Question 1

Craig,a salesperson,encounters a situation where two individuals from the buying group disagree on a particular benefit of the product he is presenting.Which of the following tactics should Craig employ in this situation?​

Accepted Answer

A) ​He should be diplomatic and handle the disagreement during the presentation. 
B) He should help resolve the issue at the end of the presentation. 
C) ​He should disregard the issue and continue with his presentation. 
D) ​He should always play an active role in any disagreement that arises. 
E) ​He should not present more information till the issue is resolved.

Question 2

_____ are proof providers in the form of statements from satisfied users of the selling organization's products and services.​

Accepted Answer

A) ​Statistics 
B) Confirmed benefits 
C) ​Testimonials 
D) ​Analogies 
E) ​Anecdotes

Question 3

For an effective group sales presentation,a salesperson should:​

Accepted Answer

A) ​refrain from interacting with the buyers until the end of the presentation. 
B) greet the group as a whole after everybody arrives. 
C) ​arrive early and greet individuals personally as they arrive. 
D) ​connect with the buyers at a group level from the very beginning. 
E) ​arrive at the location after the buying group has arrived.

Question 4

A characteristic or quality of a product is referred to as a(n)_____.​

Accepted Answer

A) ​anecdote 
B) testimonial 
C) ​benefit 
D) ​feature 
E) ​sales aid

Question 5

Identify a tip for preparing visual materials for sales presentations.​

Accepted Answer

A) ​Leave less white space in the visuals. 
B) Make sure each visual presents many ideas. 
C) ​Clearly label each visual with titles. 
D) ​Put in as much information as possible. 
E) ​Use a variety of layouts in the visuals.

Question 6

_________ are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

Accepted Answer

The answer of _________ are questions salespeople use throughout a...

Question 7

An analogy is a special form of _____.​

Accepted Answer

A) ​anecdote 
B) comparison 
C) ​analysis 
D) ​proof provider 
E) ​example

Question 8

Response checks and check-backs are most commonly used:​

Accepted Answer

A) ​after an entire presentation. 
B) following the response to an objection. 
C) ​as a way to uncover needs. 
D) ​when setting appointments. 
E) ​to uncover objections.

Question 9

While examples may be hypothetical,anecdotes are not.

Accepted Answer

A) True 
 B)False

Question 10

The process of presenting one's product or service to individual buyers before a major sales dialogue with a group of buyers is known as _________.

Accepted Answer

The answer of The process of presenting one's product or...

Question 11

Which of the following is a tip for preparing visual materials for sales presentations?​

Accepted Answer

A) ​Never leave any white space. 
B) Never use the same format throughout the presentation. 
C) ​Never use less than 14 lines per visual. 
D) ​Never read the presentation directly from the visual. 
E) ​Never use colors for functional purposes.

Question 12

April,a salesperson,is preparing to present her company's new automatic air conditioner to a buying group.She says,"If the temperature of a room gets too cold or too warm,the air conditioner will automatically adjust its settings and bring the temperature back to the desired state." In this scenario,April has used a(n)_____ to support her presentation.​

Accepted Answer

A) ​testimonial 
B) analogy 
C) ​anecdote 
D) ​example 
E) ​comparison

Question 13

Sales aids like multimedia presentations,videos,and product demonstrations can increase a buyer's participation and involvement.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following guidelines should a salesperson follow during a product demonstration?​

Accepted Answer

A) ​The salesperson should ensure that the product appears used and worn out. 
B) The salesperson should check for problem-free operation. 
C) ​The salesperson should never use the product prior to the demonstration. 
D) ​The salesperson should never anticipate problems. 
E) ​The salesperson should make sure the setup and knockdown are slow.

Question 15

Creating value and generating confirmed benefits are major objectives of the SPIN (situation questions,problem questions,implication questions,and need payoff questions)and _________ questioning strategies.

Accepted Answer

The answer of Creating value and generating confirmed benefits are...

Question 16

Which of the following is true of testimonials?​

Accepted Answer

A) ​They are complaints from current users of a company's products or services. 
B) They help prospective buyers decide whether or not they want to move forward with a sales dialogue. 
C) ​They are provided in story form to make it interesting and understandable for prospective buyers. 
D) ​They are similar to statistics but in the form of statements from satisfied users. 
E) ​They can be used even when they are not relevant to prospective buyers.

