Question 1

A series of positive response-checks 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

Question 2

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 3

When selling to groups, a salesperson should only make eye contact with the buyer or decision maker.

Accepted Answer

A) True 
 B)False

Question 4

"Does this make sense to you so far?" is an example of a ____________ question (designed to generate feedback from the buyer.

Accepted Answer

Check-Back

Question 5

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...

Question 6

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 7

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 8

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

Accepted Answer

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

Question 9

One of the tips for preparing visual materials is to use _________ points to emphasize key points.

Accepted Answer

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

Question 10

A ____ is identified once the buyer acknowledges the importance of benefit.

Accepted Answer

A)  Potential benefit 
B)  Confirmed benefit 
C)  Value proposition 
D)  Feature 
E)  None of the above 
A)  Potential benefit 
B)  Confirmed benefit 
C)  Value proposition 
D)  Feature 
E)  None of the above

Question 11

_____________are proof providers that are in the form of statements from satisfied users of the selling organization's products and services.

Accepted Answer

The answer of _____________are proof providers that are in the...

Question 12

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 13

After using a visual sales aid, the salesperson should leave it out so that the buyer can look at it whenever they want.

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

When selling to groups, salespeople should remember?

Accepted Answer

A)  To make periodic eye contact with everyone in the meeting. 
B)  To limit eye contact to the decision maker(s). 
C)  To avoid answering tough question when the group is present. 
D)  Not everyone in the group is important. 
E)  All of the above are correct 
A)  To make periodic eye contact with everyone in the meeting. 
B)  To limit eye contact to the decision maker(s). 
C)  To avoid answering tough question when the group is present. 
D)  Not everyone in the group is important. 
E)  All of the above are correct

Question 16

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

Question 17

When preparing to conduct a product demonstration, a salesperson should remember ____.

Accepted Answer

A)  To ensure the appearance of the product is neat and clean 
B)  To check for problem-free operation 
C)  To anticipate problems and have back-up or replacement parts on hand 
D)  None of the above are correct 
E)  A, b, and c are correct 
A)  To ensure the appearance of the product is neat and clean 
B)  To check for problem-free operation 
C)  To anticipate problems and have back-up or replacement parts on hand 
D)  None of the above are correct 
E)  A, b, and c are correct

Question 18

According to the SPES Sequence, after Stating what the sales aid is, the salesperson should _________ the sales aid.

Accepted Answer

The answer of According to the SPES Sequence, after Stating...

Question 19

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 20

Which of the following is not a type/category of sales presentation aids and tools?

Accepted Answer

A)  Social Networking 
B)  Product demonstrations 
C)  Electronic materials 
D)  Visual material 
E)  All of the above are categories of presentation aids 
A)  Social Networking 
B)  Product demonstrations 
C)  Electronic materials 
D)  Visual material 
E)  All of the above are categories of presentation aids

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

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 ____.

When selling to groups, a salesperson should only make eye contact with the buyer or decision maker.

"Does this make sense to you so far?" is an example of a ____________ question (designed to generate feedback from the buyer.

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

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

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

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

One of the tips for preparing visual materials is to use _________ points to emphasize key points.

A ____ is identified once the buyer acknowledges the importance of benefit.

_____________are proof providers that are in the form of statements from satisfied users of the selling organization's products and services.

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

After using a visual sales aid, the salesperson should leave it out so that the buyer can look at it whenever they want.

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

When selling to groups, salespeople should remember?

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

When preparing to conduct a product demonstration, a salesperson should remember ____.

According to the SPES Sequence, after Stating what the sales aid is, the salesperson should _________ the sales aid.

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

Which of the following is not a type/category of sales presentation aids and tools?

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

Exam 7: Sales Dialogue: Creating and Communicating Value

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

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 ____.

When selling to groups, a salesperson should only make eye contact with the buyer or decision maker.

"Does this make sense to you so far?" is an example of a ____________ question (designed to generate feedback from the buyer.

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

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

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

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

One of the tips for preparing visual materials is to use _________ points to emphasize key points.

A ____ is identified once the buyer acknowledges the importance of benefit.

_____________are proof providers that are in the form of statements from satisfied users of the selling organization's products and services.

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

After using a visual sales aid, the salesperson should leave it out so that the buyer can look at it whenever they want.

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

When selling to groups, salespeople should remember?

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

When preparing to conduct a product demonstration, a salesperson should remember ____.

According to the SPES Sequence, after Stating what the sales aid is, the salesperson should _________ the sales aid.

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

Which of the following is not a type/category of sales presentation aids and tools?

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

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