Question 1

Which of the following is an advantage of preselling?

Accepted Answer

A)  Buyers can get a preview of sales presentation. 
B)  Salespeople can determine individual and group interests. 
C)  Salespeople can provide buyers with testimonies as proofs for claims of benefits. 
D)  Buyers can nominate themselves to become the decision maker of their group. 
E)  Salespeople can manipulate statistics according to buyer preferences.

Question 2

An observant salesperson receives a great deal of continual feedback by:

Accepted Answer

A)  using verbal supports such as comparisons and analogies in a sales dialogue. 
B)  planning and practicing a sales presentation. 
C)  assessing the buyer's nonverbal cues. 
D)  presenting a product's benefits and values. 
E)  attempting to engage buyers.

Question 3

Which of the following is true of case histories?

Accepted Answer

A)  They are useful in breaking the monotony of a long presentation. 
B)  They are complaints from prospective buyers of a company's products or services. 
C)  They help salespeople determine the needs of their prospective buyers. 
D)  They help prospective customers establish relationship with existing customers. 
E)  They are most effective when presented orally.

Question 4

Which of the following is true of electronic materials as a sales aid?

Accepted Answer

A)  Its demand in sales process has declined in recent years. 
B)  It is expensive and difficult to produce. 
C)  It does not involve product demonstrations and competitive comparisons. 
D)  It can be customized for specific buyers. 
E)  It does not provide a realistic portrayal of a product or service.

Question 5

Salespeople can use verbal support elements to:

Accepted Answer

A)  make a sales dialogue interesting. 
B)  reduce the duration of a sales presentation. 
C)  identify buyers' confirmed benefits. 
D)  provide proof to their claims of benefit. 
E)  evaluate prospective buyers' responses.

Question 6

Which of the following gives an appearance of nervousness by salespersons?

Accepted Answer

A)  Establishing periodic eye contact with individuals 
B)  Arriving at a location before the buying group 
C)  Scanning rapidly from side to side 
D)  Engaging in preselling 
E)  Identifying the decision maker in the group

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

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 instead of individually. 
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 9

In the context of the effectiveness of presentation tools and sales aids, which of the following is the first step in the SPES Sequence?

Accepted Answer

A)  Summarize the contributions of the sales aid. 
B)  State selling point and introduce the sales aid. 
C)  Share the sales aid with other salespersons. 
D)  State the positives and negatives of the sales aid. 
E)  Sort the types of sales aid available to salespeople.

Question 10

Buyers are typically interested in all of a product's features and benefits.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is an example of proof providers?

Accepted Answer

A)  Printed materials 
B)  Case histories 
C)  Multimedia presentation 
D)  Photographs and images 
E)  Charts and graphs

Question 12

A major purpose of the use of the SPIN or ADAPT questioning process is to help salespeople identify the overall benefits for buyers.

Accepted Answer

A) True 
 B)False

Question 13

Maintaining a constant speed of speech can add emphasis and guide buyers' attention to selected points of the presentation.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following does a salesperson need to do in order to produce understandable sales dialogue?

Accepted Answer

A)  A salesperson should allow another salesperson to take over the presentation halfway through. 
B)  A salesperson should avoid the use of statistics. 
C)  A salesperson should ask for a purchase commitment after every five minutes. 
D)  A salesperson should minimize the use of sales aids. 
E)  A salesperson should use verbal support elements during the sales dialogue.

Question 15

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

Accepted Answer

A)  A salesperson should ensure that the product appears used and worn out. 
B)  A salesperson should check for problem-free operation. 
C)  A salesperson should never use the product prior to the demonstration. 
D)  A salesperson should request the buyer to refrain from touching the product. 
E)  A salesperson should make sure the setup and knockdown are slow.

Question 16

Which of the following is true of feedback from a prospective buyer?

Accepted Answer

A)  It helps salespeople create a successful canned sales presentation. 
B)  It helps the buyer develop a positive perception of salespeople. 
C)  It helps the buyer identify a product's benefits and value. 
D)  It helps salespeople assess whether he or she has successfully responded to the buyer's concerns. 
E)  It helps salespeople schedule preselling venues according to the buyer's interest.

Question 17

Sue, a salesperson at Protps Inc., delivers a sales presentation about the company's line of printing equipment. She provides prospective buyers with reports from state licensing bureaus and other authoritative sources supporting the performance of the product. In this scenario, which of the following proof providers is Sue using?

Accepted Answer

A)  Testimonials 
B)  Comparisons 
C)  Statistics 
D)  Anecdotes 
E)  Case histories

Question 18

Varying and changing pitch on key words minimizes and decreases the impact of a sales message.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A)  Check-backs 
B)  Anecdotes 
C)  Comparisons 
D)  Analogies 
E)  Sales aids

Question 20

Statistics, testimonials, and case histories are examples of proof providers.

Accepted Answer

A) True 
 B)False

Exam 7: Sales Dialog: Creating and Communicating Value

Which of the following is an advantage of preselling?

An observant salesperson receives a great deal of continual feedback by:

Which of the following is true of case histories?

Which of the following is true of electronic materials as a sales aid?

Salespeople can use verbal support elements to:

Which of the following gives an appearance of nervousness by salespersons?

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

For an effective group sales presentation, a salesperson should:

In the context of the effectiveness of presentation tools and sales aids, which of the following is the first step in the SPES Sequence?

Buyers are typically interested in all of a product's features and benefits.

Which of the following is an example of proof providers?

A major purpose of the use of the SPIN or ADAPT questioning process is to help salespeople identify the overall benefits for buyers.

Maintaining a constant speed of speech can add emphasis and guide buyers' attention to selected points of the presentation.

Which of the following does a salesperson need to do in order to produce understandable sales dialogue?

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

Which of the following is true of feedback from a prospective buyer?

Varying and changing pitch on key words minimizes and decreases the impact of a sales message.

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

Statistics, testimonials, and case histories are examples of proof providers.