MKTG 335 Ch 7

Response-checks and check-backs are most commonly used

After presenting a selling point After handling an objection

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

The value that comes from a product's particular feature is referred to as a

Benefit

Which of the following is not a reason for using sales aids

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.

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

Case history

A statement that points out and illustrates the similarities 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

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

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

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

How does that sound to you? Does this make sense to you so far? Do you like this color? Does that answer your concern

A series of positive response-check indicates that the buyer

Is nearing a purchase decision

Which of the following tips is most accurate with respect to selling to groups

Make sure all members of the group feel that their opinions are valuable

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

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

None of the above are correct

When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyer

Preselling

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

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

Proof providers Product demonstrations Electronic materials Visual material

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

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 selling to groups, salespeople should remember

To make periodic eye contact with everyone in the meeting

When preparing printed materials 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

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

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

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 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.

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

surgery