Question 1

Why is it important to emphasize benefits during a sales presentation?

Accepted Answer

A)  Conducting a needs assessment 
B)  Meeting the needs of the buyer 
C)  Uncovering the buyer's concerns 
D)  Identifying the buyer's decision level 
E)  Overcoming the buyer's price objections 
A)  Conducting a needs assessment 
B)  Meeting the needs of the buyer 
C)  Uncovering the buyer's concerns 
D)  Identifying the buyer's decision level 
E)  Overcoming the buyer's price objections

Question 2

Which of the following purchases is most likely to be a routine decision?

Accepted Answer

A)  The purchase of your first pair of ski boots 
B)  Buying a bottle of champagne for a celebration 
C)  Buying a dozen Porterhouse steaks for a cookout with the boss 
D)  The weekly purchase of a current affair magazine 
E)  The purchase of a motorcycle helmet for $500 
A)  The purchase of your first pair of ski boots 
B)  Buying a bottle of champagne for a celebration 
C)  Buying a dozen Porterhouse steaks for a cookout with the boss 
D)  The weekly purchase of a current affair magazine 
E)  The purchase of a motorcycle helmet for $500

Question 3

Social, psychological, and personal factors influence the buying decisions of most consumers.

Accepted Answer

A) True 
 B)False

Question 4

List factors that may influence organizational buying process.

Accepted Answer

Individual

Question 5

You should stress a product's benefits more than its features and advantages because the product's benefits are what the customer will buy.

Accepted Answer

A) True 
 B)False

Question 6

The ________ is a reminder to emphasize the features, advantages and benefits of a product during a sales presentation.

Accepted Answer

A)  Prospecting method 
B)  SWOT analysis 
C)  sales presentation 
D)  SELL Sequence 
E)  trial close 
A)  Prospecting method 
B)  SWOT analysis 
C)  sales presentation 
D)  SELL Sequence 
E)  trial close

Why is it important to emphasize benefits during a sales presentation?

Which of the following purchases is most likely to be a routine decision?

Social, psychological, and personal factors influence the buying decisions of most consumers.

List factors that may influence organizational buying process.

You should stress a product's benefits more than its features and advantages because the product's benefits are what the customer will buy.

The ________ is a reminder to emphasize the features, advantages and benefits of a product during a sales presentation.

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters

Exam 3: The Psychology of Selling: Why People Buy

Why is it important to emphasize benefits during a sales presentation?

Which of the following purchases is most likely to be a routine decision?

Social, psychological, and personal factors influence the buying decisions of most consumers.

List factors that may influence organizational buying process.

You should stress a product's benefits more than its features and advantages because the product's benefits are what the customer will buy.

The ________ is a reminder to emphasize the features, advantages and benefits of a product during a sales presentation.

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters