Question 1

A/an ______________is a type of example that is provided in the form of a story describing a specific incident or occurrence.

Accepted Answer

The answer of A/an ______________is a type of example that...

Question 2

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

Accepted Answer

The answer of "Having an onboard map and tracking system...

Question 3

One of the tips for preparing visual materials is that visual material should be kept ____________ (simple or complex).

Accepted Answer

The answer of One of the tips for preparing visual...

Question 4

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to collectively as _______________support.

Accepted Answer

The answer of The use of voice characteristics, examples and...

Question 5

A/an _____________is a brief description of a specific instance used to illustrate features and benefits of a product. An anecdote is a specific type of this.

Accepted Answer

The answer of A/an _____________is a brief description of a...

Question 6

"Does this make sense to you so far?" is an example of a ____________ question (designed to generate feedback from the buyer.

Accepted Answer

The answer of "Does this make sense to you so...

Question 7

________________ (also known as response checks) are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

Accepted Answer

The answer of ________________ (also known as response checks) are...

Question 8

A statement that points out and illustrates the similarities between two points is called a/an ____________.

Accepted Answer

The answer of A statement that points out and illustrates...

Question 9

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else.

Accepted Answer

By arriving before anyone else, the salesperson can use the extra time to set up their materials, mentally prepare for the meeting, and potentially establish rapport with early-arriving attendees. They also have the opportunity to choose prime seating and observe the other participants as they arrive, which can provide valuable insights into their body language and demeanor.

Question 10

The benefits the buyer indicates are important and represent value are called __________________.

Accepted Answer

The answer of The benefits the buyer indicates are important...

Question 11

Preparing and completing this effective sales dialogue phase of the sales process successfully has been compared to doing _____________in that it is complex and requires preparation, knowledge, and skill.

Accepted Answer

The answer of Preparing and completing this effective sales dialogue...

Question 12

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

Accepted Answer

The correct practice is to repeat or rephrase the question before answering it to ensure that everyone in the group understands the question and to confirm that you have understood it correctly. This makes the presentation more clear and professional.

Question 13

Sales aid in electronic format such as slides, videos, or multimedia presentations are referred to as _________ materials.

Accepted Answer

The answer of Sales aid in electronic format such as...

Question 14

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

Accepted Answer

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

Question 15

At courage and buyer feedback in a focus on creating value for the buyer are both keys to effective sales ___________.

Accepted Answer

The answer of At courage and buyer feedback in a...

Question 16

One of the tips for preparing visual materials is to target using a maximum of __words per line and __ lines per visual.

Accepted Answer

The answer of One of the tips for preparing visual...

Question 17

An anecdote is a specific type of a/an __________________

Accepted Answer

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

Question 18

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

Accepted Answer

The answer of The pitch and speed of speech, which...

Question 19

A/an ________________is a special and useful form of comparison that explains one thing in terms of another.

Accepted Answer

The answer of A/an ________________is a special and useful form...

Question 20

Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.

Accepted Answer

The answer of Printed materials, Electronic Materials, and product demonstrations...

Quiz 7: Sales Dialogue: Creating and Communicating Value