Question 1

According to the textbook, what is the term for the use of statistics, testimonials, or case histories to support product claims?

Accepted Answer

A)  proof providers 
B)  tertiary evidence 
C)  secondary research facts 
D)  selling persuasion 
A)  proof providers 
B)  tertiary evidence 
C)  secondary research facts 
D)  selling persuasion

Question 2

The key aspects of voice characteristics are the pitch, volume, and speed of speech, which should be varied to add emphasis and increase the impact of the message conveyed.

Accepted Answer

A) True 
 B)False

Question 3

The use of statistics, testimonials, or case histories to support product claims are known as proof providers.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A)  value each group member's opinion and use diplomacy to avoid getting caught in disagreements between members 
B)  determine who the most powerful decision maker within the group is and then focus the majority of selling communications on him or her 
C)  let group dynamics determine how communications flow between members and do not argue with any group member who appears to have significant influence on the buying decision 
D)  to ensure an atmosphere of openness, encourage each group member to express an opinion at each stage in the presentation 
A)  value each group member's opinion and use diplomacy to avoid getting caught in disagreements between members 
B)  determine who the most powerful decision maker within the group is and then focus the majority of selling communications on him or her 
C)  let group dynamics determine how communications flow between members and do not argue with any group member who appears to have significant influence on the buying decision 
D)  to ensure an atmosphere of openness, encourage each group member to express an opinion at each stage in the presentation

Question 5

A series of positive response checks indicates that the buyer is nearing a purchase decision.

Accepted Answer

A) True 
 B)False

Question 6

What should a salesperson know about the difference between potential and confirmed benefits?

Accepted Answer

A)  Confirmed benefits are persuasive and advance the sale forward on the basis of creating added value for the buyer. 
B)  Buyers are more interested in potential benefits because their needs change depending on situational factors related to the purchase. 
C)  Potential benefits are persuasive and advance the sale forward on the basis of creating added value for the buyer. 
D)  The total amount of potential benefits offered by a product or service form its value proposition, which is what customers are really looking for. 
A)  Confirmed benefits are persuasive and advance the sale forward on the basis of creating added value for the buyer. 
B)  Buyers are more interested in potential benefits because their needs change depending on situational factors related to the purchase. 
C)  Potential benefits are persuasive and advance the sale forward on the basis of creating added value for the buyer. 
D)  The total amount of potential benefits offered by a product or service form its value proposition, which is what customers are really looking for.

Question 7

To keep a sales presentation fresh and exciting, a salesperson should avoid practising it before presenting to the prospective buyer.

Accepted Answer

A) True 
 B)False

Question 8

Product demonstrations can be a high-risk sales aid due to the chance of the product malfunctioning during the demonstration.

Accepted Answer

A) True 
 B)False

Question 9

After the introductory part of the sales call, the salesperson must try to determine when the order will be placed.

Accepted Answer

A) True 
 B)False

Question 10

What type of question are "What do you think?" and "Does this answer your concern?" both examples of?

Accepted Answer

A)  situation questions 
B)  needs-discovery questions 
C)  check-backs or response checks 
D)  open-end questions 
A)  situation questions 
B)  needs-discovery questions 
C)  check-backs or response checks 
D)  open-end questions

Question 11

Salespeople use testimonials to add credibility to their sales presentation.

Accepted Answer

A) True 
 B)False

Question 12

When selling to groups, salespeople can expect tough questions from diverse perspectives.

Accepted Answer

A) True 
 B)False

Question 13

When using proof providers, statistics from authoritative, third-party sources carry the highest credibility.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is being used by a salesperson making the statement, "Run time for your manufacturing process at this location will be reduced by 10 percent with less wastage due to the greater sensitivity of this new machine"?

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 15

Sometimes salespeople do not focus on the confirmed benefits of the buyer.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

According to the textbook, what should a salesperson planning to use statistics as a proof provider remember?

