Personal Selling -7

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

After presenting a selling point & After handling an objection

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

All of the above are categories of presentation aids

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

All of the above are response-checks

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):

Analogy

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

Anecdote

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

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

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

Authoritative third-party sources

Which of the following is not a PowerPoint Tip?

Avoid needless animation,Get a fresh background, Cut down on the number of slides, run spell check

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

Benefit

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

Benefits

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

Case History

An analogy is a special form of ____.

Comparison

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

Cumulative

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

Describe all of the products features and benefits

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

Explain the sales aid

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

Features

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 ____.

Gone through a specific feature-benefit sequence & Responded to an objection

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 ____.

Greet each group member as they arrive

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: a. More about his product's features and benefits

How to develop and present selling points

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

Is nearing a purchase decision

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

Location Seating arrangements Disruptions Positioning

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

Make sure to cover each of the product's features

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

None

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

None

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

Not a feature the salesperson should address first

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

Present the sales aid

When preparing printed materials and visuals, a salesperson should remember _____.

Printed materials and visuals should be kept simple, To never read the presentation directly from the visual, To make sure each visual presents only one idea, to check for typographical and spelling errors

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

Response-Check

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

Salespeople should anticipate difficult questions, Salespeople should make eye contact with the person asking the question, Salespeople should restate or rephrase the question, Salespeople should answer questions succinctly and convincingly

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

Seek confirmation of benefits

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

Selling Points

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

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 ____.

Testimonials

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

Testimonials, Case histories, Statistics

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

The SPES Sequence

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

To assure the appearance of the product is neat and clean, To check for problem-free operation, To anticipate problems and have back-up or replacement parts on hand

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

To ensure everyone has heard and understands the question before answering it, To not try and bluff the group by trying to answer a question to which they do not know the answer, To answer questions as directly as possible

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

To make sure each visual presents only one idea`

When selling to groups, salespeople need to ____.

Utilize appropriate arrival tactics,Make appropriate eye contact with each member of the group, Welcome each group member's opinion, Restate or rephrase questions asked by group members

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

Utilize visual aids

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

arrange to sit with the buyer at a small table & arrange to sit at the side of the buyer's desk

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

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.

confirmed benefit

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:

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

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

feature

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

potential benefit

During the sales presentation, the salesperson should:

present the benefits that address the buyer's needs.

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:

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

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

selling point

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

surgery