Question 1

With respect to an automobile, what are climate control, sunroof, and a GPS navigation system?

Accepted Answer

A)  benefits 
B)  confirmed benefits 
C)  value propositions 
D)  features 
A)  benefits 
B)  confirmed benefits 
C)  value propositions 
D)  features

Question 2

Which of the following is being used by a salesperson making the statement, "One of my customers in another region who operates a similar manufacturing process to yours purchased this equipment last year and it significantly improved his output quality and reduced the amount of waste material produced"?

Accepted Answer

A)  an analogy 
B)  an anecdote 
C)  a comparison 
D)  a metaphor 
A)  an analogy 
B)  an anecdote 
C)  a comparison 
D)  a metaphor

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

When selling to groups, it can be beneficial for the salesperson to presell individual group members prior to the group's formal meeting.

Accepted Answer

A) True 
 B)False

Question 5

When following the SPES Sequence, the second step is to present the sales aid.

Accepted Answer

A) True 
 B)False

Question 6

When handling questions in group presentations, the salesperson should be careful not to answer difficult questions too directly so as to keep the dialogue going and the mood positive.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is being used by a salesperson making the statement, "The built-in help function in this new software program is like having your very own computer geek available anytime, anyplace"?

Accepted Answer

A)  an analogy 
B)  an anecdote 
C)  a comparison 
D)  an example 
A)  an analogy 
B)  an anecdote 
C)  a comparison 
D)  an example

Question 8

Which of the following is being used by a salesperson making the statement, "Past experience with our customers has shown that using the heavy duty formula for this cleaning solution is twice as effective in breaking down grease as the regular formula"?

Accepted Answer

A)  an analogy 
B)  an anecdote 
C)  a comparison 
D)  an example 
A)  an analogy 
B)  an anecdote 
C)  a comparison 
D)  an example

Question 9

Confirmed benefits are persuasive and advance the sale on the basis of creating added value for the buyer.

Accepted Answer

A) True 
 B)False

Question 10

Given today's technology, electronic materials can and should be used to create interactive sales presentations that require minimal salesperson involvement.

Accepted Answer

A) True 
 B)False

Question 11

According to the textbook, what should a salesperson using arrival tactics do when faced with a challenging group sales dialogue?

Accepted Answer

A)  Keeping an audience waiting for a short time helps a salesperson to get off to a good start by showing who is in control of the situation. 
B)  The salesperson should pay attention to the order of arrival because the most important members of the buying team will usually arrive last. 
C)  The salesperson should arrive early and greet each member of the buying team as they arrive to signal command of the meeting and make an individual connection with those on the buying team. 
D)  To avoid needless repetition, the salesperson should wait until all members of the buying team have arrived before greeting and making introductions. 
A)  Keeping an audience waiting for a short time helps a salesperson to get off to a good start by showing who is in control of the situation. 
B)  The salesperson should pay attention to the order of arrival because the most important members of the buying team will usually arrive last. 
C)  The salesperson should arrive early and greet each member of the buying team as they arrive to signal command of the meeting and make an individual connection with those on the buying team. 
D)  To avoid needless repetition, the salesperson should wait until all members of the buying team have arrived before greeting and making introductions.

Question 12

What benefits arise for a salesperson who effectively uses response checks and check-back questions?

Accepted Answer

A)  increased buyer feedback, which helps to ensure a two-way, collaborative exchange 
B)  minimization of the number of open-end questions that need to be asked 
C)  shortening of the needs-discovery stage 
D)  redundancy of need-payoff questions 
A)  increased buyer feedback, which helps to ensure a two-way, collaborative exchange 
B)  minimization of the number of open-end questions that need to be asked 
C)  shortening of the needs-discovery stage 
D)  redundancy of need-payoff questions

Question 13

What is the term for the qualities or characteristics of a product or service that are designed to provide value to a buyer?

Accepted Answer

A)  benefits 
B)  confirmed benefits 
C)  value propositions 
D)  features 
A)  benefits 
B)  confirmed benefits 
C)  value propositions 
D)  features

Question 14

According to the textbook, which tactic should a salesperson use when faced with a challenging group sales dialogue?

Accepted Answer

A)  determine who the most powerful decision maker within the group is and then focus the selling effort on him or her 
B)  take every opportunity to presell to individual group members prior to the group sales presentation 
C)  assume everyone within the group is equal and the decision will be made democratically 
D)  enlist the help of someone within the buying organization, such as a gatekeeper, to provide information on who is in the group and what they are looking for 
A)  determine who the most powerful decision maker within the group is and then focus the selling effort on him or her 
B)  take every opportunity to presell to individual group members prior to the group sales presentation 
C)  assume everyone within the group is equal and the decision will be made democratically 
D)  enlist the help of someone within the buying organization, such as a gatekeeper, to provide information on who is in the group and what they are looking for

Question 15

Madeha works for a large manufacturer of semi-conductor components, which she sells to distributors in the high tech industry. She is infamous within the company for once convincing a prospective customer to strike one of her samples with a hammer in the middle of a sales call. Which key to effective sales dialogue does this demonstrate?

