Question 1

A/an ________________is a special and useful form of comparison that explains one thing in terms of another.

Accepted Answer

The answer of A/an ________________is a special and useful form...

Question 2

The pitch and speed of speech, which salespeople should very to emphasize key points is referred to as ____________________.

Accepted Answer

The answer of The pitch and speed of speech, which...

Question 3

"Does this make sense to you so far?" is an example of a ____________ question (designed to generate feedback from the buyer.

Accepted Answer

The answer of "Does this make sense to you so...

Question 4

A/an _____________is a brief description of a specific instance used to illustrate features and benefits of a product. An anecdote is a specific type of this.

Accepted Answer

The answer of A/an _____________is a brief description of a...

Question 5

One of the tips for preparing visual materials is to target using a maximum of __words per line and __ lines per visual.

Accepted Answer

The answer of One of the tips for preparing visual...

Question 6

Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.

Accepted Answer

The answer of Printed materials, Electronic Materials, and product demonstrations...

Question 7

The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to collectively as _______________support.

Accepted Answer

The answer of The use of voice characteristics, examples and...

Question 8

A salesperson gains a tactical advantage in a group meeting by arriving before anyone else.

Accepted Answer

By arriving before anyone else, the salesperson can have more time to prepare and set up any materials or equipment needed for the meeting. They also have the opportunity to build rapport with any early arrivals and establish themselves as the first point of contact for any questions or concerns. This can give them a strategic advantage in the meeting.

Question 9

The benefits the buyer indicates are important and represent value are called __________________.

Accepted Answer

The answer of The benefits the buyer indicates are important...

Question 10

A/an ______________is a type of example that is provided in the form of a story describing a specific incident or occurrence.

Accepted Answer

The answer of A/an ______________is a type of example that...

Question 11

Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.

Accepted Answer

The answer of Creating value and generating confirmed benefits are...

Question 12

________________ (also known as response checks) are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.

Accepted Answer

The answer of ________________ (also known as response checks) are...

Question 13

"Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.

Accepted Answer

The answer of "Having an onboard map and tracking system...

Question 14

One of the tips for preparing visual materials is that visual material should be kept ____________ (simple or complex).

Accepted Answer

The answer of One of the tips for preparing visual...

Question 15

Preparing and completing this effective sales dialogue phase of the sales process successfully has been compared to doing _____________in that it is complex and requires preparation, knowledge, and skill.

Accepted Answer

The answer of Preparing and completing this effective sales dialogue...

Question 16

Sales aid in electronic format such as slides, videos, or multimedia presentations are referred to as _________ materials.

Accepted Answer

The answer of Sales aid in electronic format such as...

Question 17

An anecdote is a specific type of a/an __________________

Accepted Answer

The answer of An anecdote is a specific type of...

Question 18

A statement that points out and illustrates the similarities between two points is called a/an ____________.

Accepted Answer

The answer of A statement that points out and illustrates...

Question 19

When handling questions in group presentations, the salesperson should repeat or rephrase the question before answering it.

Accepted Answer

This technique is called active listening and helps ensure that the salesperson understands the question correctly and that everyone in the group can hear the question before the answer is given.

Question 20

At courage and buyer feedback in a focus on creating value for the buyer are both keys to effective sales ___________.

Accepted Answer

The answer of At courage and buyer feedback in a...

Quiz 7: Sales Dialogue: Creating and Communicating Value