Question 1

A characteristic or quality of a product is referred to as a(n)_____.​
A)​anecdote
B)testimonial
C)​benefit
D)​feature
E)​sales aid

Accepted Answer

A feature is a specific quality or characteristic of a product, such as its size, color, or performance capabilities. It is important for marketers to highlight the features of their products to differentiate them from competitors and demonstrate their value to potential customers.

Question 2

The use of electronic materials,such as multimedia presentations,should be avoided during presentations because they tend to be very distracting.

Accepted Answer

This statement is false. While it is true that electronic materials can be distracting if used improperly, they can also enhance a presentation if used effectively. It ultimately depends on the presenter's skill in incorporating multimedia elements into their talk.

Question 3

Sales aids like multimedia presentations,videos,and product demonstrations can increase a buyer's participation and involvement.

Accepted Answer

Sales aids such as multimedia presentations, videos, and product demonstrations can enhance a buyer's involvement and engagement in the sales process.

Question 4

A sales presentation takes place prior to uncovering the buyer's needs.

Accepted Answer

A sales presentation should be tailored to the buyer's needs, goals, and pain points. Therefore, a sales presentation should not take place prior to uncovering the buyer's needs.

Question 5

Layla is a salesperson at Mandrin Corp.and is preparing to make a sales call.She should use a check-back after she:​
A)​finishes a feature-benefit sequence.
B)introduces herself.
C)​assesses the prospective buyer's interest.
D)​closes the purchase deal with the buyer.
E)​finishes the sales presentation.

Accepted Answer

A check-back is used after finishing a feature-benefit sequence to ensure that the buyer has understood and is interested in the product or service being offered.

Question 6

Which of the following does a salesperson need to do in order to produce an interesting and understandable sales dialogue?​
A)​He or she should allow another salesperson to take over the presentation halfway through.
B)He or she should provide statistics from unknown sources.
C)​He or she should ask for a purchase commitment every five minutes.
D)​He or she should demonstrate the benefits and features of the product verbally.
E)​He or she should use verbal support elements during the presentation.

Accepted Answer

The answer of Which of the following does a salesperson...

Question 7

Check-backs should be used after handling an objection.

Accepted Answer

Check-backs are questions used to confirm understanding and address any remaining concerns after handling an objection.

Question 8

It is to the salesperson's disadvantage if disagreements can be handled during the presentation.

Accepted Answer

It is actually to the salesperson's advantage if disagreements can be handled during the presentation as it shows the salesperson's problem-solving skills and can help build trust with the customer.

Question 9

April,a salesperson,is preparing to present her company's new automatic air conditioner to a buying group.She says,"If the temperature of a room gets too cold or too warm,the air conditioner will automatically adjust its settings and bring the temperature back to the desired state." In this scenario,April has used a(n)_____ to support her presentation.​
A)​testimonial
B)analogy
C)​anecdote
D)​example
E)​comparison

Accepted Answer

April used an example to explain how the automatic air conditioner works. She provided a specific situation to illustrate the product's functionality.

Question 10

Steve,a salesperson at Cann Computer Corp.,confirms that his prospective customer needs 50 new computers that offer high-quality graphics.During his sales presentation,Steve should:​
A)try to convince the buyer by stating that his company's computers do not offer high-quality graphics but are considerably cheap.
B)try to convince the buyer by stating that his company's computers offer high-quality graphics.
C)try to convince the buyer by demonstrating various features of his company's computers other than high-quality graphics.
D)talk about the graphic capabilities of his company's computers and then offer a quantity discount.
E)talk about how the prospective buyer can still be able to work without high-quality graphics.

Accepted Answer

Steve should focus on the customer's specific need for high-quality graphics and highlight how his company's computers meet that requirement.

Question 11

"Does that answer your concern?" is an example of a response check.

Accepted Answer

This is because "Does that answer your concern?" is a question asked by the speaker to confirm if their response adequately addresses the other person's concern, thereby check for comprehension or agreement. This is an example of a response check.

Question 12

Voice characteristics are relatively unimportant to verbal communication.

Accepted Answer

Voice characteristics, such as tone, pitch, and intonation, play a significant role in how verbal communication is interpreted and understood. They can convey emotions, emphasis, and meaning, and can even affect the perceived credibility of the speaker.

Question 13

A key to effective sales dialogue is to limit the involvement of the buyer.

Accepted Answer

The key to effective sales dialogue is actually to increase buyer involvement. Engage them in a conversation, ask questions, and listen actively to their responses to better understand their needs and provide tailored solutions. By actively involving the buyer in the sales process, you can build rapport, establish trust, and ultimately increase the chances of a successful sale.

Question 14

Will,a salesperson at Borca Corp.,is preparing a presentation to a buying group,which contains a lot of information that he will have to use.The best method for Will to present this information is to scroll through the presentation while reading it out loud to the group.

Accepted Answer

The best method for Will to present the information is not to simply scroll through the presentation while reading it out loud. This can be boring and unengaging for the audience. Instead, Will should aim to deliver the information in an interactive, visually stimulating manner that captures the attention and interest of the buying group. This might involve using images, videos, and other multimedia tools to supplement his verbal explanations, as well as encouraging engagement and questions from the audience throughout the presentation.

Question 15

Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a(n)_____.​
A)​hidden benefit
B)potential benefit
C)​confirmed benefit
D)​closed benefit
E)​accessory benefit

Accepted Answer

A confirmed benefit is one that the buyer has explicitly stated as important to them, in this case, the air conditioner consuming less electricity.

Question 16

When selling to groups,it is essential to make all members of the group feel that their opinions are valuable.

