Question 1

Which of the following is an example of a proof provider?

Accepted Answer

A)  Testimonials 
B)  Case histories 
C)  Statistics 
D)  only a and b 
E)  a, b, and c are examples of proof providers

Question 2

Suppose your company is going to buy a new copier because you want one that will improve your productivity by automatically stapling documents. When a salesperson gets your agreement that his/her product will increase productivity because it staples automatically, a ____ has been identified.

Accepted Answer

A)  potential benefit 
B)  confirmed benefit 
C)  value-source-component (VS
C)  
D)  value story 
E)  None of the above.

Question 3

Preparing and completing this effective sales dialogue phase of the sales process successfully has been compared to doing _____________in that it is complex and requires preparation, knowledge, and skill.

Accepted Answer

The answer of Preparing and completing this effective sales dialogue...

Question 4

______________occurs when salespeople present their product or service to individual buyers before a major sales dialogue with a group of buyers.

Accepted Answer

The answer of ______________occurs when salespeople present their product or...

Question 5

One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).

Accepted Answer

A) True 
 B)False

Question 6

Group sales presentations are extremely rare.

Accepted Answer

A) True 
 B)False

Question 7

"Does this make sense to you so far?" is an example of a ____________ question (designed to generate feedback from the buyer.

Accepted Answer

The answer of "Does this make sense to you so...

Question 8

One of the tips for preparing visual materials is that visual material should be kept ____________ (simple or complex).

Accepted Answer

The answer of One of the tips for preparing visual...

Question 9

When handling questions from a buying group, salespeople should remember ____.

Accepted Answer

A)  To ensure everyone has heard and understands the question before answering it 
B)  To not try and bluff the group by trying to answer a question to which they do not know the answer 
C)  To answer questions as directly as possible 
D)  Speak primarily to the person identified as the decision maker 
E)  a, b, and c are correct

Question 10

The first "S" in the SPES Sequence stands for ____.

Accepted Answer

A)  State the need 
B)  State the concern 
C)  State the selling point and introduce the sales aid 
D)  Summarize 
E)  None of the above

Question 11

The "E" in the SPES Sequence stands for ____.

Accepted Answer

A)  Explain the benefits 
B)  Explain the sales aid 
C)  Explore the buyer's situation 
D)  Explore additional solutions 
E)  None of the above

Question 12

LaToya is a salesperson for XYZ Co. and is preparing to make a sales call. She should plan to use a check-back type of question after she has ____.

Accepted Answer

A)  Gone through a specific feature-benefit sequence 
B)  Made an introduction 
C)  Responded to an objection 
D)  Both A and C are correct 
E)  None of the above are correct

Question 13

According to the SPES Sequence, the second step in presenting sales aid is to _________ the sales aid.

Accepted Answer

The answer of According to the SPES Sequence, the second...

Question 14

Potential benefits become confirmed benefits only when the buyer acknowledges their value.

Accepted Answer

A) True 
 B)False

Question 15

A major purpose of SPIN and ADAPT is to help the salesperson identify the ____________ for the buyer.

Accepted Answer

A)  Benefits 
B)  Features 
C)  Situation 
D)  Confirmed benefits 
E)  None of the above are correct.

Question 16

A salesperson saying that using his or her sales force automation software is like having a secretary that will work for free, is using a(n):

Accepted Answer

A)  Analogy 
B)  Anecdote 
C)  Story board 
D)  Verbal episode example (VE
E)  
E)  None of the above

Question 17

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

Accepted Answer

The answer of The pitch and speed of speech, which...

Question 18

Achieving success in the sales presentation is analogous success in ____, in that both are complex, require preparation, knowledge, and skill.

Accepted Answer

A)  surgery 
B)  football 
C)  driving 
D)  reading 
E)  gambling

Question 19

"Isn't that great?" is an example of a response-check?

Accepted Answer

A) True 
 B)False

Question 20

When preparing printed materials and visuals, a salesperson should remember ____.

Accepted Answer

A)  Printed materials and visuals should be relatively complex 
B)  To read the presentation directly from the visual 
C)  To make sure each visual presents only one idea 
D)  To avoid bullet points 
E)  Use a lot of color, especially to decorate the visual aid

Exam 7: Sales Dialogue: Creating and Communicating Value

Which of the following is an example of a proof provider?

Suppose your company is going to buy a new copier because you want one that will improve your productivity by automatically stapling documents. When a salesperson gets your agreement that his/her product will increase productivity because it staples automatically, a ____ has been identified.

Preparing and completing this effective sales dialogue phase of the sales process successfully has been compared to doing _____________in that it is complex and requires preparation, knowledge, and skill.

______________occurs when salespeople present their product or service to individual buyers before a major sales dialogue with a group of buyers.

One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).

Group sales presentations are extremely rare.

"Does this make sense to you so far?" is an example of a ____________ question (designed to generate feedback from the buyer.

One of the tips for preparing visual materials is that visual material should be kept ____________ (simple or complex).

When handling questions from a buying group, salespeople should remember ____.

The first "S" in the SPES Sequence stands for ____.

The "E" in the SPES Sequence stands for ____.

LaToya is a salesperson for XYZ Co. and is preparing to make a sales call. She should plan to use a check-back type of question after she has ____.

According to the SPES Sequence, the second step in presenting sales aid is to _________ the sales aid.

Potential benefits become confirmed benefits only when the buyer acknowledges their value.

A major purpose of SPIN and ADAPT is to help the salesperson identify the ____________ for the buyer.

A salesperson saying that using his or her sales force automation software is like having a secretary that will work for free, is using a(n) :

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

Achieving success in the sales presentation is analogous success in ____, in that both are complex, require preparation, knowledge, and skill.

"Isn't that great?" is an example of a response-check?

When preparing printed materials and visuals, a salesperson should remember ____.