Exam 7: Sales Dialogue: Creating and Communicating Value

Sandy is a salesperson for XYZ Computer Co. As she moves into the presentation portion of the sales process, Sandy should do all of the following except:

Which of the following is not a reason for using sales aids?

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

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

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.

When selling to groups, salespeople can expect tough questions.

A testimonial is a form of proof provider.

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

Which of the following is not an example of a response-check?

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

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

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.

"Do you like this color?" is an example of a response-check.

An anecdote is the same thing as an analogy.

A buyer indicated that a particular benefit is valuable and important. That benefit is referred to as a/an ____________.

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

When selling to groups, it would be beneficial for the salesperson to pre-sell individual group members prior to the group's formal meeting.

Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.

While examples may be hypothetical, anecdotes are not.