Accepted Answer

When selling to groups, it is important to make all members feel included and valued in order to build rapport and trust, which can ultimately lead to a successful sale. By acknowledging and considering each person's thoughts and perspectives, you can better understand their needs and tailor your pitch accordingly.

Question 17

Product benefits become confirmed benefits only when the buyer indicates they are of interest.

Accepted Answer

Product benefits may be apparent, but they only become confirmed benefits when the buyer recognizes and acknowledges their importance or relevance. Without the buyer's interest, the benefits do not hold value or have an impact on the buying decision.

Question 18

Hailey,a salesperson,is presenting a sales dialogue to the buyers from Harter Tech,who want to buy a new range of copiers from Hailey's company.Hailey has found that some of the added features of the product are valued by the buyers.In this scenario,Hailey has identified the _____ of the copier.​
A)​potential benefit
B)confirmed benefit
C)​value proposition
D)​hidden feature
E)​response check

Accepted Answer

Hailey has identified the confirmed benefit of the copier, which refers to the features that are specifically valued by the buyers and are likely to influence their purchasing decision.

Question 19

Response checks and check-backs are most commonly used:​
A)​after an entire presentation.
B)following the response to an objection.
C)​as a way to uncover needs.
D)​when setting appointments.
E)​to uncover objections.

Accepted Answer

Response checks and check-backs are most commonly used following the response to an objection to ensure that the objection has been adequately addressed and to confirm understanding.

Question 20

While examples may be hypothetical,anecdotes are not.

Accepted Answer

Anecdotes are real-life stories and experiences, whereas examples can be hypothetical or made up.

Quiz 7: Sales Dialogue: Creating and Communication Value

A characteristic or quality of a product is referred to as a(n) _____.

The use of electronic materials,such as multimedia presentations,should be avoided during presentations because they tend to be very distracting.

Sales aids like multimedia presentations,videos,and product demonstrations can increase a buyer's participation and involvement.

A sales presentation takes place prior to uncovering the buyer's needs.

Layla is a salesperson at Mandrin Corp.and is preparing to make a sales call.She should use a check-back after she:

Which of the following does a salesperson need to do in order to produce an interesting and understandable sales dialogue?

Check-backs should be used after handling an objection.

It is to the salesperson's disadvantage if disagreements can be handled during the presentation.

Steve,a salesperson at Cann Computer Corp.,confirms that his prospective customer needs 50 new computers that offer high-quality graphics.During his sales presentation,Steve should:

"Does that answer your concern?" is an example of a response check.

Voice characteristics are relatively unimportant to verbal communication.

A key to effective sales dialogue is to limit the involvement of the buyer.

Will,a salesperson at Borca Corp.,is preparing a presentation to a buying group,which contains a lot of information that he will have to use.The best method for Will to present this information is to scroll through the presentation while reading it out loud to the group.

Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a(n) _____.

When selling to groups,it is essential to make all members of the group feel that their opinions are valuable.

Product benefits become confirmed benefits only when the buyer indicates they are of interest.

Hailey,a salesperson,is presenting a sales dialogue to the buyers from Harter Tech,who want to buy a new range of copiers from Hailey's company.Hailey has found that some of the added features of the product are valued by the buyers.In this scenario,Hailey has identified the _____ of the copier.

Response checks and check-backs are most commonly used:

While examples may be hypothetical,anecdotes are not.

Quiz 7: Sales Dialogue: Creating and Communication Value

A characteristic or quality of a product is referred to as a(n) _____.​

The use of electronic materials,such as multimedia presentations,should be avoided during presentations because they tend to be very distracting.

Sales aids like multimedia presentations,videos,and product demonstrations can increase a buyer's participation and involvement.

A sales presentation takes place prior to uncovering the buyer's needs.

Layla is a salesperson at Mandrin Corp.and is preparing to make a sales call.She should use a check-back after she:​

Which of the following does a salesperson need to do in order to produce an interesting and understandable sales dialogue?​

Check-backs should be used after handling an objection.

It is to the salesperson's disadvantage if disagreements can be handled during the presentation.

Steve,a salesperson at Cann Computer Corp.,confirms that his prospective customer needs 50 new computers that offer high-quality graphics.During his sales presentation,Steve should:​

"Does that answer your concern?" is an example of a response check.

Voice characteristics are relatively unimportant to verbal communication.

A key to effective sales dialogue is to limit the involvement of the buyer.

Will,a salesperson at Borca Corp.,is preparing a presentation to a buying group,which contains a lot of information that he will have to use.The best method for Will to present this information is to scroll through the presentation while reading it out loud to the group.

Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a(n) _____.​

When selling to groups,it is essential to make all members of the group feel that their opinions are valuable.

Product benefits become confirmed benefits only when the buyer indicates they are of interest.

Hailey,a salesperson,is presenting a sales dialogue to the buyers from Harter Tech,who want to buy a new range of copiers from Hailey's company.Hailey has found that some of the added features of the product are valued by the buyers.In this scenario,Hailey has identified the _____ of the copier.​

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

While examples may be hypothetical,anecdotes are not.

A characteristic or quality of a product is referred to as a(n) _____.

Layla is a salesperson at Mandrin Corp.and is preparing to make a sales call.She should use a check-back after she:

Which of the following does a salesperson need to do in order to produce an interesting and understandable sales dialogue?

Steve,a salesperson at Cann Computer Corp.,confirms that his prospective customer needs 50 new computers that offer high-quality graphics.During his sales presentation,Steve should:

Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a(n) _____.

Hailey,a salesperson,is presenting a sales dialogue to the buyers from Harter Tech,who want to buy a new range of copiers from Hailey's company.Hailey has found that some of the added features of the product are valued by the buyers.In this scenario,Hailey has identified the _____ of the copier.

Response checks and check-backs are most commonly used: