MK330 Quiz 3 (Exam 1)

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

Authoritative third-party sources.

(T or F) "How many employees do you have?" is an example of a trial close (i.e., check-back) question.

False.

(T or F) A good salesperson doesn't need statistics to support his or her claims.

False.

(T or F) After using a visual sales aid, the salesperson should leave it out so that the buyer can look at it whenever they want.

False.

(T or F) Features represent the value a product produces.

False.

(T or F) Presentation tools and sales aids are best used when uncovering needs.

False.

(T or F) Salespeople should present as many benefits as they can when making a presentation.

False.

A physical characteristic or quality of a product is referred to as a ____.

Feature.

LaToya is a salesperson for XYZ Co. and is preparing to make a sales call. She should plan to use a trial close (i.e., check-back) question after she has ____.

Gone through a specific feature-benefit sequence; responded to an objection.

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

Testimonials.

(T or F) A salesperson will use analogies to add interest and clarity to a presentation.

True.

(T or F) A testimonial is a form of proof provider.

True.

(T or F) An example told in the form of a story is usually referred to as an anecdote.

True.

(T or F) Potential benefits become confirmed benefits only when the buyer acknowledges their value.

True.

The SPES sequence provides a tool through which salespeople can effectively ____.

Utilize visual aids.

Which of the following is NOT one of the keys to effective sales dialogue? a) make sure to cover each of the product's features. b) encourage buyer feedback. c) plan and practice sales dialogue. d) focus on creating value for the buyer. e) none of the above.

a) make sure to cover each of the product's features.

When attempting to link solutions to needs, the salesperson should do all of the following EXCEPT? a) convey to the buyer how his/her product will meet the identified buyer's needs. b) explain how the product's features will produce the confirmed benefits. c) describe all of the products features and benefits. d) ensure the buyer understands the link between the relevant features and the confirmed benefits. e) he/she should do all of the above.

c) describe all of the products features and benefits.

During the sales presentation, the salesperson should: a) present all of his or her product's features and benefits. b) present all the benefits his or her product can produce. c) present the benefits that address the buyer's needs. d) avoid asking the buyer any more questions. e) all of the above.

c) present the benefits that address the buyer's needs.

Which of the following is not a type/category of sales presentation aids and tools? a) proof providers. b) product demonstrations. c) electronic materials. d) visual material. e) all of the above are categories of presentation aids.

e) all of the above are categories of presentation aids.

When preparing printed materials and visuals, a salesperson should remember ____. a) printed materials and visuals should be kept simple. b) to never read the presentation directly from the visual. c) to make sure each visual presents only one idea. d) to check for typographical and spelling errors. e) all of the above.

e) all of the above.