MKT 356 EXAM 2 | QUESTIONS AND ANSWERS | WITH
COMPLETE SOLUTION.
Identify the methods a salesperson should adopt to avoid a buyer's attention
turning to other topics during interactions. (Check all that apply.) Answer -
Actively involve the buyer in the communication process
*Alter the use of communication aids based on the buyer's social style
Expressives Answer - Choice, Intense, strong colors and lots of photos,
cartoons, fancy fonts, and positive images
Analyticals Answer - Clean, simple visuals, a list of references, and lots of
details
Amiables Answer - Visuals that include people and a relatively slow-moving
presentation
Drivers Answer - Professional and crisp visuals that have bold lettering to
highlight important points
Scarlett, a salesperson, intends to include a story as part of her sales
presentation to a customer. She should _____. Answer - select a story that fits
her own style
Identify the guidelines for salespeople developing charts and related visuals for
a sales presentation using PowerPoint. Answer - Use 28-point type for titles
,Use 24-point type for text
Use Arial or Helvetica as the font
Statements written by satisfied users of a product or service are known as
_____, which are used by salespeople to strengthen their sales presentations.
Answer - Testimonials
True or false: During buyer-seller interactions, the manner in which a
salesperson handles a product suggests its value to a buyer. Answer - This is
true. During buyer-seller interactions, the manner in which a salesperson
handles a product suggests its value to a buyer. Careful handling communicates
value, whereas careless handling implies that the product has little value.
When offering product demonstrations to a prospect during a sales call,
salespeople utilize rooms that are exclusively used to highlight a firm's
products and capabilities. These rooms are referred to as _____. Answer -
executive briefing centers
How should a seller strategically choose a method to strengthen his or her
sales presentation? Answer - By checking whether the method addresses a
buyer's needs
Written documents provided by salespeople to help buyers remember what
was said in a sales presentation are known as _____. Answer - Handouts
David, a salesperson, plans to use stories while making a sales presentation to a
customer. It is advisable for him to _____. Answer - ensure that he has a
reason for telling a story
, A situation in which an opening price is set by the buyer and then sellers try to
win the bidding competition by offering increasingly lower prices is called
_____. Answer - Reverse auction
Identify a guideline for salespeople developing charts and related visuals for a
sales presentation. Answer - Use layouts, scales, and art styles with
consistency for a collection of charts and figures
Identify a true statement about a request for proposal (RFP) issued by a
prospective buyer. Answer - It should contain the buyer's specifications for a
desired product.
A guideline for salespeople to use testimonials in their sales presentations is
that they should _____. Answer - use the testimonials only if they help address
a buyer's needs or concerns
To quantify a solution for retail buyers during a sales presentation, salespeople
must _____. Answer - prove turnover and profit margins
The ultimate presentation room used by salespeople to offer a hands-on
product demonstration to a prospect during a sales call in order to sell a
product most successfully is known as a(n) _____. Answer - executive briefing
center
A method to quantify a solution in a selling situation in which a seller's product
will meet a prospect's requirements and how that is different from
competitors' offerings, especially the next-best alternative, is known as a(n)
_____. Answer - customer value proposition
As part of a sales call, providing a buyer with a well-prepared handout reduces
buyer retention of information. Answer - This is false. A well-prepared set of
COMPLETE SOLUTION.
Identify the methods a salesperson should adopt to avoid a buyer's attention
turning to other topics during interactions. (Check all that apply.) Answer -
Actively involve the buyer in the communication process
*Alter the use of communication aids based on the buyer's social style
Expressives Answer - Choice, Intense, strong colors and lots of photos,
cartoons, fancy fonts, and positive images
Analyticals Answer - Clean, simple visuals, a list of references, and lots of
details
Amiables Answer - Visuals that include people and a relatively slow-moving
presentation
Drivers Answer - Professional and crisp visuals that have bold lettering to
highlight important points
Scarlett, a salesperson, intends to include a story as part of her sales
presentation to a customer. She should _____. Answer - select a story that fits
her own style
Identify the guidelines for salespeople developing charts and related visuals for
a sales presentation using PowerPoint. Answer - Use 28-point type for titles
,Use 24-point type for text
Use Arial or Helvetica as the font
Statements written by satisfied users of a product or service are known as
_____, which are used by salespeople to strengthen their sales presentations.
Answer - Testimonials
True or false: During buyer-seller interactions, the manner in which a
salesperson handles a product suggests its value to a buyer. Answer - This is
true. During buyer-seller interactions, the manner in which a salesperson
handles a product suggests its value to a buyer. Careful handling communicates
value, whereas careless handling implies that the product has little value.
When offering product demonstrations to a prospect during a sales call,
salespeople utilize rooms that are exclusively used to highlight a firm's
products and capabilities. These rooms are referred to as _____. Answer -
executive briefing centers
How should a seller strategically choose a method to strengthen his or her
sales presentation? Answer - By checking whether the method addresses a
buyer's needs
Written documents provided by salespeople to help buyers remember what
was said in a sales presentation are known as _____. Answer - Handouts
David, a salesperson, plans to use stories while making a sales presentation to a
customer. It is advisable for him to _____. Answer - ensure that he has a
reason for telling a story
, A situation in which an opening price is set by the buyer and then sellers try to
win the bidding competition by offering increasingly lower prices is called
_____. Answer - Reverse auction
Identify a guideline for salespeople developing charts and related visuals for a
sales presentation. Answer - Use layouts, scales, and art styles with
consistency for a collection of charts and figures
Identify a true statement about a request for proposal (RFP) issued by a
prospective buyer. Answer - It should contain the buyer's specifications for a
desired product.
A guideline for salespeople to use testimonials in their sales presentations is
that they should _____. Answer - use the testimonials only if they help address
a buyer's needs or concerns
To quantify a solution for retail buyers during a sales presentation, salespeople
must _____. Answer - prove turnover and profit margins
The ultimate presentation room used by salespeople to offer a hands-on
product demonstration to a prospect during a sales call in order to sell a
product most successfully is known as a(n) _____. Answer - executive briefing
center
A method to quantify a solution in a selling situation in which a seller's product
will meet a prospect's requirements and how that is different from
competitors' offerings, especially the next-best alternative, is known as a(n)
_____. Answer - customer value proposition
As part of a sales call, providing a buyer with a well-prepared handout reduces
buyer retention of information. Answer - This is false. A well-prepared set of
