Question 1

While examples may be hypothetical, anecdotes are not.

Accepted Answer

A) True 
 B)False

Question 2

In the context of verbal support elements, which of the following is true of comparison?

Accepted Answer

A)  It fails to increase a buyer's interest in a product. 
B)  It points out and illustrates the similarities between two points. 
C)  It is hypothetical in nature. 
D)  It is presented in the form of a story describing a specific incident. 
E)  It is used to divert attention from a topic of interest.

Question 3

A major purpose of the use of the _____ process is to help the salesperson identify the confirmed benefits for the buyer.

Accepted Answer

A)  5-P Sales questioning 
B)  matrix questioning 
C)  SPIN or ADAPT questioning 
D)  prospect questioning 
E)  value-added sales questioning

Question 4

During sales presentations, reading or overreliance on densely worded slides should be avoided by salespeople because:

Accepted Answer

A)  a speaker's voice may not be audible to an entire group of audience. 
B)  it fails to maintain contact with the audience. 
C)  it shifts the attention of the audience toward the salesperson. 
D)  it fails to adhere to the rules of sales presentation. 
E)  densely worded slides are not aesthetically pleasing.

Question 5

Jake, a marketing executive at Relax Homes, issues a Relax Homes brochure to Tom, a prospective buyer. The brochure provided by Jake must necessarily include:

Accepted Answer

A)  Relax Homes' financial reports. 
B)  Jake's contact details. 
C)  Relax Homes' customer testimonials. 
D)  Jake's income details. 
E)  Jake's educational qualifications.

Question 6

Voice characteristics, examples and anecdotes, and comparisons and analogies are elements of _____.

Accepted Answer

A)  sales aids 
B)  verbal support 
C)  active listening 
D)  phonation 
E)  proof providers

Question 7

Henry, a salesperson at ChillCool, approaches Sam in an effort to sell ChillCool's new air conditioner. Sam indicates that he is interested in an air conditioner that can benefit him by consuming less electricity. In this scenario, the benefit indicated by Sam is called a _____.

Accepted Answer

A)  hidden benefit 
B)  potential benefit 
C)  confirmedbenefit 
D)  closed  benefit 
E)  fringe benefit

Question 8

To handle questions that arise during a group dialogue effectively, a salesperson should:

Accepted Answer

A)  request the group members to ask questions at the end of the sales dialogue. 
B)  listen carefully and maintain eye contact with the person asking the question. 
C)  attempt to provide an answer that does not encourage further questions from the group. 
D)  glance at his or her sales materials when a person is asking a question. 
E)  provide an answer that is short and does not extend the duration of the sales dialogue.

Question 9

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

Accepted Answer

A)  Summarize the contributions of the sales aid. 
B)  State the selling point of 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

Nonverbal cues are used to evaluate the buyer's interest and assess the progress of the sales dialogue.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is true of product demonstration as a sales aid?

Accepted Answer

A)  It should be conducted using the actual product rather than a model of the product. 
B)  It should not be customized according to buyer specifications. 
C)  It should not be conducted through any form of electronic multimedia. 
D)  It should be ensured that the setup and removal of the product do not detract from sales presentation. 
E)  It should be conducted in the presence of a large group of buyers and not before individual buyers.

Question 12

Encouraging buyer feedback and focusing on creating value for the buyer are both key requirements for an effective _____.

Accepted Answer

A)  verbal support 
B)  territory analysis 
C)  proof provider 
D)  sales dialogue 
E)  account classification

Question 13

When preparing printed materials and visuals, a salesperson should:

Accepted Answer

A)  put in as much information as possible. 
B)  avoid supportive evidence to minimize material space. 
C)  make sure each visual presents many ideas. 
D)  check for typographical and spelling errors. 
E)  use a variety of layouts in the visuals.

Question 14

Harper, a salesperson, uses PowerPoint slides and video presentations when selling computers to a group of prospective buyers. He finds that this engages the buyers with the presentation and is more effective in making the buyers understand the product as well as its features and benefits. In this scenario, which of the following sales aids does Harper use?

Accepted Answer

A)  Response checks 
B)  Voice characteristics 
C)  Electronic materials 
D)  Product demonstrations 
E)  Proof providers

Question 15

_____ are used to back up claims of benefits and value produced and provided to a buyer.

Accepted Answer

A)  Product demonstrations 
B)  Visual materials 
C)  Analogies 
D)  Proof providers 
E)  Anecdotes

Question 16

When handling a question in a group dialogue, which of the following ensures that everyone understands the question?

Accepted Answer

A)  Repeating or restating the question asked by an individual 
B)  Maintaining proper eye contact with members of the group 
C)  Suggesting that a member of the group answer the question 
D)  Providing the answer at the end of the group dialogue 
E)  Answering the question using a visual aid

Question 17

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 that his company's computers offer average graphics but are considerably cheap. 
B)  try to convince the buyer that his company's computers offer high-quality graphics. 
C)  try to convince the buyer that he or she should focus on a computer's processor speed rather than its graphics. 
D)  talk about the importance of high-quality graphics in computers. 
E)  talk about how the prospective buyer can still be able to work without high-quality graphics.

Question 18

Which of the following helps build trust and confidence among prospective buyers?

Accepted Answer

A)  Multimedia presentations 
B)  Product demonstrations 
C)  Printed materials 
D)  Photographs 
E)  Testimonials

Question 19

Which of the following types of sales aids provides a prospective buyer with an opportunity for hands-on experience on a product?

Accepted Answer

A)  Printed materials 
B)  Photographs and illustrations 
C)  Multimedia presentations 
D)  Product demonstrations 
E)  Charts and graphs

Question 20

In the context of a sales dialogue, the question "Does that answer your concern?" is an example of a response check.

Accepted Answer

A) True 
 B)False

Exam 7: Sales Dialog: Creating and Communicating Value

While examples may be hypothetical, anecdotes are not.

In the context of verbal support elements, which of the following is true of comparison?

A major purpose of the use of the _____ process is to help the salesperson identify the confirmed benefits for the buyer.

During sales presentations, reading or overreliance on densely worded slides should be avoided by salespeople because:

Jake, a marketing executive at Relax Homes, issues a Relax Homes brochure to Tom, a prospective buyer. The brochure provided by Jake must necessarily include:

Voice characteristics, examples and anecdotes, and comparisons and analogies are elements of _____.

Henry, a salesperson at ChillCool, approaches Sam in an effort to sell ChillCool's new air conditioner. Sam indicates that he is interested in an air conditioner that can benefit him by consuming less electricity. In this scenario, the benefit indicated by Sam is called a _____.

To handle questions that arise during a group dialogue effectively, a salesperson should:

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

Nonverbal cues are used to evaluate the buyer's interest and assess the progress of the sales dialogue.

Which of the following is true of product demonstration as a sales aid?

Encouraging buyer feedback and focusing on creating value for the buyer are both key requirements for an effective _____.

When preparing printed materials and visuals, a salesperson should:

_____ are used to back up claims of benefits and value produced and provided to a buyer.

When handling a question in a group dialogue, which of the following ensures that everyone understands the question?

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 helps build trust and confidence among prospective buyers?

Which of the following types of sales aids provides a prospective buyer with an opportunity for hands-on experience on a product?

In the context of a sales dialogue, the question "Does that answer your concern?" is an example of a response check.