Accepted Answer

A)  Numbers are the last refuge of the dishonest salesperson. 
B)  Tread with caution when using statistics because their meaning is always open to interpretation. 
C)  A sales dialogue can easily become derailed by an argument over the validity of specific numbers. 
D)  Facts and statistics are most powerful when they fairly represent all sides of the story and are presented in printed form rather than simply stated orally. 
A)  Numbers are the last refuge of the dishonest salesperson. 
B)  Tread with caution when using statistics because their meaning is always open to interpretation. 
C)  A sales dialogue can easily become derailed by an argument over the validity of specific numbers. 
D)  Facts and statistics are most powerful when they fairly represent all sides of the story and are presented in printed form rather than simply stated orally.

Question 18

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else and then greeting each member of the buying team as they arrive.

Accepted Answer

A) True 
 B)False

Question 19

Case histories can be more useful than testimonials due to their shorter length.

Accepted Answer

A) True 
 B)False

Question 20

When available, what kind of statistics carries the highest credibility as statistical proof providers?

Accepted Answer

A)  statistics from authoritative, third-party sources 
B)  statistics from internal research 
C)  statistics from the sales force 
D)  statistics from an advertising agency 
A)  statistics from authoritative, third-party sources 
B)  statistics from internal research 
C)  statistics from the sales force 
D)  statistics from an advertising agency

According to the textbook, what is the term for the use of statistics, testimonials, or case histories to support product claims?

The key aspects of voice characteristics are the pitch, volume, and speed of speech, which should be varied to add emphasis and increase the impact of the message conveyed.

The use of statistics, testimonials, or case histories to support product claims are known as proof providers.

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

A series of positive response checks indicates that the buyer is nearing a purchase decision.

What should a salesperson know about the difference between potential and confirmed benefits?

To keep a sales presentation fresh and exciting, a salesperson should avoid practising it before presenting to the prospective buyer.

Product demonstrations can be a high-risk sales aid due to the chance of the product malfunctioning during the demonstration.

After the introductory part of the sales call, the salesperson must try to determine when the order will be placed.

What type of question are "What do you think?" and "Does this answer your concern?" both examples of?

Salespeople use testimonials to add credibility to their sales presentation.

When selling to groups, salespeople can expect tough questions from diverse perspectives.

When using proof providers, statistics from authoritative, third-party sources carry the highest credibility.

Which of the following is being used by a salesperson making the statement, "Run time for your manufacturing process at this location will be reduced by 10 percent with less wastage due to the greater sensitivity of this new machine"?

Sometimes salespeople do not focus on the confirmed benefits of the buyer.

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

According to the textbook, what should a salesperson planning to use statistics as a proof provider remember?

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else and then greeting each member of the buying team as they arrive.

Case histories can be more useful than testimonials due to their shorter length.

When available, what kind of statistics carries the highest credibility as statistical proof providers?

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

According to the textbook, what is the term for the use of statistics, testimonials, or case histories to support product claims?

The key aspects of voice characteristics are the pitch, volume, and speed of speech, which should be varied to add emphasis and increase the impact of the message conveyed.

The use of statistics, testimonials, or case histories to support product claims are known as proof providers.

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

A series of positive response checks indicates that the buyer is nearing a purchase decision.

What should a salesperson know about the difference between potential and confirmed benefits?

To keep a sales presentation fresh and exciting, a salesperson should avoid practising it before presenting to the prospective buyer.

Product demonstrations can be a high-risk sales aid due to the chance of the product malfunctioning during the demonstration.

After the introductory part of the sales call, the salesperson must try to determine when the order will be placed.

What type of question are "What do you think?" and "Does this answer your concern?" both examples of?

Salespeople use testimonials to add credibility to their sales presentation.

When selling to groups, salespeople can expect tough questions from diverse perspectives.

When using proof providers, statistics from authoritative, third-party sources carry the highest credibility.

Which of the following is being used by a salesperson making the statement, "Run time for your manufacturing process at this location will be reduced by 10 percent with less wastage due to the greater sensitivity of this new machine"?

Sometimes salespeople do not focus on the confirmed benefits of the buyer.

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

According to the textbook, what should a salesperson planning to use statistics as a proof provider remember?

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else and then greeting each member of the buying team as they arrive.

Case histories can be more useful than testimonials due to their shorter length.

When available, what kind of statistics carries the highest credibility as statistical proof providers?

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