Question 1

Which of the following is not a type/category of sales presentation aids and tools?

Accepted Answer

A)  Proof providers 
B)  Product demonstrations 
C)  Electronic materials 
D)  Visual material 
E)  All of the above are categories of presentation aids

Question 2

An example told in the form of a story is usually referred to as an anecdote.

Accepted Answer

A) True 
 B)False

Question 3

When demonstrating a product, the salesperson should

Accepted Answer

A)  Make sure the product being demonstrated is typical of what is being recommended. 
B)  Demonstrate the top of the line model. 
C)  Try to keep the customer getting too involved in the demonstration. 
D)  Be concerned about his/her ability to demonstrate the product effectively. 
E)  All of the above are correct.

Question 4

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

Accepted Answer

A)  Testimonials 
B)  Case histories 
C)  Statistics 
D)  only a and b 
E)  a, b, and c are examples of proof providers

Question 5

Preparing and completing this effective sales dialogue phase of the sales process successfully has been compared to doing _____________in that it is complex and requires preparation, knowledge, and skill.

Accepted Answer

The answer of Preparing and completing this effective sales dialogue...

Question 6

A testimonial is a form of proof provider.

Accepted Answer

A) True 
 B)False

Question 7

The SPES Sequence is a power tool because it helps the salesperson effectively ____.

Accepted Answer

A)  Uncover needs 
B)  Confirm benefits 
C)  Resolve objections 
D)  Utilize visual aids 
E)  Gain commitment

Question 8

An analogy is a special form of ____.

Accepted Answer

A)  Anecdote 
B)  Comparison 
C)  Analysis 
D)  Proof provider 
E)  None of the above

Question 9

Salespeople use testimonials when uncovering the needs of the buyer.

Accepted Answer

A) True 
 B)False

Question 10

When selling to groups, it would be beneficial for the salesperson to pre-sell individual group members prior to the group's formal meeting.

Accepted Answer

A) True 
 B)False

Question 11

According to the SPES Sequence, the third step in presenting sales aid is to _________ the sales aid.

Accepted Answer

The answer of According to the SPES Sequence, the third...

Exam 7: Sales Dialogue: Creating and Communicating Value

Which of the following is not a type/category of sales presentation aids and tools?

An example told in the form of a story is usually referred to as an anecdote.

When demonstrating a product, the salesperson should

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

Preparing and completing this effective sales dialogue phase of the sales process successfully has been compared to doing _____________in that it is complex and requires preparation, knowledge, and skill.

A testimonial is a form of proof provider.

The SPES Sequence is a power tool because it helps the salesperson effectively ____.

An analogy is a special form of ____.

Salespeople use testimonials when uncovering the needs of the buyer.

When selling to groups, it would be beneficial for the salesperson to pre-sell individual group members prior to the group's formal meeting.

According to the SPES Sequence, the third step in presenting sales aid is to _________ the sales aid.