Chapter 7: Quiz 3
Response-checks and check-backs are most commonly used:
A and B are most common: -After presenting a selling point - After handling an objection
When preparing to conduct a product demonstration, a salesperson should remember _____.
A, b, and c are correct: - 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
Which of he following is not a type/category of sales presentation aids and tools?
All of the above are categories of presentation aids: - Proof providers - Product demonstrations - Electronic Materials - Visual Material
Which of the following is not a reason for using sales aids?
All of the above are correct: - Capture prospective buyer's attention - Increase the buyer's participation and involvement - Add clarity and enhance the prospect's understanding -Generate interest in the recommended solution
Which of the following is not an example of a response-check?
All of the above are response checks: - How does that sound to you? -Does this make sense to you so far? - Do you like this color? - Does that answer your concern?
When preparing printed materials and visuals, a salesperson should remember ____.
All of the above: - 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
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
When available, statistics from ____ carry the highest credibility as statistical proof providers.
Authoritative third-party sources
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 _________.
Both A and C are correct: - Gone through a specific feature-benefit sequence - Responded to an objection
A statement that points out and illustrates between two points is called a/an _______.
Comparison
An analogy is a special form of _____.
Comparison
A buyer indicated that a particular benefit is valuable and important is called a/an ______.
Confirmed Benefit
A major purpose of SPIN and ADAPT is to help the salesperson identify the _______ for the buyer.
Confirmed benefits
The benefits the buyer indicates are important are called __________.
Confirmed benefits
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 the Sandy's product is the lowest price product on the market
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
A series of positive response-check indicates that the buyer:
Is nearing a purchase decision
When demonstrating a product, the salesperson should
Make sure the product being demonstrated is typical of what is being recommended
Which of the following is not one of the keys to effective sales dialogue?
Make sure to cover each of the product's features
The value that comes from consuming a product is referred to as a(n) ________.
None of the above: - Added Value Resource (AVR) - Confirmed benefit - Value proposition - Feature
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
During the sales presentation, the sales person should:
Present the benefits that address the buyer's needs
The "P" in the SPES Sequence stands for ______.
Present the sales aid
After presenting a selling point, the salesperson should use a ____ type of question
Response-Check
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 computer offer high quality graphics
The second "S" in the SPES Sequence stands for ______.
Seek confirmation of benefits
The first "S" in the SPES Sequence stands for_____.
State the selling point and introduce the sales aid
Achieving success in the sales presentation is analogous success in ______, in that both are complex, require preparation, knowledge, and skill.
Surgery
A salesperson attempting to get satisfied customers to go "on the record" about their experiences, is trying to obtain ___.
Testimonials
Salespeople consistently having trouble with properly presenting sales aids could probably benefit from ______.
The SPES Sequence
When preparing printed material and visuals, a salesperson should remember ______.
To make sure each visual presents only one idea
Which of the following is not a Tip for Preparing Visual Materials?
Use bullet points to emphasize key points
The SPES Sequence is a power tool because it helps the salesperson effectively ______.
Utilize visual aids
Which of the following is an example of a proof provider?
a, b, and c are examples of proof providers: - Testimonials - Case Histories - Statistics
The value that comes for a product's particular feature is referred to as a _______.
benefit
A ______ is identified once the buyer acknowledges the importance or 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
A physical characteristic or quality of a product is referred to as a _____.
feature
