Question 1

When selling to groups, salespeople need to ____.
A) Utilize appropriate arrival tactics
B) Make appropriate eye contact with each member of the group
C) Welcome each group member's opinion
D) Restate or rephrase questions asked by group members
E) All of the above are correct

Accepted Answer

All of the above are correct when selling to groups. Utilizing appropriate arrival tactics, making appropriate eye contact with each member of the group, welcoming each group member's opinion, and restating or rephrasing questions asked by group members can all help salespeople effectively sell to groups.

Question 2

Salespeople should present as many benefits as they can when making a presentation.

Accepted Answer

The answer of Salespeople should present as many benefits as...

Question 3

When selling to groups, salespeople should remember?
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

Accepted Answer

Making periodic eye contact with everyone in the meeting helps establish rapport and engage all members of the group, not just the decision maker(s).

Question 4

A series of positive response-checks indicates that the buyer is nearing a purchase decision.

Accepted Answer

A series of positive response-checks, such as agreeing with the benefits and features of the product, can indicate that the buyer is interested and considering purchasing the product.

Question 5

"How many employees do you have?" is an example of a response-check.

Accepted Answer

The answer of "How many employees do you have?" is...

Question 6

It is important for a salesperson to determine the needs before making a sales presentation.

Accepted Answer

It is important to determine the needs of the customer before making a sales presentation so that the salesperson can tailor their presentation to meet the specific needs of the customer and increase the likelihood of making a sale.

Question 7

Which of the following tips is most accurate with respect to selling to groups?
A) Make sure to identify and focus on the decision maker.
B) For dramatic affect make sure to enter the meeting room only after everyone else is in attendance.
C) Make sure all members of the group feel that their opinions are valuable.
D) After the group meeting is over, try to get the decision maker before he/she leaves the room.
E) B and D are correct

Accepted Answer

It is important to make all members of the group feel their opinions are valuable. This will increase the chances of securing a successful sale as they will feel they have had input and their needs have been met. Focusing solely on the decision maker or entering the room for dramatic effect may come across as insensitive or arrogant. Similarly, trying to corner the decision maker after the meeting may be seen as pushy or aggressive.

Question 8

When handling questions from a buying group, salespeople should remember ____.
A) To ensure everyone has heard and understands the question before answering it
B) To not try and bluff the group by trying to answer a question to which they do not know the answer
C) To answer questions as directly as possible
D) Speak primarily to the person identified as the decision maker
E) A, b, and c are correct

Accepted Answer

All of the options listed are important when handling questions from a buying group. It is important to ensure everyone understands the question before answering, not bluff and answer directly, and to speak to the group as a whole rather than just the decision maker.

Question 9

Anthony has arrived five minutes early for his sales call with a buying group from one of his accounts.He is the only one in the room.Before the meeting gets underway, Anthony should remember to ____.
A) Greet each group member as they arrive
B) Take some more time to practice his presentation
C) Leave the room and come back once everyone has arrived
D) Take a breath mint or chew some breath freshening gum
E) All of the above

Accepted Answer

It is important to make a good first impression and greeting each group member as they arrive shows professionalism and friendliness. The other options are not necessary in this situation.

Question 10

Sue is a salesperson attempting to get satisfied customers to go "on the record" about their experiences.Sue is trying obtain ____.
A) Statistics
B) Confirmed benefits
C) Anecdotes
D) Analogies
E) None of the above are correct

Accepted Answer

The answer of Sue is a salesperson attempting to get...

Question 11

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

Accepted Answer

Response-checks and check-backs are effective communication techniques that should be used after handling an objection to ensure that the customer's concerns have been addressed and that they are satisfied with the response provided.

Question 12

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

Accepted Answer

The sales presentation should always follow a thorough discovery process where the salesperson uncovers the buyer's needs and pain points. This allows the salesperson to tailor their presentation to address the specific concerns and desires of the buyer, making it more effective in persuading them to make a purchase.

Question 13

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

Accepted Answer

The key to the success of effective sales dialogue is actually to encourage and facilitate the involvement of the buyer in the conversation. This leads to better understanding of their needs, concerns, and preferences and allows the salesperson to tailor their approach and solution accordingly.

