Chapter 6
The sales message varies little from customer to customer in a(n) _____.
a. directed sales presentation
b. written sales presentation
c. organized sales presentation
d. canned sales presentation
d. canned sales presentation
_____ include sales aids in the form of printed materials, photographs and illustrations, and charts and graphs.
a. Electronic materials
b. Visual materials
c. Product demonstrations
d. Testimonials
b. Visual materials
A _____ is resistance to a commodity in which a buyer does not like the way the commodity looks or feels.
a. source objection
b. price objection
c. need objection
d. product objection
d. product objection
Before, during, and after a sale, a selling strategy must focus on:
a. how a customer defines value.
b. observing and measuring customer behavior or output.
c. ensuring that a prospect or customer makes a purchase.
d. satisfying immediate self-interests.
a. how a customer defines value.
_____ are questions salespeople use throughout a sales dialogue to generate feedback from the buyer.
a. Check-backs
b. Anecdotes
c. Comparisons
d. Analogies
a. Check-backs
A benefit of sales resistance is that:
a. it indicates that a prospect is involved in the selling process.
b. it shifts the blame from a salesperson to a buyer if the former fails to make a sale.
c. it strengthens a company or a selling organization against its competitors.
d. it helps a company reduce its sales targets.
a. it indicates that a prospect is involved in the selling process.
The last section of the sales dialogue template is building value through _____.
a. reinforcement
b. needs fulfillment
c. needs awareness
d. follow-up action
d. follow-up action
A major purpose of the use of the _____ process is to help the salesperson identify the confirmed benefits for the buyer.
a. 5-P Sales questioning
b. matrix questioning
c. SPIN or ADAPT questioning
d. prospect questioning
c. SPIN or ADAPT questioning
While preparing to handle objections from buyers, salespeople should remember that:
a. they should be treated as questions.
b. they are not a normal part of the sales process.
c. they usually reflect a rejection of a product.
d. they indicate that a buyer is not fully involved in the buying process.
a. they should be treated as questions.
A written sales proposal is most likely to be used as a sales communications format when a:
a. low-dollar-volume sales transaction has to take place.
b. prospect is selecting a new supplier.
c. company's salesforce is relatively inexperienced.
d. buyer does not want testimonials from a seller.
b. prospect is selecting a new supplier.
Which of the following strategies will most likely generate a buyer's desire to purchase a product?
a. Employing many check-backs during a sales presentation
b. Creating an illusion of product scarcity to the buyer
c. Listing all the benefits of the product
d. Emphasizing confirmed benefits of the buyer
d. Emphasizing confirmed benefits of the buyer
A prospect who _____ tends to deliberately say no during the first few sales calls to test a salesperson's persistence.
a. resists change because he or she dislikes making decisions
b. objects because it is a matter of custom
c. has not been properly qualified
d. wants to avoid a sales interview
b. objects because it is a matter of custom
Which of the following examples is likely to appeal to a buyer's emotional buying motive?
a. "Opal Fashions apparels are marketed by pop stars and young actors."
b. "ColorIT shirts are the lowest priced shirts in the market."
c. "LightOS operating system should double your productivity."
d. "Plus batteries last two days longer than other batteries."
a. "Opal Fashions apparels are marketed by pop stars and young actors."
When delivering a presentation, standing to the left of the visual aid:
a. diverts the attention of the audience to the speaker.
b. makes it easier to direct attention to the visual aid.
c. makes it easier for the audience to view the presentation.
d. facilitates easier understanding of the sales message.
c. makes it easier for the audience to view the presentation.
Most salespeople feel that price objections are mostly raised in cases where buyers are not qualified properly.
a. True
b. False
b. False