Question 1

_____________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 2

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 3

Selling points are the same as benefits.

Accepted Answer

A) True 
 B)False

Question 4

___________________the first two statistics, testimonials, or case histories to support product claims.

Accepted Answer

The answer of ___________________the first two statistics, testimonials, or case...

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

A/an ________________is a special and useful form of comparison that explains one thing in terms of another.

Accepted Answer

The answer of A/an ________________is a special and useful form...

Question 7

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else.

Accepted Answer

A) True 
 B)False

Question 8

A comparison is a special form of analogy.

Accepted Answer

A) True 
 B)False

Question 9

Response-checks and check-backs should be used after handling an objection.

Accepted Answer

A) True 
 B)False

Question 10

A product demonstration is a form of visual aid.

Accepted Answer

A) True 
 B)False

Question 11

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 12

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

Accepted Answer

A)  State the need 
B)  State the concern 
C)  State the selling point and introduce the sales aid 
D)  Summarize 
E)  None of the above 
A)  State the need 
B)  State the concern 
C)  State the selling point and introduce the sales aid 
D)  Summarize 
E)  None of the above

Question 13

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

Accepted Answer

A)  an import consideration 
B)  not a feature the salesperson should address first 
C)  a cause for concern by the salesperson 
D)  a major buying motive 
E)  All of the above 
A)  an import consideration 
B)  not a feature the salesperson should address first 
C)  a cause for concern by the salesperson 
D)  a major buying motive 
E)  All of the above

Question 14

Presentation tools and sales aids are best used when uncovering needs.

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

Accepted Answer

The answer of Creating value and generating confirmed benefits are...

Question 17

One of the tips for preparing visual materials is to target using a maximum of __words per line and __ lines per visual.

Accepted Answer

The answer of One of the tips for preparing visual...

Question 18

When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyers.

Accepted Answer

A)  Preselling 
B)  Prospecting 
C)  Sales presentations 
D)  Need discovery 
E)  None of the above are correct. 
A)  Preselling 
B)  Prospecting 
C)  Sales presentations 
D)  Need discovery 
E)  None of the above are correct.

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

According to the SPES Sequence, the second step in presenting sales aid is to _________ the sales aid.

Accepted Answer

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

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

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

Selling points are the same as benefits.

___________________the first two statistics, testimonials, or case histories to support product claims.

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

A/an ________________is a special and useful form of comparison that explains one thing in terms of another.

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else.

A comparison is a special form of analogy.

Response-checks and check-backs should be used after handling an objection.

A product demonstration is a form of visual aid.

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

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

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

Presentation tools and sales aids are best used when uncovering needs.

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

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

One of the tips for preparing visual materials is to target using a maximum of words per line and lines per visual.

When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyers.

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

According to the SPES Sequence, the second step in presenting sales aid is to _________ the sales aid.

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

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

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

Selling points are the same as benefits.

___________________the first two statistics, testimonials, or case histories to support product claims.

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

A/an ________________is a special and useful form of comparison that explains one thing in terms of another.

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else.

A comparison is a special form of analogy.

Response-checks and check-backs should be used after handling an objection.

A product demonstration is a form of visual aid.

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

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

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

Presentation tools and sales aids are best used when uncovering needs.

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

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

One of the tips for preparing visual materials is to target using a maximum of __words per line and __ lines per visual.

When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyers.

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

According to the SPES Sequence, the second step in presenting sales aid is to _________ the sales aid.

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

One of the tips for preparing visual materials is to target using a maximum of words per line and lines per visual.