Question 14

A testimonial written in story form is known as a(n)____.
A) Satisfied customer statement
B) Case history
C) Word of mouth opportunity
D) All of the above
E) None of the above

Accepted Answer

A testimonial written in story form that tells the experience of a satisfied customer is called a case history. While satisfied customer statements and word of mouth opportunities can also be forms of testimonials, they do not necessarily involve a story format. Therefore, option B is the best choice.

Question 15

When available, statistics from ____ carry the highest credibility as statistical proof providers.
A) Authoritative third-party sources
B) Internal research
C) The sales force
D) An advertising agency
E) None of the above

Accepted Answer

Authoritative third-party sources, such as government agencies and academic studies, are typically unbiased and have a reputation for using rigorous methods to collect and analyze data. As a result, their statistics are generally considered trustworthy and carry the highest credibility as statistical proof providers. Internal research may be credible, but may also be biased or skewed to present a certain image or outcome. The sales force and advertising agency may have their own agendas and may manipulate statistics to suit their needs.

Question 16

A salesperson attempting to get satisfied customers to go "on the record" about their experiences, is trying to obtain ____.
A) Statistics
B) Confirmed benefits
C) Testimonials
D) Analogies
E) None of the above

Accepted Answer

Testimonials are statements from satisfied customers who are willing to vouch for a product or service. They are a form of social proof and can be used in marketing materials to convince potential customers to make a purchase.

Question 17

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

Accepted Answer

Both sales presentations and surgical procedures require careful planning, attention to detail, and precise execution in order to achieve the desired outcome. Just as a surgeon must understand the specific needs of their patient and use the right tools and techniques to address their condition, a salesperson must understand their customer's needs and use the right language and approach to persuade them to make a purchase. Additionally, both activities require a high degree of professionalism, confidence, and communication skills to ensure that the process goes smoothly and the desired outcome is achieved.

Question 18

When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyers.
A) Preselling
B) Prospecting
C) Sales presentations
D) Need discovery
E) None of the above is correct.

Accepted Answer

Preselling allows the salesperson to establish rapport with the team and gather insights about their needs and goals before the actual sales presentation or dialogue. This approach can help the salesperson tailor their messaging and solutions to the specific needs of the team. Prospecting, sales presentations, and need discovery are important steps in the sales process, but they typically occur after preselling has taken place.

Question 19

One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).

Accepted Answer

Preparing for a successful outcome is important in sales dialogue and presentations as it helps the salesperson build confidence and be better equipped to handle objections or unexpected situations. However, being over-confident can be detrimental to the sales process. It is important to strike a balance between preparation and remaining adaptable to the conversation with the potential customer.

Question 20

Which of the following is true when it comes to handling questions from a buying group?
A) Salespeople should anticipate difficult questions
B) Salespeople should make eye contact with the person asking the question
C) Salespeople should restate or rephrase the question
D) Salespeople should answer questions succinctly and convincingly
E) All of the above are correct

Accepted Answer

All of the options listed are important when it comes to handling questions from a buying group. Salespeople should anticipate difficult questions, make eye contact with the person asking the question, restate or rephrase the question to ensure they have a clear understanding of what is being asked, and answer questions succinctly and convincingly to ensure the buying group is confident in their purchase decision.

Quiz 7: Sales Dialogue: Creating and Communicating Value

When selling to groups, salespeople need to ____.

Salespeople should present as many benefits as they can when making a presentation.

When selling to groups, salespeople should remember?

A series of positive response-checks indicates that the buyer is nearing a purchase decision.

"How many employees do you have?" is an example of a response-check.

It is important for a salesperson to determine the needs before making a sales presentation.

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

When handling questions from a buying group, salespeople should remember ____.

Anthony has arrived five minutes early for his sales call with a buying group from one of his accounts.He is the only one in the room.Before the meeting gets underway, Anthony should remember to ____.

Sue is a salesperson attempting to get satisfied customers to go "on the record" about their experiences.Sue is trying obtain ____.

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

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

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

A testimonial written in story form is known as a(n) ____.

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

A salesperson attempting to get satisfied customers to go "on the record" about their experiences, is trying to obtain ____.

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

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

One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).

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