Question 1

"Do you like this color?" is an example of a response-check.

Accepted Answer

This is true because a response-check is a question that seeks confirmation or verification of the listener's understanding, opinion, or feelings. The question "Do you like this color?" is checking the listener's opinion of the color.

Question 2

Presentation tools and sales aids can help salespeople generate interest in the recommended solution.

Accepted Answer

Presentation tools and sales aids such as demos, videos, and brochures can be used by salespeople to showcase their recommended solutions and generate interest in them.

Question 3

"Would you like to place an order today?" is an example of a response-check.

Accepted Answer

The answer of "Would you like to place an order...

Question 4

Sales aids can increase a buyer's participation and involvement.

Accepted Answer

Sales aids such as brochures, videos, and demonstrations can help a buyer better understand the product or service being sold, increasing their participation and engagement in the sales process.

Question 5

Potential benefits become confirmed benefits only when the buyer acknowledges their value.

Accepted Answer

The statement is true. Until the buyer acknowledges the value of a potential benefit, it remains uncertain whether it will actually have a positive impact on their decision-making.

Question 6

A salesperson's voice characteristics will impact his or her sales presentation effectiveness.

Accepted Answer

A salesperson's voice characteristics such as tone, pitch, volume, and pace can greatly impact how persuasive and engaging their sales presentation is. A monotone voice or speaking too fast can turn off potential buyers, while a confident and clear voice can help build trust and rapport with customers. Therefore, a salesperson's voice characteristics are indeed critical to their sales presentation effectiveness.

Question 7

A comparison is a special form of analogy.

Accepted Answer

A comparison is a general term for evaluating similarities and differences between two things, while an analogy specifically highlights a relationship or parallel between two different things.

Question 8

A salesperson will use analogies to add interest and clarity to a presentation.

Accepted Answer

Analogies help the audience understand complex ideas by comparing them to something more familiar. Salespeople can use analogies to simplify their presentations and make them more interesting and memorable.

Question 9

A salesperson will use a "check-back" or "response-check" to gauge the buyer's interest level.

Accepted Answer

A check-back or response-check is a sales technique used to confirm the buyer's interest level in a product or service by asking follow-up questions or summarizing their needs and preferences.

Question 10

Voice characteristics are relatively unimportant to verbal communication.

Accepted Answer

Voice characteristics, such as tone, pitch, and volume, can convey meaning and emotions that are crucial to effective verbal communication. They can indicate sincerity, authority, excitement, concern, and many other states of mind or intentions that affect how a message is received and interpreted. For example, a sarcastic or monotonic tone can completely change the meaning of a sentence or make it ambiguous, whereas a friendly or empathetic tone can make someone feel understood and welcomed. Therefore, voice characteristics should be considered and used intentionally in communication, especially when dealing with sensitive or complex issues.

Question 11

Good salespeople rarely need sales presentation aids.

Accepted Answer

While good salespeople may have strong sales skills and product knowledge, effective sales presentation aids can enhance their presentations and help them close deals. Presentation aids such as visual aids, demonstrations, and samples can also help prospects better understand the benefits of a product or service.

Question 12

Features represent the value a product produces.

Accepted Answer

Features describe the characteristics of a product, while value refers to the benefits or advantages a product provides to the customer.

Question 13

Visual materials should be kept complex in order to capture the buyer's attention.

Accepted Answer

The answer of Visual materials should be kept complex in...

Question 14

An example told in the form of a story is usually referred to as an anecdote.

Accepted Answer

Anecdotes are short stories or accounts of interesting, amusing, or biographical incidents or events. They are often used to illustrate a point or emphasize a certain idea.

Question 15

A comparison is a statement that points out and illustrates the similarities between two points.

Accepted Answer

A comparison is a statement that shows the similarities between two points, while a contrast is a statement that highlights the differences between two points. Therefore, option A is correct.

Question 16

When following the SPES sequence, the first step involves presenting the sales aid.

Accepted Answer

The first step in the SPES sequence is to "Summarize the situation," not to present the sales aid.

Question 17

While examples may be hypothetical, anecdotes are not.

Accepted Answer

Hypothetical examples are created to illustrate a point, but anecdotes are real-life stories or personal experiences.

Question 18

A salesperson's voice characteristics have no impact on his or her sales presentation ability.

Accepted Answer

A salesperson's voice characteristics, such as tone, pitch, and pace, can have a significant impact on their sales presentation ability. The way they speak can affect how engaging and persuasive they are to the customer, which ultimately impacts their ability to make a sale.

Question 19

An anecdote is the same thing as an analogy.

Accepted Answer

An anecdote is a short and amusing or interesting story about a real incident or person, while an analogy is a comparison between two things, typically on the basis of their structure and for the purpose of explanation or clarification. They are not the same thing.

Question 20

An anecdote is a type of comparison.

Accepted Answer

An anecdote is a short story or account of an event, often humorous or biographical, used to illustrate a point or make a statement. It is not a type of comparison.

Quiz 7: Sales Dialogue: Creating and Communicating Value