be cautious to prevent the presentation from taking over the sales dialogue.

Accepted Answer

A) True 
 B)False

Question 15

Response checks-also known as check-backs-should be used after handling an objection.

Accepted Answer

A) True 
 B)False

Question 16

When following the SPES Sequence, the third step is to emphasize the sales aid.

Accepted Answer

A) True 
 B)False

Question 17

In discussing a planned sales dialogue, Ruby told her sales manager, "All of my previous conversations with this customer have focused on the high cost of manufacturing, so I am going to start the discussion by talking about cost savings due to equipment efficiency." What does this statement suggest that Ruby is planning to use?

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 18

In discussing a planned sales dialogue, Ivan told his sales manager, "This is a new customer so I am going to start the discussion by discussing the cost savings due to reducing the amount of staff required." What does this statement suggest that Ivan is planning to use?

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 19

The sales presentation takes place prior to uncovering the buyer's needs.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A)  For effective time management, the salesperson should ask members of the buying team to hold all questions until the end of the presentation. 
B)  The salesperson should anticipate questions that are likely to be asked, listen carefully, clarify by restating the question and seeking confirmation, and then answer the question as succinctly as possible. 
C)  To encourage participation and maintain involvement, the salesperson should ask buying team members to help answer any questions raised. 
D)  The salesperson should anticipate questions that are likely to be asked and then answer them in writing and distribute the answers to the buying team at the beginning of the presentation. 
A)  For effective time management, the salesperson should ask members of the buying team to hold all questions until the end of the presentation. 
B)  The salesperson should anticipate questions that are likely to be asked, listen carefully, clarify by restating the question and seeking confirmation, and then answer the question as succinctly as possible. 
C)  To encourage participation and maintain involvement, the salesperson should ask buying team members to help answer any questions raised. 
D)  The salesperson should anticipate questions that are likely to be asked and then answer them in writing and distribute the answers to the buying team at the beginning of the presentation.

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

What should a salesperson remember when conducting a needs-gap analysis?

Group sales presentations are extremely rare.

When selling to groups, a salesperson should make eye contact only with the buyer or decision maker.

In benefit selling, what is the term for the combination of a specific feature and its meaningful benefit statement?

The combination of a specific feature and its meaningful benefit statement is known as a selling point.

In some ways, making a sales presentation is analogous to performing surgery.

A brief description of a specific instance used to illustrate features and benefits of a product or service is known as an analogy.

What is the term for a brief description of a specific instance used to illustrate the features and benefits of a product or service?

In preparing for a sales interaction, Jacob gathered and made copies of a number of durability and reliability test reports from government agencies for his product line, which he intended to give to the prospective customer. Which key to effective sales dialogue does this demonstrate?

A type of example that is provided in the form of a story describing a specific incident or occurrence is known as an anecdote.

In completing a sales dialogue template for a scheduled call, Ali focused on writing a number of open-end questions that he would use in the first two stages of the ADAPT model. Which key to effective sales dialogue does this demonstrate?

What is the term for a statement that points out and illustrates the similarities between two points?

When using electronic materials as visual sales aids, a salesperson should be cautious to prevent the presentation from taking over the sales dialogue.

Response checks-also known as check-backs-should be used after handling an objection.

When following the SPES Sequence, the third step is to emphasize the sales aid.

In discussing a planned sales dialogue, Ivan told his sales manager, "This is a new customer so I am going to start the discussion by discussing the cost savings due to reducing the amount of staff required." What does this statement suggest that Ivan is planning to use?

The sales presentation takes place prior to uncovering the buyer's needs.

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

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

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

What should a salesperson remember when conducting a needs-gap analysis?

Group sales presentations are extremely rare.

When selling to groups, a salesperson should make eye contact only with the buyer or decision maker.

In benefit selling, what is the term for the combination of a specific feature and its meaningful benefit statement?

The combination of a specific feature and its meaningful benefit statement is known as a selling point.

In some ways, making a sales presentation is analogous to performing surgery.

A brief description of a specific instance used to illustrate features and benefits of a product or service is known as an analogy.

What is the term for a brief description of a specific instance used to illustrate the features and benefits of a product or service?

In preparing for a sales interaction, Jacob gathered and made copies of a number of durability and reliability test reports from government agencies for his product line, which he intended to give to the prospective customer. Which key to effective sales dialogue does this demonstrate?

A type of example that is provided in the form of a story describing a specific incident or occurrence is known as an anecdote.

In completing a sales dialogue template for a scheduled call, Ali focused on writing a number of open-end questions that he would use in the first two stages of the ADAPT model. Which key to effective sales dialogue does this demonstrate?

What is the term for a statement that points out and illustrates the similarities between two points?

When using electronic materials as visual sales aids, a salesperson should be cautious to prevent the presentation from taking over the sales dialogue.

Response checks-also known as check-backs-should be used after handling an objection.

When following the SPES Sequence, the third step is to emphasize the sales aid.

In discussing a planned sales dialogue, Ivan told his sales manager, "This is a new customer so I am going to start the discussion by discussing the cost savings due to reducing the amount of staff required." What does this statement suggest that Ivan is planning to use?

The sales presentation takes place prior to uncovering the buyer's needs.

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

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