Question 1

"Isn't that great?" is an example of a response-check?

Accepted Answer

A) True 
 B)False

Question 2

The SPES Sequence is a powerful 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 3

Which of the following is not a Tip for Preparing Visual Materials?

Accepted Answer

A)  Try to use tables instead of graphs and charts 
B)  Read from the presentation to reinforce the message. 
C)  Use bullet points to emphasize key points. 
D)  Use different layouts and formats throughout to increase the interest level. 
E)  All of the above are good tips.

Question 4

A testimonial written in story form is known as a(n) ____.

Accepted Answer

A)  Satisfied customer statement 
B)  Case history 
C)  Word of mouth opportunity 
D)  All of the above 
E)  None of the above

Question 5

A comparison is a special form of analogy.

Accepted Answer

A) True 
 B)False

Question 6

Sales aids can increase a buyer's participation and involvement.

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

The answer of Encouraging buyer feedback and a focus on...

Question 8

A series of positive response-checks indicates that the buyer is nearing a purchase decision.

Accepted Answer

A) True 
 B)False

Question 9

A physical characteristic or quality of a product is referred to as a ____.

Accepted Answer

A)  Benefit 
B)  Confirmed benefit 
C)  Value proposition 
D)  Feature 
E)  None of the above

Question 10

________________ (also known as response checks) are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

Accepted Answer

The answer of ________________ (also known as response checks) are...

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

The second "S" in the SPES Sequence stands for ____.

Accepted Answer

A)  Seek confirmation of benefits 
B)  Solve the buyer's problems 
C)  Summarize 
D)  Sort the needs in order of priority 
E)  None of the above

Question 13

One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).

Accepted Answer

A) True 
 B)False

Question 14

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 15

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 16

Salespeople should present as many benefits as they can when making a presentation.

Accepted Answer

A) True 
 B)False

Question 17

An anecdote is a specific type of a/an __________________

Accepted Answer

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

Question 18

Salespeople use testimonials to add credibility to their sales presentation.

Accepted Answer

A) True 
 B)False

Question 19

Preparing and completing the 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 the sales dialogue phase...

Question 20

A major disadvantage of using computer-based presentations (e.g., using PowerPoint) is that they cannot be easily customized.

Accepted Answer

A) True 
 B)False

Exam 7: Sales Dialogue: Creating and Communicating Value

"Isn't that great?" is an example of a response-check?

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

Which of the following is not a Tip for Preparing Visual Materials?

A testimonial written in story form is known as a(n) ____.

A comparison is a special form of analogy.

Sales aids can increase a buyer's participation and involvement.

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

A series of positive response-checks indicates that the buyer is nearing a purchase decision.

A physical characteristic or quality of a product is referred to as a ____.

________________ (also known as response checks) are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

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

The second "S" in the SPES Sequence stands for ____.

One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).

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 ____.

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

Salespeople should present as many benefits as they can when making a presentation.

An anecdote is a specific type of a/an __________________

Salespeople use testimonials to add credibility to their sales presentation.

Preparing and completing the 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 major disadvantage of using computer-based presentations (e.g., using PowerPoint) is that they cannot be easily customized.