Marketing 4410 Chapter 7
Laura is a salesperson for H&B Simpsen Inc., is preparing to make a sales call. She should plan to use a check-back type of question after she has ______. 1. Responded to an objection 2. Made an introduction 3. Asked for the order 4. Both A and B 5. None of the above
1
The SPES Sequence is a powerful tool because it helps the salesperson effectively ________ . 1. Utilize visual aids 2. Uncover needs 3. Gain commitment 4. Confirm benefits 5. Resolve Objections
1
When selling to teams, salespeople should engage in ________ before the major sales dialogue with a group of buyers. 1. Preselling 2. Prospecting 3. Sales presentations 4. Need discovery 5. None of the above is correct.
1
Which of the following is not a Tip for Preparing Visual Materials? 1. Read from the presentation directly from the visual to reinforce the message. 2. Try to use graphs and charts instead of tables 3. Use bullet points to emphasize key points. 4. Use the same layouts and formats throughout to tie the presentation together. 5. All of the above are good tips.
1
_____ refers to the use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue more interesting and understandable. 1. Verbal Support 2. Active listening 3. Non-verbal communication 4. Verbal episode example 5. None of the above
1
A major purpose of SPIN and ADAPT is to help the salesperson identify the ______ for the buyer/ 1. Situation 2. Confirmed benefit 3. Features 4. Benefits 5. None of the above
2
Assume you are in the process of purchasing a new CRM software package for your company, and that increasing productivity is an important outcome you want from a new system. When the CRM salesperson gains your agreement that increasing productivity is important, a ________ has been identified. 1. Potential Benefit 2. Confirmed benefit 3. Value-source-component (VSC) 4. Value story 5. None of the above
2
Salespeople who are better prepared to be successful in sales dialogue are those that ________. 1. Learn at least 5 closing techniques 2. Practice asking questions, getting responses, and adapting to the responses 3. Practice presenting in a memorized order each of the product's features and benefits 4. Learn how to redirect the topic of conversation to his or her product's key selling features 5. Both B and C
2
To increase credibility when using stats as proof providers, salespeople should____. 1. Make sure the stats are favorable 2. Use stats from authoritative third-party 3. Use stats that were generated internally 4. Avoid numbers and stick to pictures 5. B and D
2
Which of the following is not a reason for using sales aids? 1. Capture prospective buyer's attention. 2. Increase the salesperson's participation and involvement. 3. Add clarity and enhance the prospect's understanding. 4. Generate interest in the recommended solution. 5. All correct
2
Which of the following is not an example of a response-check? 1. How do you feel about that? 2. Would you like to make a purchase today? 3. Is that what you had in mind? 4. Does that answer your concern? 5. All of them are
2
______ refers to printed materials, electronic materials, and product demonstrations designed to engage and involve buyers. 1. Analogies 2. Sales aids 3. Media assit 2.0 4. Visuals 5. None of the above
2
______ refers to the pitch and speed of speech, which salespeople should vary to emphasize key points. 1. Verbal support 2. Voice characteristics 3. Non-verbal communication 4. Verbal episode example 5. None of the above
2
A ________ is a statement that points out and illustrates the similarities between two points. 1. Anecdote 2. Example 3. Comparison 4. Testimonial 5. None of the above
3
Kevin, a salesperson for b2b insurance company, is preparing to engage in sales dialogue with a prospect. To increase effectiveness, Kevin needs to remember all of the following except? 1. Plan and practice sales dialogue 2. Focus on creating value for the buyer 3. make sure to cover each of the product's features 4. encourage buyer feedback 5. None of the above
3
One form of ________ is a statement from a satisfied customer highlighting the value of the selling organization's products. 1. Statistic 2. Analogy 3. Testimonial 4. Comparison 5. None of the above
3
When selling to groups, salespeople need to ________ . 1. Arrive after the group to avoid intimidating any of the group members 2. Speak directly to the decision maker but make infrequent eye contact with the other group members 3. Welcome each group member's opinion 4. Politely leave just before the meeting is over in order to all the group members enough time to speak privately 5. All of the above
3
