Question 1

What is the term for a testimonial written in story or anecdotal form used as a proof provider?

Accepted Answer

A)  a satisfied customer statement 
B)  a case history 
C)  a word-of-mouth opportunity 
D)  an analogy 
A)  a satisfied customer statement 
B)  a case history 
C)  a word-of-mouth opportunity 
D)  an analogy

Question 2

A testimonial is a form of proof provider.

Accepted Answer

A) True 
 B)False

Question 3

When salespeople do not focus on the confirmed benefits, they lose a customer in the long run.

Accepted Answer

A) True 
 B)False

Question 4

In FAB selling, what is the selection of confirmed benefits provided by the proposed solution sometimes called?

Accepted Answer

A)  the need-payoff 
B)  the confirmed solution 
C)  the value proposition 
D)  the feature-benefit match 
A)  the need-payoff 
B)  the confirmed solution 
C)  the value proposition 
D)  the feature-benefit match

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

What do the SPIN and ADAPT questioning models help the salesperson identify for the buyer?

Accepted Answer

A)  potential benefits 
B)  features 
C)  situational factors related to the purchase 
D)  confirmed benefits 
A)  potential benefits 
B)  features 
C)  situational factors related to the purchase 
D)  confirmed benefits

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A)  scan rapidly but evenly from side to side to make sure that everyone receives eye contact 
B)  look just over the heads of the audience so that even those at the back feel like they are being paid attention to 
C)  focus on the shirt collars of each member to avoid singling out anyone inappropriately 
D)  connect with individuals or small subgroups for a few seconds and then move on, making sure to cover the whole room during the presentation 
A)  scan rapidly but evenly from side to side to make sure that everyone receives eye contact 
B)  look just over the heads of the audience so that even those at the back feel like they are being paid attention to 
C)  focus on the shirt collars of each member to avoid singling out anyone inappropriately 
D)  connect with individuals or small subgroups for a few seconds and then move on, making sure to cover the whole room during the presentation

Question 9

What is the term for questions salespeople use throughout a sales dialogue to generate feedback from the buyer?

Accepted Answer

A)  situation questions 
B)  need discovery questions 
C)  follow-up questions 
D)  check-backs or response checks 
A)  situation questions 
B)  need discovery questions 
C)  follow-up questions 
D)  check-backs or response checks

What is the term for a testimonial written in story or anecdotal form used as a proof provider?

A testimonial is a form of proof provider.

When salespeople do not focus on the confirmed benefits, they lose a customer in the long run.

In FAB selling, what is the selection of confirmed benefits provided by the proposed solution sometimes called?

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

What do the SPIN and ADAPT questioning models help the salesperson identify for the buyer?

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

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

What is the term for questions salespeople use throughout a sales dialogue to generate feedback from the buyer?

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 is the term for a testimonial written in story or anecdotal form used as a proof provider?

A testimonial is a form of proof provider.

When salespeople do not focus on the confirmed benefits, they lose a customer in the long run.

In FAB selling, what is the selection of confirmed benefits provided by the proposed solution sometimes called?

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

What do the SPIN and ADAPT questioning models help the salesperson identify for the buyer?

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

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

What is the term for questions salespeople use throughout a sales dialogue to generate feedback from the buyer?

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