Question 1

When selling to groups, salespeople need to ____.

Accepted Answer

A)  Utilize appropriate arrival tactics 
B)  Make appropriate eye contact with each member of the group 
C)  Welcome each group member's opinion 
D)  Restate or rephrase questions asked by group members 
E)  All of the above are correct 
A)  Utilize appropriate arrival tactics 
B)  Make appropriate eye contact with each member of the group 
C)  Welcome each group member's opinion 
D)  Restate or rephrase questions asked by group members 
E)  All of the above are correct

Question 2

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

Accepted Answer

Voice Char

Question 3

When available, statistics from ____ carry the highest credibility as statistical proof providers.

Accepted Answer

A)  Authoritative third-party sources 
B)  Internal research 
C)  The sales force 
D)  An advertising agency 
E)  None of the above 
A)  Authoritative third-party sources 
B)  Internal research 
C)  The sales force 
D)  An advertising agency 
E)  None of the above

Question 4

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

Accepted Answer

A)  Explain the benefits 
B)  Explain the sales aid 
C)  Explore the buyer's situation 
D)  Explore additional solutions 
E)  None of the above 
A)  Explain the benefits 
B)  Explain the sales aid 
C)  Explore the buyer's situation 
D)  Explore additional solutions 
E)  None of the above

Question 5

LaToya is a salesperson for XYZ Co. and is preparing to make a sales call. She should plan to use a check-back type of question after she has ____.

Accepted Answer

A)  Gone through a specific feature-benefit sequence 
B)  Made an introduction 
C)  Responded to an objection 
D)  Both A and C are correct 
E)  None of the above are correct 
A)  Gone through a specific feature-benefit sequence 
B)  Made an introduction 
C)  Responded to an objection 
D)  Both A and C are correct 
E)  None of the above are correct

Question 6

The value that comes from consuming a product is referred to as a(n) ____.

Accepted Answer

A)  added Value Resource (AVR) 
B)  confirmed benefit 
C)  value proposition 
D)  Feature 
E)  None of the above 
A)  added Value Resource (AVR) 
B)  confirmed benefit 
C)  value proposition 
D)  Feature 
E)  None of the above

Question 7

A major purpose of SPIN and ADAPT is to help the salesperson identify the ____________ for the buyer.

Accepted Answer

A)  Benefits 
B)  Features 
C)  Situation 
D)  Confirmed benefits 
E)  None of the above are correct. 
A)  Benefits 
B)  Features 
C)  Situation 
D)  Confirmed benefits 
E)  None of the above are correct.

Question 8

Achieving success in the sales presentation is analogous success in ____, in that both are complex, require preparation, knowledge, and skill.

Accepted Answer

A)  surgery 
B)  football 
C)  driving 
D)  reading 
E)  gambling 
A)  surgery 
B)  football 
C)  driving 
D)  reading 
E)  gambling

Question 9

After explaining the sales aid to a customer, a salesperson should state the selling point.

Accepted Answer

A) True 
 B)False

Question 10

"Would you like to place an order today?" is an example of a response-check.

Accepted Answer

A) True 
 B)False

Question 11

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 12

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

Accepted Answer

The answer of "Having an onboard map and tracking system...

Question 13

A good salesperson doesn't need statistics to support his or her claims.

Accepted Answer

A) True 
 B)False

Question 14

One of the guidelines for product demonstrations is to anticipate problems and have ___________or replacement parts on hand.

Accepted Answer

The answer of One of the guidelines for product demonstrations...

Question 15

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 16

A/an _____________is a brief description of a specific instance used to illustrate features and benefits of a product. An anecdote is a specific type of this.

Accepted Answer

The answer of A/an _____________is a brief description of a...

Question 17

Sales aids can increase a buyer's participation and involvement.

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

Selling points are the combination of a feature and a meaningful benefit statement.

Accepted Answer

A) True 
 B)False

When selling to groups, salespeople need to ____.

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

When available, statistics from ____ carry the highest credibility as statistical proof providers.

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

LaToya is a salesperson for XYZ Co. and is preparing to make a sales call. She should plan to use a check-back type of question after she has ____.

The value that comes from consuming a product is referred to as a(n) ____.

A major purpose of SPIN and ADAPT is to help the salesperson identify the ____________ for the buyer.

Achieving success in the sales presentation is analogous success in ____, in that both are complex, require preparation, knowledge, and skill.

After explaining the sales aid to a customer, a salesperson should state the selling point.

"Would you like to place an order today?" is an example of a response-check.

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

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

A good salesperson doesn't need statistics to support his or her claims.

One of the guidelines for product demonstrations is to anticipate problems and have ___________or replacement parts on hand.

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.

A/an _____________is a brief description of a specific instance used to illustrate features and benefits of a product. An anecdote is a specific type of this.

Sales aids can increase a buyer's participation and involvement.

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

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

Selling points are the combination of a feature and a meaningful benefit statement.

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

When selling to groups, salespeople need to ____.

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

When available, statistics from ____ carry the highest credibility as statistical proof providers.

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

LaToya is a salesperson for XYZ Co. and is preparing to make a sales call. She should plan to use a check-back type of question after she has ____.

The value that comes from consuming a product is referred to as a(n) ____.

A major purpose of SPIN and ADAPT is to help the salesperson identify the ____________ for the buyer.

Achieving success in the sales presentation is analogous success in ____, in that both are complex, require preparation, knowledge, and skill.

After explaining the sales aid to a customer, a salesperson should state the selling point.

"Would you like to place an order today?" is an example of a response-check.

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

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

A good salesperson doesn't need statistics to support his or her claims.

One of the guidelines for product demonstrations is to anticipate problems and have ___________or replacement parts on hand.

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.

A/an _____________is a brief description of a specific instance used to illustrate features and benefits of a product. An anecdote is a specific type of this.

Sales aids can increase a buyer's participation and involvement.

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

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

Selling points are the combination of a feature and a meaningful benefit statement.

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.