Question 1

Hailey, a salesperson at Copcat, receives an order of 25 office copiers from Harter Tech Financial Services. During a sales dialogue, Hailey identifies that the company is interested in copiers that include automatic document feeder. In this scenario, Hailey identifies a _____ of Harter Tech Financial Services.

Accepted Answer

A confirmed benefit is a specific need or desire expressed by the customer. In this scenario, Harter Tech Financial Services explicitly indicated their interest in copiers with an automatic document feeder, making it a confirmed benefit.

Question 2

Encouraging buyer feedback and focusing on creating value for the buyer are both key requirements for an effective _____.

Accepted Answer

Encouraging buyer feedback and focusing on creating value for the buyer are essential components of an effective sales dialogue. This approach involves interactive communication with the buyer to understand their needs and preferences, thereby facilitating a more personalized and effective sales process.

Question 3

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

Accepted Answer

A feature is a characteristic or quality of a product, describing its appearance, components, or capabilities.

Question 4

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

Accepted Answer

Verbal support elements, such as stories, anecdotes, analogies, and testimonials, can help clarify and add interest to the sales dialogue, making it more understandable and engaging for the customer.

Question 5

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:

Accepted Answer

Steve should focus on convincing the buyer that his company's computers meet the specific need for high-quality graphics, as this is the requirement identified by the prospective customer.

Question 6

Which of the following is true of check-backs?

Accepted Answer

Check-backs are used to assess and confirm the buyer's understanding and agreement during a sales dialogue, ensuring effective communication and addressing any concerns or misunderstandings.

Question 7

A major purpose of the use of the _____ process is to help the salesperson identify the confirmed benefits for the buyer.

Accepted Answer

The SPIN (Situation, Problem, Implication, Need-payoff) and ADAPT (Assessment, Discovery, Activation, Projection, Transition) questioning models are designed to help salespeople uncover and understand the buyer's needs, problems, and potential benefits of a solution, thereby identifying confirmed benefits for the buyer.

Question 8

Voice characteristics, examples and anecdotes, and comparisons and analogies are elements of _____.

Accepted Answer

Verbal support enhances a speaker's message through the use of voice characteristics, examples and anecdotes, and comparisons and analogies, making the communication more engaging and understandable.

Question 9

An observant salesperson receives a great deal of continual feedback by:

Accepted Answer

Assessing the buyer's nonverbal cues allows a salesperson to receive continual feedback on the buyer's reactions, interest, and engagement, enabling adjustments in real-time to better meet the buyer's needs and concerns.

Question 10

Salespeople can use verbal support elements to:

Accepted Answer

Verbal support elements help make a sales dialogue interesting by engaging the buyer and enhancing the presentation.

Question 11

During a sales presentation, Jeff, a salesperson at ChemHands, presents a sequence of benefits of using ChemHands sanitizers. To assess the prospective buyer's level of interest in the company's sanitizers, Jeff should use _____.

Accepted Answer

Check-backs are a technique used to engage the buyer and assess their interest or understanding by asking questions throughout the presentation. This helps in gauging the prospective buyer's level of interest and addressing any concerns they might have.

Question 12

Which of the following strategies will most likely generate a buyer's desire to purchase a product?

Accepted Answer

The answer of Which of the following strategies will most...

Question 13

Layla, a salesperson at Mandrin Corp., delivers a sales presentation on financial services that her company offers. In order to seek feedback from her prospects, Layla should make use of check-backs after she:

Accepted Answer

Check-backs are used to confirm understanding or interest after presenting information, such as a feature-benefit sequence, to ensure the prospect is following and engaged.

Question 14

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

Accepted Answer

An example is a specific instance that is used to illustrate the features and benefits of a product, making it the correct choice.

Question 15

Henry, a salesperson at ChillCool, approaches Sam in an effort to sell ChillCool's new air conditioner. Sam indicates that he is interested in an air conditioner that can benefit him by consuming less electricity. In this scenario, the benefit indicated by Sam is called a _____.

Accepted Answer

The benefit indicated by Sam is called a "confirmed benefit" because it is a specific advantage or positive outcome that Sam is explicitly seeking from the product, in this case, less electricity consumption.

Question 16

Which of the following is most likely to impair a salesperson's potential for making a sale?

Accepted Answer

E  Lack of passion in voice can make the salesperson seem disinterested or unconvincing. Inability to assess buyers' nonverbal cues can lead to misunderstandings and missed opportunities to address buyer concerns or interests.

Question 17

Response checks and check-backs are most commonly used:

Accepted Answer

Response checks and check-backs are used after responding to an objection to ensure that the customer's concerns have been addressed and to confirm understanding.

Question 18

Which of the following is true of feedback from a prospective buyer?

Accepted Answer

Feedback from a prospective buyer allows salespeople to evaluate if they have effectively addressed the buyer's concerns and needs.

Question 19

Which of the following is true of varying voice characteristics in a speech?

Accepted Answer

Altering volume from loud to soft can effectively grab and hold the listener's interest by emphasizing key points and maintaining engagement.

Question 20

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

Accepted Answer

Check-backs are used by salespeople to generate feedback from the buyer during a sales dialogue. They help in understanding the buyer's thoughts and concerns.

Quiz 7: Sales Dialog: Creating and Communicating Value