A ________ is an example provided in the form of a story describing a specific incident or occurrence. 1. Story board 2. Analogy 3. Verbal episode example (VEE) 4. Anecdote 5. None of the above
4
A salesperson saying "last month one of my customers reported a 10% increase in productivity from using our product" is an example of a salesperson using a(n) ________ . 1. Story board 2. Analogy 3. Verbal episode example (VEE) 4. Anecdote 5. None of the above
4
After presenting a particular feature--benefit sequence to a prospect, a good salesperson should probably _____. 1. Uncover another need 2. Close (ask for the order) 3. Wait (not matter how long) for the prospect to talk 4. Utilize a check-back or response check 5. Ask the prospect for objections
4
Once a prospect indicates that particular benefit is valuable and important. That benefit is referred to as a/an: 1. Value feature 2. Value proposition 3. Closing Benefit 4. Confirmed benefit 5. None
4
When handling questions from a buying group, salespeople should ________ . 1. Defer tough questions until some other time 2. Respond to difficult questions with a certain degree of ambiguity 3. Have the people asking questions stand and face the group so that everyone may hear the question 4. Make eye contact with the person asking the question 5. All of the above
4
A series of positive response-checks indicates that they buyer 1. Is concerned about the price 2. Wants to discuss the price 3. Wants to purchase the product 4. Is becoming disinterested 5. None of the above
5
A testimonial is an example of a(n) ________ . 1. Commitment indicator 2. Statistic 3. Response check 4. Chart 5. Proof provider
5
When engaging in sales dialogue involving the presentation of solutions, salespeople needs to remember to _____. 1. Present a solution that is customized to the needs of the prospect 2. Ensure the price of the product is lower than the price of the product the prospect is currently purchasing 3. Confirm the buyer's belief in the benefits 4. Both A and B 5. Both A and C
5
True or False: Benefits and confirmed benefits are synonymous.
False
True or False: A salesperson gains a tactical advantage in a group meeting by arriving just after the first member of the buying group.
False
True or False: A series of positive response-checks indicates that the buyer has decided to buy the product.
False
True or False: An anecdote is a type of analogy.
False
True or False: Most prospects are interested in all of a product's features and benefits.
False
True or False: Printed materials are examples of sales aids and product demonstrations are not.
False
True or False: SPES Sequence is a tool for helping salespeople uncover a buyer's needs.
False
True or False: Salespeople should present as few benefits as they can when making a presentation
False
True or False: When handling questions in group presentations, the salesperson need not worry about repeating or rephrasing the question
False
True or False: When using sales aids, salespeople should try to avoid increasing a buyer's participation and involvement in the presentation.
False
True or False: Group sales presentations are fairly common.
True
True or False: "Would this be an improvement over what you are doing right now?" is an example of a response-check
True
True or False: Statistics from authoritative third-party sources are more credible than those that are not.
True
True or False: When selling to groups, it would be beneficial for the salesperson to pre-sell individual group members prior to the group's formal meeting.
True
True or False: "Are these the sorts of features you are looking for in this sort of product?" is an example of a response-check?
True
True or False: "Our camera has the same resolution as our closest competitor's camera" is an example of a comparison.
True
True or False: A testimonial is a form of proof provider.
True
True or False: Analogies are useful for explaining a complex thing by allowing the buyer to better visualize it in terms of something familiar that is easier to understand.
True
True or False: Case histories are testimonials in story form.
True
True or False: Changes in voice volume can be used to add emphasis to an important phrase or topic.
True
True or False: During a sales presentation, the salesperson should, among other things, confirm the buyer's desire to obtain the benefits of the solution.
True
True or False: During a sales presentation, the salesperson should, among other things, illustrate and demonstrate the benefits of the solution.
True
True or False: Each visual aid should present only one idea.
True
True or False: Salespeople should use response-checks and check-backs when handling objections.
True
True or False: The sales presentation takes place after uncovering the buyer's needs.
True
