Module 7 Quiz--Professional Selling (Hippeli)

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 ____________________.

1. Gone through a specific feature-benefit sequence. 2. Responded to an objection.

After sharing quantitative data during a sales presentation, you can best reinforce the facts you just stated by sharing a(n):

Anecdotal Story.

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

Benefit.

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

Confirmed Benefit.

Which of the following is not one of the keys to effective sales dialogue and presentations? A. Use audiovisuals and other sales tools to reinforce key points. B. Understand the customer's needs prior to presenting solutions. C. Making an emotional connection with a benefit. D. Guard against annoying mannerisms and statements. E. Make sure to cover each of the product's features.

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

Helping a prospect understand how the benefit of a feature will help her accomplish a specific objective she previously stated was important is called a(n):

Emotional Connection.

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

Feature.

During the sales presentation, the salesperson should:

Present the benefits that address the buyer's needs.

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

Response-Check (AKA Check-Backs).

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

Selling Point.