Question 1

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

Accepted Answer

A) Sales aids​ 
B) Case histories 
C) ​Videos 
D) ​Illustrations 
E) ​Visual materials

Question 2

_____ are facts that lend believability to claims of value and benefit.​

Accepted Answer

A) ​Statistics 
B) Testimonials 
C) ​Examples 
D) ​Analogies 
E) ​Anecdotes

Question 3

Steve,a salesperson at Cann Computer Corp.,confirms that his prospective customer needs 50 new computers that offer high-quality graphics.During his sales presentation,Steve should:​

Accepted Answer

A) try to convince the buyer by stating that his company's computers do not offer high-quality graphics but are considerably cheap. 
B) try to convince the buyer by stating that his company's computers offer high-quality graphics. 
C) try to convince the buyer by demonstrating various features of his company's computers other than high-quality graphics. 
D) talk about the graphic capabilities of his company's computers and then offer a quantity discount. 
E) talk about how the prospective buyer can still be able to work without high-quality graphics.

Question 4

An anecdote is a specific type of _________.

Accepted Answer

The answer of An anecdote is a specific type of...

Question 5

The use of electronic materials,such as multimedia presentations,should be avoided during presentations because they tend to be very distracting.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

A key to effective sales dialogue is to limit the involvement of the buyer.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is true of eye contact when selling to a buying group?​

Accepted Answer

A) ​When answering questions, the salesperson should rapidly scan the room from side to side. 
B) When asked a question, the salesperson should immediately refer to his notes and sales aids. 
C) ​The salesperson should maintain eye contact with the established decision makers throughout the presentation. 
D) ​The salesperson should connect with each individual for a few seconds over the course of the presentation. 
E) ​The salesperson should look just over the heads of the group while speaking.

Question 9

_________ such as statistics,testimonials,and case histories can be utilized to preempt a buyer from asking,"Can you prove it?" or "Who says so?"

Accepted Answer

The answer of _________ such as statistics,testimonials,and case histories can...

Question 10

Marcus,a salesperson,consistently has trouble with properly presenting sales aids to prospective buyers.He could probably benefit from using the _____ Sequence.​

Accepted Answer

A) ​SPES 
B) IPSS 
C) ​SIPS 
D) ​IPES 
E) ​SSES

Question 11

"Does that answer your concern?" is an example of a response check.

Accepted Answer

A) True 
 B)False

Question 12

When selling to groups,it is essential to make all members of the group feel that their opinions are valuable.

Accepted Answer

A) True 
 B)False

Exam 7: Sales Dialogue: Creating and Communication Value

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

_____ are facts that lend believability to claims of value and benefit.​

Steve,a salesperson at Cann Computer Corp.,confirms that his prospective customer needs 50 new computers that offer high-quality graphics.During his sales presentation,Steve should:​

An anecdote is a specific type of _________.

The use of electronic materials,such as multimedia presentations,should be avoided during presentations because they tend to be very distracting.

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

A key to effective sales dialogue is to limit the involvement of the buyer.

Which of the following is true of eye contact when selling to a buying group?​

_________ such as statistics,testimonials,and case histories can be utilized to preempt a buyer from asking,"Can you prove it?" or "Who says so?"

Marcus,a salesperson,consistently has trouble with properly presenting sales aids to prospective buyers.He could probably benefit from using the _____ Sequence.​

"Does that answer your concern?" is an example of a response check.

When selling to groups,it is essential to make all members of the group feel that their opinions are valuable.

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

_____ are facts that lend believability to claims of value and benefit.

Steve,a salesperson at Cann Computer Corp.,confirms that his prospective customer needs 50 new computers that offer high-quality graphics.During his sales presentation,Steve should:

Which of the following is true of eye contact when selling to a buying group?

Marcus,a salesperson,consistently has trouble with properly presenting sales aids to prospective buyers.He could probably benefit from using the _____ Sequence.