Question 1

At courage and buyer feedback in a focus on creating value for the buyer are both keys to effective sales ___________.

Accepted Answer

The answer of At courage and buyer feedback in a...

Question 2

Sue is a salesperson attempting to get satisfied customers to go "on the record" about their experiences. Sue is trying obtain ____.

Accepted Answer

A)  Statistics 
B)  Confirmed benefits 
C)  Anecdotes 
D)  Analogies 
E)  None of the above are correct

Question 3

During the sales presentation, the salesperson should:

Accepted Answer

A)  present all of his or her product's features and benefits. 
B)  present all the benefits his or her product can produce. 
C)  present the benefits that address the buyer's needs. 
D)  avoid asking the buyer any more questions. 
E)  All of the above

Question 4

To the extent that it is possible, salespeople should ____________group questions, and then decide whether to address the questions before they arise or wait and address the questions should they arise during the presentation.

Accepted Answer

The answer of To the extent that it is possible,...

Question 5

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

Accepted Answer

The answer of _____________are proof providers that are in the...

Question 6

An anecdote is a type of comparison.

Accepted Answer

A) True 
 B)False

Question 7

When attempting to link solutions to needs, the salesperson should do all of the following except?

Accepted Answer

A)  Convey to the buyer how his/her product will meet the identified buyer's needs. 
B)  Explain how the product's features will produce the confirmed benefits. 
C)  Describe all of the products features and benefits. 
D)  Ensure the buyer understands the link between the relevant features and the confirmed benefits. 
E)  He/she should do all of the above

Question 8

A statement that points out and illustrates the similarities between two points is called a/an ____________.

Accepted Answer

The answer of A statement that points out and illustrates...

Question 9

After presenting a selling point, the salesperson should use a ____ type of question.

Accepted Answer

A)  Response-Check 
B)  Open-ended 
C)  Discover 
D)  Need-payoff 
E)  None of the above

Question 10

A salesperson's voice characteristics have no impact on his or her sales presentation ability.

Accepted Answer

A) True 
 B)False

Question 11

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 12

An anecdote is the same thing as an analogy.

Accepted Answer

A) True 
 B)False

Question 13

The value that comes from a product's particular feature is referred to as a ____.

Accepted Answer

A)  benefit 
B)  confirmed benefit 
C)  value proposition 
D)  feature 
E)  None of the above

Question 14

"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 15

Good salespeople rarely need sales presentation aids.

Accepted Answer

A) True 
 B)False

Question 16

Anthony has arrived five minutes early for his sales call with a buying group from one of his accounts. He is the only one in the room. Before the meeting gets underway, Anthony should remember to ____.

Accepted Answer

A)  Greet each group member as they arrive 
B)  Take some more time to practice his presentation 
C)  Leave the room and come back once everyone has arrived 
D)  Take a breath mint or chew some breath freshening gum 
E)  All of the above

Question 17

After using a visual sales aid, the salesperson should leave it out so that the buyer can look at it whenever they want.

Accepted Answer

A) True 
 B)False

Question 18

When selling to groups, salespeople should remember?

Accepted Answer

A)  To make periodic eye contact with everyone in the meeting. 
B)  To limit eye contact to the decision maker(s). 
C)  To avoid answering tough question when the group is present. 
D)  Not everyone in the group is important. 
E)  All of the above are correct

Question 19

A statement that points out and illustrates the similarities between two points is called a/an _______.

Accepted Answer

A)  Anecdote 
B)  Comparison 
C)  Example 
D)  Testimonial 
E)  None of the above are correct.

Question 20

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

Exam 7: Sales Dialogue: Creating and Communicating Value

At courage and buyer feedback in a focus on creating value for the buyer are both keys to effective sales ___________.

Sue is a salesperson attempting to get satisfied customers to go "on the record" about their experiences. Sue is trying obtain ____.

During the sales presentation, the salesperson should:

To the extent that it is possible, salespeople should ____________group questions, and then decide whether to address the questions before they arise or wait and address the questions should they arise during the presentation.

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

An anecdote is a type of comparison.

When attempting to link solutions to needs, the salesperson should do all of the following except?

A statement that points out and illustrates the similarities between two points is called a/an ____________.

After presenting a selling point, the salesperson should use a ____ type of question.

A salesperson's voice characteristics have no impact on his or her sales presentation ability.

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

An anecdote is the same thing as an analogy.

The value that comes from a product's particular feature is referred to as a ____.

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

Good salespeople rarely need sales presentation aids.

Anthony has arrived five minutes early for his sales call with a buying group from one of his accounts. He is the only one in the room. Before the meeting gets underway, Anthony should remember to ____.

After using a visual sales aid, the salesperson should leave it out so that the buyer can look at it whenever they want.

When selling to groups, salespeople should remember?

A statement that points out and illustrates the similarities between two points is called a/an _______.

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) :