Question 1

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 2

A salesperson will use a "check-back" or "response-check" to gauge the buyer's interest level.

Accepted Answer

A) True 
 B)False

Question 3

When selling to groups, a salesperson should only make eye contact with the buyer or decision maker.

Accepted Answer

A) True 
 B)False

Question 4

Voice characteristics are relatively unimportant to verbal communication.

Accepted Answer

A) True 
 B)False

Question 5

A salesperson's voice characteristics will impact his or her sales presentation effectiveness.

Accepted Answer

A) True 
 B)False

Question 6

Written testimonials are especially effective when they are written on the user's (testimonial provider's)letterhead.

Accepted Answer

A) True 
 B)False

Question 7

Presentation tools and sales aids can help salespeople generate interest in the recommended solution.

Accepted Answer

A) True 
 B)False

Question 8

___________________refer to statistics, testimonials, or case histories used to support product claims.

Accepted Answer

The answer of ___________________refer to statistics, testimonials, or case histories...

Question 9

______________occurs when salespeople present their product or service to individual buyers before a major sales dialogue with a group of buyers.

Accepted Answer

The answer of ______________occurs when salespeople present their product or...

Question 10

When preparing printed materials and visuals, a salesperson should remember ____.

Accepted Answer

A)  Printed materials and visuals should be relatively complex 
B)  To read the presentation directly from the visual 
C)  To make sure each visual presents only one idea 
D)  To avoid bullet points 
E)  Use a lot of color, especially to decorate the visual aid 
A)  Printed materials and visuals should be relatively complex 
B)  To read the presentation directly from the visual 
C)  To make sure each visual presents only one idea 
D)  To avoid bullet points 
E)  Use a lot of color, especially to decorate the visual aid

Question 11

Statistics, testimonials, or case histories to support product claims are referred to collectively as "proof providers".

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A)  Statistics 
B)  Confirmed benefits 
C)  Testimonials 
D)  Analogies 
E)  None of the above 
A)  Statistics 
B)  Confirmed benefits 
C)  Testimonials 
D)  Analogies 
E)  None of the above

Question 13

Which of the following is not one of the keys to effective sales dialogue?

Accepted Answer

A)  Engage and involve the buyer 
B)  Encourage buyer feedback 
C)  Plan and practice sales dialogue 
D)  Focus on creating value for the buyer 
E)  Each of the above is one of the keys to effective sales dialogue. 
A)  Engage and involve the buyer 
B)  Encourage buyer feedback 
C)  Plan and practice sales dialogue 
D)  Focus on creating value for the buyer 
E)  Each of the above is one of the keys to effective sales dialogue.

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

A salesperson will use a "check-back" or "response-check" to gauge the buyer's interest level.

When selling to groups, a salesperson should only make eye contact with the buyer or decision maker.

Voice characteristics are relatively unimportant to verbal communication.

A salesperson's voice characteristics will impact his or her sales presentation effectiveness.

Written testimonials are especially effective when they are written on the user's (testimonial provider's)letterhead.

Presentation tools and sales aids can help salespeople generate interest in the recommended solution.

___________________refer to statistics, testimonials, or case histories used to support product claims.

______________occurs when salespeople present their product or service to individual buyers before a major sales dialogue with a group of buyers.

When preparing printed materials and visuals, a salesperson should remember ____.

Statistics, testimonials, or case histories to support product claims are referred to collectively as "proof providers".

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

Which of the following is not one of the keys to effective sales dialogue?

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

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

A salesperson will use a "check-back" or "response-check" to gauge the buyer's interest level.

When selling to groups, a salesperson should only make eye contact with the buyer or decision maker.

Voice characteristics are relatively unimportant to verbal communication.

A salesperson's voice characteristics will impact his or her sales presentation effectiveness.

Written testimonials are especially effective when they are written on the user's (testimonial provider's)letterhead.

Presentation tools and sales aids can help salespeople generate interest in the recommended solution.

___________________refer to statistics, testimonials, or case histories used to support product claims.

______________occurs when salespeople present their product or service to individual buyers before a major sales dialogue with a group of buyers.

When preparing printed materials and visuals, a salesperson should remember ____.

Statistics, testimonials, or case histories to support product claims are referred to collectively as "proof providers".

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

Which of the following is not one of the keys to effective sales dialogue?

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