Question 1

SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.

Accepted Answer

A) True 
 B)False  True

Question 2

The combination of a specific feature and its meaningful benefit statement is a selling point.

Accepted Answer

A) True 
 B)False  True

Question 3

A series of positive response-check indicates that the buyer:

Accepted Answer

A)  Is concerned about the price 
B)  Wants to discuss the price 
C)  Is nearing a purchase decision 
D)  Will purchase the product 
E)  Will not purchase the product 
A)  Is concerned about the price 
B)  Wants to discuss the price 
C)  Is nearing a purchase decision 
D)  Will purchase the product 
E)  Will not purchase the product C

Question 4

The benefits the buyer indicates are important are called ______________.

Accepted Answer

A)  Potential benefits 
B)  Confirmed benefits 
C)  Value story 
D)  Features 
E)  None of the above 
A)  Potential benefits 
B)  Confirmed benefits 
C)  Value story 
D)  Features 
E)  None of the above

Question 5

When selling to groups, salespeople can expect tough questions.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is true when it comes to handling questions from a buying group?

Accepted Answer

A)  Salespeople should anticipate difficult questions 
B)  Salespeople should make eye contact with the person asking the question 
C)  Salespeople should restate or rephrase the question 
D)  Salespeople should answer questions succinctly and convincingly 
E)  All of the above are correct 
A)  Salespeople should anticipate difficult questions 
B)  Salespeople should make eye contact with the person asking the question 
C)  Salespeople should restate or rephrase the question 
D)  Salespeople should answer questions succinctly and convincingly 
E)  All of the above are correct

Question 7

The sales presentation takes place prior to uncovering the buyer's needs.

Accepted Answer

A) True 
 B)False

Question 8

When preparing printed materials, a salesperson should remember to use several different colors to help decorate the visual and keep it interesting.

Accepted Answer

A) True 
 B)False

Question 9

Sales aid in electronic format such as slides, videos, or multimedia presentations are referred to as _________ materials.

Accepted Answer

The answer of Sales aid in electronic format such as...

Question 10

"How many employees do you have?" is an example of a response-check.

Accepted Answer

A) True 
 B)False

Question 11

Suppose your company is going to buy a new copier because you want one that will improve your productivity by automatically stapling documents. When a salesperson gets your agreement that his/her product will increase productivity because it staples automatically, a ____ has been identified.

Accepted Answer

A)  potential benefit 
B)  confirmed benefit 
C)  value-source-component (VS
C)  
D)  value story 
E)  None of the above. 
A)  potential benefit 
B)  confirmed benefit 
C)  value-source-component (VS
C)  
D)  value story 
E)  None of the above.

Question 12

Case histories are usually fictitious.

Accepted Answer

A) True 
 B)False

Question 13

A/an ______________is a type of example that is provided in the form of a story describing a specific incident or occurrence.

Accepted Answer

The answer of A/an ______________is a type of example that...

Question 14

_____________per testimonials in a story or anecdotal form used as proof providers.

Accepted Answer

The answer of _____________per testimonials in a story or anecdotal...

Question 15

Group sales presentations are extremely rare.

Accepted Answer

A) True 
 B)False

Question 16

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 17

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

Accepted Answer

A) True 
 B)False

Question 18

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

Question 19

Voice characteristics are relatively unimportant to verbal communication.

Accepted Answer

A) True 
 B)False

Question 20

The statement "I like the fact that this camera will work in low-light situations," is an expression of a selling point.

Accepted Answer

A) True 
 B)False

SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.

The combination of a specific feature and its meaningful benefit statement is a selling point.

A series of positive response-check indicates that the buyer:

The benefits the buyer indicates are important are called ______________.

When selling to groups, salespeople can expect tough questions.

Which of the following is true when it comes to handling questions from a buying group?

The sales presentation takes place prior to uncovering the buyer's needs.

When preparing printed materials, a salesperson should remember to use several different colors to help decorate the visual and keep it interesting.

Sales aid in electronic format such as slides, videos, or multimedia presentations are referred to as _________ materials.

"How many employees do you have?" is an example of a response-check.

Suppose your company is going to buy a new copier because you want one that will improve your productivity by automatically stapling documents. When a salesperson gets your agreement that his/her product will increase productivity because it staples automatically, a ____ has been identified.

Case histories are usually fictitious.

A/an ______________is a type of example that is provided in the form of a story describing a specific incident or occurrence.

_____________per testimonials in a story or anecdotal form used as proof providers.

Group sales presentations are extremely rare.

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

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

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

Voice characteristics are relatively unimportant to verbal communication.

The statement "I like the fact that this camera will work in low-light situations," is an expression of a selling point.

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

SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.

The combination of a specific feature and its meaningful benefit statement is a selling point.

A series of positive response-check indicates that the buyer:

The benefits the buyer indicates are important are called ______________.

When selling to groups, salespeople can expect tough questions.

Which of the following is true when it comes to handling questions from a buying group?

The sales presentation takes place prior to uncovering the buyer's needs.

When preparing printed materials, a salesperson should remember to use several different colors to help decorate the visual and keep it interesting.

Sales aid in electronic format such as slides, videos, or multimedia presentations are referred to as _________ materials.

"How many employees do you have?" is an example of a response-check.

Suppose your company is going to buy a new copier because you want one that will improve your productivity by automatically stapling documents. When a salesperson gets your agreement that his/her product will increase productivity because it staples automatically, a ____ has been identified.

Case histories are usually fictitious.

A/an ______________is a type of example that is provided in the form of a story describing a specific incident or occurrence.

_____________per testimonials in a story or anecdotal form used as proof providers.

Group sales presentations are extremely rare.

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

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

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

Voice characteristics are relatively unimportant to verbal communication.

The statement "I like the fact that this camera will work in low-light situations," is an expression of a selling point.

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