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Exam 7: Sales Dialogue

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Question 41

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What is the term for a statement that points out and illustrates the similarities between two points?

A) an analogy
B) an anecdote
C) a comparison
D) a metaphor

E) A) and D)
F) A) and C)

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Question 42

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In some ways, making a sales presentation is analogous to performing surgery.

A) True
B) False

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Question 43

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Group sales presentations are extremely rare.

The sales presentation takes place prior to uncovering the buyer's needs.

In discussing a planned sales dialogue, Ivan told his sales manager, "This is a new customer so I am going to start the discussion by discussing the cost savings due to reducing the amount of staff required." What does this statement suggest that Ivan is planning to use?

When selling to groups, a salesperson should make eye contact only with the buyer or decision maker.

In completing a sales dialogue template for a scheduled call, Ali focused on writing a number of open-end questions that he would use in the first two stages of the ADAPT model. Which key to effective sales dialogue does this demonstrate?

When following the SPES Sequence, the third step is to emphasize the sales aid.

The combination of a specific feature and its meaningful benefit statement is known as a selling point.

What is the term for a brief description of a specific instance used to illustrate the features and benefits of a product or service?

When faced with a challenging group sales dialogue, which tactic should a salesperson employ with respect to handling questions?

In benefit selling, what is the term for the combination of a specific feature and its meaningful benefit statement?

A type of example that is provided in the form of a story describing a specific incident or occurrence is known as an anecdote.

It is important for a salesperson to determine the buyer's needs before making a sales presentation.

A brief description of a specific instance used to illustrate features and benefits of a product or service is known as an analogy.

Response checks-also known as check-backs-should be used after handling an objection.

In discussing a planned sales dialogue, Ruby told her sales manager, "All of my previous conversations with this customer have focused on the high cost of manufacturing, so I am going to start the discussion by talking about cost savings due to equipment efficiency." What does this statement suggest that Ruby is planning to use?

In preparing for a sales interaction, Jacob gathered and made copies of a number of durability and reliability test reports from government agencies for his product line, which he intended to give to the prospective customer. Which key to effective sales dialogue does this demonstrate?

When using electronic materials as visual sales aids, a salesperson should be cautious to prevent the presentation from taking over the sales dialogue.

What should a salesperson remember when conducting a needs-gap analysis?