Question 17

Harry is a salesperson at Lenic Technology.When demonstrating the company's new 3D printer to a prospective buyer,Harry should:​

Accepted Answer

A) ​make sure the product being demonstrated is typical of what is being recommended. 
B) list all the features of the product verbally without using the actual product. 
C) ​try to keep the customer from getting too involved in the demonstration of the product. 
D) ​be concerned about his ability to demonstrate the product effectively. 
E) ​apologize in advance for poor appearance and inadequate performance of the product.

Question 18

It is to the salesperson's disadvantage if disagreements can be handled during the presentation.

Accepted Answer

A) True 
 B)False

Question 19

Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a(n)_____.​

Accepted Answer

A) ​hidden benefit 
B) potential benefit 
C) ​confirmed benefit 
D) ​closed benefit 
E) ​accessory benefit

Question 20

A testimonial written in story form is known as a(n)_____.​

Accepted Answer

A) ​customer statement 
B) case history 
C) ​analogy 
D) ​example 
E) ​comparison

Exam 7: Sales Dialogue: Creating and Communication Value

Craig,a salesperson,encounters a situation where two individuals from the buying group disagree on a particular benefit of the product he is presenting.Which of the following tactics should Craig employ in this situation?

_____ are proof providers in the form of statements from satisfied users of the selling organization's products and services.

For an effective group sales presentation,a salesperson should:

A characteristic or quality of a product is referred to as a(n) _____.

Identify a tip for preparing visual materials for sales presentations.

_________ are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

An analogy is a special form of _____.

Response checks and check-backs are most commonly used:

While examples may be hypothetical,anecdotes are not.

The process of presenting one's product or service to individual buyers before a major sales dialogue with a group of buyers is known as _________.

Which of the following is a tip for preparing visual materials for sales presentations?

Sales aids like multimedia presentations,videos,and product demonstrations can increase a buyer's participation and involvement.

Which of the following guidelines should a salesperson follow during a product demonstration?

Creating value and generating confirmed benefits are major objectives of the SPIN (situation questions,problem questions,implication questions,and need payoff questions)and _________ questioning strategies.

Which of the following is true of testimonials?

Harry is a salesperson at Lenic Technology.When demonstrating the company's new 3D printer to a prospective buyer,Harry should:

It is to the salesperson's disadvantage if disagreements can be handled during the presentation.

Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a(n) _____.

A testimonial written in story form is known as a(n) _____.

Exam 7: Sales Dialogue: Creating and Communication Value

Craig,a salesperson,encounters a situation where two individuals from the buying group disagree on a particular benefit of the product he is presenting.Which of the following tactics should Craig employ in this situation?​

_____ are proof providers in the form of statements from satisfied users of the selling organization's products and services.​

For an effective group sales presentation,a salesperson should:​

A characteristic or quality of a product is referred to as a(n) _____.​

Identify a tip for preparing visual materials for sales presentations.​

_________ are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

An analogy is a special form of _____.​

Response checks and check-backs are most commonly used:​

While examples may be hypothetical,anecdotes are not.

The process of presenting one's product or service to individual buyers before a major sales dialogue with a group of buyers is known as _________.

Which of the following is a tip for preparing visual materials for sales presentations?​

Sales aids like multimedia presentations,videos,and product demonstrations can increase a buyer's participation and involvement.

Which of the following guidelines should a salesperson follow during a product demonstration?​

Creating value and generating confirmed benefits are major objectives of the SPIN (situation questions,problem questions,implication questions,and need payoff questions)and _________ questioning strategies.

Which of the following is true of testimonials?​

Harry is a salesperson at Lenic Technology.When demonstrating the company's new 3D printer to a prospective buyer,Harry should:​

It is to the salesperson's disadvantage if disagreements can be handled during the presentation.

Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a(n) _____.​

A testimonial written in story form is known as a(n) _____.​

Craig,a salesperson,encounters a situation where two individuals from the buying group disagree on a particular benefit of the product he is presenting.Which of the following tactics should Craig employ in this situation?

_____ are proof providers in the form of statements from satisfied users of the selling organization's products and services.

For an effective group sales presentation,a salesperson should:

A characteristic or quality of a product is referred to as a(n) _____.

Identify a tip for preparing visual materials for sales presentations.

An analogy is a special form of _____.

Response checks and check-backs are most commonly used:

Which of the following is a tip for preparing visual materials for sales presentations?

Which of the following guidelines should a salesperson follow during a product demonstration?

Which of the following is true of testimonials?

Harry is a salesperson at Lenic Technology.When demonstrating the company's new 3D printer to a prospective buyer,Harry should:

Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a(n) _____.

A testimonial written in story form is known as a(n) _____.