Question 1

A(n)_________ is a special and useful form of comparison that explains one thing in terms of another.

Accepted Answer

The answer of A(n)_________ is a special and useful form...

Question 2

_________ such as statistics,testimonials,and case histories can be utilized to preempt a buyer from asking,"Can you prove it?" or "Who says so?"

Accepted Answer

The answer of _________ such as statistics,testimonials,and case histories can...

Question 3

The process of presenting one's product or service to individual buyers before a major sales dialogue with a group of buyers is known as _________.

Accepted Answer

The answer of The process of presenting one's product or...

Question 4

An anecdote is a specific type of _________.

Accepted Answer

The answer of An anecdote is a specific type of...

Question 5

When delivering group presentations,which of the following communication tips should a salesperson keep in mind?​

Accepted Answer

It is important for the salesperson to engage with the group members and not just read off the presentation. This helps build rapport and allows the salesperson to address any questions or objections in real time. A, C, D, and E are not recommended communication tips for delivering group presentations.

Question 6

A(n)_________ is a brief description of a specific instance used to illustrate features and benefits of a product.

Accepted Answer

The answer of A(n)_________ is a brief description of a...

Question 7

Craig,a salesperson,encounters a situation where two individuals from the buying group disagree on a particular benefit of the product he is presenting.Which of the following tactics should Craig employ in this situation?​

Accepted Answer

Craig should handle the disagreement diplomatically during the presentation, as this will show that he is attentive to the buying group's concerns and is willing to work towards addressing any issues that arise. Ignoring or delaying the issue may lead to frustration and ultimately result in a lost sale. It is important for Craig to be active in addressing any concerns, but he should do so in a diplomatic manner that does not come across as confrontational or aggressive.

Question 8

Creating value and generating confirmed benefits are major objectives of the SPIN (situation questions,problem questions,implication questions,and need payoff questions)and _________ questioning strategies.

Accepted Answer

The answer of Creating value and generating confirmed benefits are...

Question 9

Sales aids in the form of slides,videos,or multimedia presentations are referred to as _________.

Accepted Answer

The answer of Sales aids in the form of slides,videos,or...

Question 10

_________ are testimonials in story or anecdotal form used as proof providers.​

Accepted Answer

The answer of _________ are testimonials in story or anecdotal...

Question 11

Encouraging buyer feedback and focusing on creating value for the buyer are both keys to effective _________.

Accepted Answer

The answer of Encouraging buyer feedback and focusing on creating...

Question 12

_________ are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

Accepted Answer

The answer of _________ are questions salespeople use throughout a...

Quiz 7: Sales Dialogue: Creating and Communication Value