Accepted Answer

A)  planning and practising prior to the sales interaction 
B)  being interactive and engaging the customer to encourage feedback 
C)  focusing on creating and presenting value in an interesting and understandable way 
D)  supporting the customer value offered by objective claims 
A)  planning and practising prior to the sales interaction 
B)  being interactive and engaging the customer to encourage feedback 
C)  focusing on creating and presenting value in an interesting and understandable way 
D)  supporting the customer value offered by objective claims

Question 16

What is the term for the use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable?

Accepted Answer

A)  helping mechanisms 
B)  verbal support 
C)  facilitating tools 
D)  conversation enhancers 
A)  helping mechanisms 
B)  verbal support 
C)  facilitating tools 
D)  conversation enhancers

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

What is the term for a special and useful form of comparison that explains one thing in terms of another?

Accepted Answer

A)  an analogy 
B)  an anecdote 
C)  an example 
D)  a metaphor 
A)  an analogy 
B)  an anecdote 
C)  an example 
D)  a metaphor

Question 19

To be thorough and demonstrate expertise, salespeople should present as many features as they can when making a presentation.

Accepted Answer

A) True 
 B)False

Question 20

What is the term for proof providers that are in the form of statements made from satisfied users of the selling organization's products and services?

Accepted Answer

A)  analogies 
B)  confirmed benefits 
C)  anecdotes 
D)  testimonials 
A)  analogies 
B)  confirmed benefits 
C)  anecdotes 
D)  testimonials

With respect to an automobile, what are climate control, sunroof, and a GPS navigation system?

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

When selling to groups, it can be beneficial for the salesperson to presell individual group members prior to the group's formal meeting.

When following the SPES Sequence, the second step is to present the sales aid.

When handling questions in group presentations, the salesperson should be careful not to answer difficult questions too directly so as to keep the dialogue going and the mood positive.

Which of the following is being used by a salesperson making the statement, "The built-in help function in this new software program is like having your very own computer geek available anytime, anyplace"?

Which of the following is being used by a salesperson making the statement, "Past experience with our customers has shown that using the heavy duty formula for this cleaning solution is twice as effective in breaking down grease as the regular formula"?

Confirmed benefits are persuasive and advance the sale on the basis of creating added value for the buyer.

Given today's technology, electronic materials can and should be used to create interactive sales presentations that require minimal salesperson involvement.

According to the textbook, what should a salesperson using arrival tactics do when faced with a challenging group sales dialogue?

What benefits arise for a salesperson who effectively uses response checks and check-back questions?

What is the term for the qualities or characteristics of a product or service that are designed to provide value to a buyer?

According to the textbook, which tactic should a salesperson use when faced with a challenging group sales dialogue?

What is the term for the use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable?

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

What is the term for a special and useful form of comparison that explains one thing in terms of another?

To be thorough and demonstrate expertise, salespeople should present as many features as they can when making a presentation.

What is the term for proof providers that are in the form of statements made from satisfied users of the selling organization's products and services?

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 Relationships

Adding Value

Sales Management and Sales 2.0

Filters

Exam 7: Sales Dialogue

With respect to an automobile, what are climate control, sunroof, and a GPS navigation system?

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

When selling to groups, it can be beneficial for the salesperson to presell individual group members prior to the group's formal meeting.

When following the SPES Sequence, the second step is to present the sales aid.

When handling questions in group presentations, the salesperson should be careful not to answer difficult questions too directly so as to keep the dialogue going and the mood positive.

Which of the following is being used by a salesperson making the statement, "The built-in help function in this new software program is like having your very own computer geek available anytime, anyplace"?

Which of the following is being used by a salesperson making the statement, "Past experience with our customers has shown that using the heavy duty formula for this cleaning solution is twice as effective in breaking down grease as the regular formula"?

Confirmed benefits are persuasive and advance the sale on the basis of creating added value for the buyer.

Given today's technology, electronic materials can and should be used to create interactive sales presentations that require minimal salesperson involvement.

According to the textbook, what should a salesperson using arrival tactics do when faced with a challenging group sales dialogue?

What benefits arise for a salesperson who effectively uses response checks and check-back questions?

What is the term for the qualities or characteristics of a product or service that are designed to provide value to a buyer?

According to the textbook, which tactic should a salesperson use when faced with a challenging group sales dialogue?

What is the term for the use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable?

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

What is the term for a special and useful form of comparison that explains one thing in terms of another?

To be thorough and demonstrate expertise, salespeople should present as many features as they can when making a presentation.

What is the term for proof providers that are in the form of statements made from satisfied users of the selling organization's products and services?

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 Relationships

Adding Value

Sales Management and Sales 2.0

Filters