Module 7

A salesperson saying that using his or her sales force automation software is like having a secretary that will work for free, is using a(n):

a. Analogy

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

a. Authoritative third-party sources

Generally speaking, buyers will make their purchase decision based on ____.

a. Benefits

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

Which of the following is not one of the keys to effective sales dialogue and presentations?

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

After presenting a selling point, the salesperson should use a ____ type of question.

a. Response-Check

Salespeople consistently having trouble with properly presenting sales aids could probably benefit from ____.

a. The SPES Sequence

The value that comes from consuming a product is referred to as a ____.

a. benefit

Suppose your company is going to buy a new copier for the office. The ability of the copier to staple is one of its ____.

a. features

Suppose your company is going to buy a new copier. A particular copier's ability to increase efficiency is known as a:

a. potential benefit

Achieving success in the sales presentation is analogous success in ____, in that both are complex, require preparation, knowledge, and skill.

a. surgery

An example provided in the form of a story describing a specific incident or occurrence is referred to as a(n):

b. Anecdote

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

b. Case history

An analogy is a special form of ____.

b. Comparison

The "E" in the SPES Sequence stands for ____.

b. Explain the sales aid

Which of the following is not a PowerPoint Tip?

b. Get a fresh background e. All of the above are PowerPoint tips.

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

b. Not a feature the salesperson should address first

The "P" in the SPES Sequence stands for ____.

b. Present the sales aid

The second "S" in the SPES Sequence stands for ____.

b. Seek confirmation of benefits

A ____ is identified once the buyer acknowledges the importance of benefit.

b. confirmed benefit

Suppose your company is going to buy a new copier because you want one that will improve your productivity by automatically stapling documents. When a salesperson gets your agreement that his/her product will increase productivity because it staples automatically, a ____ has been identified.

b. confirmed benefit

Steve, a salesperson for XYZ Computer Co. has just finished uncovering and confirming that his prospective customer needs 50 new computers that offer high quality graphics. During his presentation, Steve should:

b. secure the buyer's agreement that his computers offer high quality graphics.

When attempting to link solutions to needs, the salesperson should do all of the following except?

c. Describe all of the products features and benefits

Steve, a salesperson for XYZ Co. knows his products better than any other salesperson. Although when working with prospects he is able to list several features and benefits his product provides, Steve's sales are among the lowest in the company. Steve could probably benefit from learning:

c. How to develop and present selling points

A series of positive response-check indicates that the buyer:

c. Is nearing a purchase decision

Salespeople are most likely to gain their prospects' attention when they present them with?

c. Selling points

The first "S" in the SPES Sequence stands for ____.

c. State the selling point and introduce the sales aid

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

c. Testimonials

When preparing printed materials and visuals, a salesperson should remember _____ (2)

c. To make sure each visual presents only one idea

Sandy is a salesperson for XYZ Computer Co. As she moves into the presentation portion of the sales process, Sandy should do all of the following except:

c. convince the buyer that Sandy's product is the lowest price product on the market

During the sales presentation, the salesperson should:

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

The combination of a specific feature and a meaningful benefit is called a:

c. selling point

If you were about to conduct a sales call with a prospective buyer and could adjust the seating arrangement, you should probably ____ (2).

d. Arrange to sit at the side of the buyer's desk

LaToya is a salesperson for XYZ Co. and is preparing to make a sales call. She should plan to use a check-back type of question after she has ____.

d. Both A and C are correct

Which of the following is not a reference to a type of question that seeks feedback from a buyer?

d. Cumulative

The SPES Sequence is a power tool because it helps the salesperson effectively ____.

d. Utilize visual aids

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

d. feature

Response-checks and check-backs are most commonly used:

e. A and B are most common.

When preparing to conduct a product demonstration, a salesperson should remember ____.

e. A, b, and c are correct

When preparing printed materials and visuals, a salesperson should remember _____ (1)

e. All of the above

With respect to the sales call setting, the salesperson should be concerned about ____.

e. All of the above

Which of the following is not a category of sales presentation aids and tools?

e. All of the above are categories of presentation aids

When selling to groups, salespeople need to ____.

e. All of the above are correct

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

e. All of the above are correct

Which of the following is not an example of a response-check?

e. All of the above are response-checks

The value that comes from consuming a product is referred to as a(n) ____.

e. None of the above

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

e. None of the above are correct

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

e. a, b, and c are correct

Which of the following is an example of a proof provider?

e. a, b, and c are examples of proof providers

If you were about to conduct a sales call with a prospective buyer and could adjust the seating arrangement, you should probably ____ (1).

e. either b or d