Question 1

Which of the following is not a reason for using sales aids?

Accepted Answer

A)  Capture prospective buyer's attention. 
B)  Increase the buyer's participation and involvement. 
C)  Add clarity and enhance the prospect's understanding. 
D)  Generate interest in the recommended solution. 
E)  All of the above are correct. 
A)  Capture prospective buyer's attention. 
B)  Increase the buyer's participation and involvement. 
C)  Add clarity and enhance the prospect's understanding. 
D)  Generate interest in the recommended solution. 
E)  All of the above are correct.

Question 2

When following the SPES sequence, the first step involves presenting the sales aid.

Accepted Answer

A) True 
 B)False

Question 3

Salespeople consistently having trouble with properly presenting sales aids could probably benefit from ____.

Accepted Answer

A)  The SPES Sequence 
B)  The SELL Sequence 
C)  ADAPT 
D)  SPIN 
E)  None of the above. 
A)  The SPES Sequence 
B)  The SELL Sequence 
C)  ADAPT 
D)  SPIN 
E)  None of the above.

Question 4

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to collectively as _______________support.

Accepted Answer

The answer of The use of voice characteristics, examples and...

Question 5

It is important for a salesperson to determine the needs before making a sales presentation.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

A case history should be thorough and detailed, taking five to ten minutes to present.

Accepted Answer

A) True 
 B)False

Question 8

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 
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 9

_____________are facts that lend credibility to product claims and are used as proof providers.

Accepted Answer

The answer of _____________are facts that lend credibility to product...

Question 10

Which of the following tips is most accurate with respect to selling to groups?

Accepted Answer

A)  Make sure to identify and focus on the decision maker. 
B)  For dramatic affect make sure to enter the meeting room only after everyone else is in attendance. 
C)  Make sure all members of the group feel that their opinions are valuable. 
D)  After the group meeting is over, try to get the decision maker before he/she leaves the room. 
E)  B and D are correct 
A)  Make sure to identify and focus on the decision maker. 
B)  For dramatic affect make sure to enter the meeting room only after everyone else is in attendance. 
C)  Make sure all members of the group feel that their opinions are valuable. 
D)  After the group meeting is over, try to get the decision maker before he/she leaves the room. 
E)  B and D are correct

Question 11

A salesperson will use analogies to add interest and clarity to a presentation.

Accepted Answer

A) True 
 B)False

Question 12

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. 
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 13

Case histories are usually fictitious.

Accepted Answer

A) True 
 B)False

Question 14

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

Question 15

According to the SPES Sequence, the first step in presenting sales aid is to _________ the selling point and ___________ the sales aid.

Accepted Answer

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

Question 16

When handling questions in group presentations, the salesperson should repeat or rephrase the question before answering it.

Accepted Answer

A) True 
 B)False

Question 17

________________ (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 questions...

Question 18

An anecdote is the same thing as an analogy.

Accepted Answer

A) True 
 B)False

Question 19

In some ways, making a sales presentation is analogous to performing surgery.

Accepted Answer

A) True 
 B)False

Question 20

The "P" in the SPES Sequence stands for ____.

Accepted Answer

A)  Probe for problems 
B)  Present the sales aid 
C)  Probe for confirmed benefits 
D)  Point out all the features and benefits 
E)  None of the above 
A)  Probe for problems 
B)  Present the sales aid 
C)  Probe for confirmed benefits 
D)  Point out all the features and benefits 
E)  None of the above

Which of the following is not a reason for using sales aids?

When following the SPES sequence, the first step involves presenting the sales aid.

Salespeople consistently having trouble with properly presenting sales aids could probably benefit from ____.

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to collectively as _______________support.

It is important for a salesperson to determine the needs before making a sales presentation.

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

A case history should be thorough and detailed, taking five to ten minutes to present.

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 ____.

_____________are facts that lend credibility to product claims and are used as proof providers.

Which of the following tips is most accurate with respect to selling to groups?

A salesperson will use analogies to add interest and clarity to a presentation.

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

Case histories are usually fictitious.

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

According to the SPES Sequence, the first step in presenting sales aid is to _ the selling point and ___ the sales aid.

When handling questions in group presentations, the salesperson should repeat or rephrase the question before answering it.

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

An anecdote is the same thing as an analogy.

In some ways, making a sales presentation is analogous to performing surgery.

The "P" in the SPES Sequence stands for ____.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 7: Sales Dialogue: Creating and Communicating Value

Which of the following is not a reason for using sales aids?

When following the SPES sequence, the first step involves presenting the sales aid.

Salespeople consistently having trouble with properly presenting sales aids could probably benefit from ____.

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to collectively as _______________support.

It is important for a salesperson to determine the needs before making a sales presentation.

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

A case history should be thorough and detailed, taking five to ten minutes to present.

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 ____.

_____________are facts that lend credibility to product claims and are used as proof providers.

Which of the following tips is most accurate with respect to selling to groups?

A salesperson will use analogies to add interest and clarity to a presentation.

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

Case histories are usually fictitious.

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

According to the SPES Sequence, the first step in presenting sales aid is to _________ the selling point and ___________ the sales aid.

When handling questions in group presentations, the salesperson should repeat or rephrase the question before answering it.

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

An anecdote is the same thing as an analogy.

In some ways, making a sales presentation is analogous to performing surgery.

The "P" in the SPES Sequence stands for ____.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

According to the SPES Sequence, the first step in presenting sales aid is to _ the selling point and ___ the sales aid.