Exam 7: Sales Dialogue: Creating and Communicating Value

To the extent that it is possible, salespeople should ____________group questions, and then decide whether to address the questions before they arise or wait and address the questions should they arise during the presentation.

(Short Answer)

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Question 21

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

(True/False)

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(77)

Question 22

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

(Multiple Choice)

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(72)

Question 23

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

(Multiple Choice)

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Question 24

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

(Short Answer)

4.9/5

(72)

Question 25

Testimonials may be fictional provided they reflect the benefits a salesperson's product produces.

(True/False)

4.9/5

(80)

Question 26

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

(True/False)

4.9/5

(78)

Question 27

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

(True/False)

4.8/5

(70)

Question 28

When selling to groups, salespeople need to ____.

(Multiple Choice)

4.9/5

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Question 29

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 you are interested in increasing productivity, a ____ has been identified.

(Multiple Choice)

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Question 30

The benefits the buyer indicates are important and represent value are called __________________.

(Short Answer)

4.9/5

(78)

Question 31

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

(True/False)

5.0/5

(83)

Question 32

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

(Multiple Choice)

4.8/5

(92)

Question 33

Case histories are usually fictitious.

(True/False)

4.8/5

(73)

Question 34

Response-checks and check-backs are most commonly used:

(Multiple Choice)

4.9/5

(72)

Question 35

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

(Short Answer)

4.9/5

(74)

Question 36

The benefits the buyer indicates are important are called ______________.

(Multiple Choice)

4.7/5

(79)

Question 37

A statement that points out and illustrates the similarities between two points is called a/an _______.

(Multiple Choice)

4.8/5

(73)

Question 38

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

(True/False)

4.7/5

(92)

Question 39

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

(Multiple Choice)

4.9/5

(63)

Question 40

Showing 21 - 40 of 133

To the extent that it is possible, salespeople should ____________group questions, and then decide whether to address the questions before they arise or wait and address the questions should they arise during the presentation.

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

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

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

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

Testimonials may be fictional provided they reflect the benefits a salesperson's product produces.

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

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

When selling to groups, salespeople need to ____.

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 you are interested in increasing productivity, a ____ has been identified.

The benefits the buyer indicates are important and represent value are called __________________.

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

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

Case histories are usually fictitious.

Response-checks and check-backs are most commonly used:

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

The benefits the buyer indicates are important are called ______________.

A statement that points out and illustrates the similarities between two points is called a/an _______.

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

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

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

Filters