MKT 356 EXAM 2 COMPLETE QUESTIONS
WITH 100% VERIFIED ANSWERS
\.Identify the methods a salesperson should adopt to avoid a buyer's attention
turning to other topics during interactions. (Check all that apply.) - ANSWERS✔-
Actively involve the buyer in the communication process
*Alter the use of communication aids based on the buyer's social style
\.Expressives - ANSWERS✔-Choice, Intense, strong colors and lots of photos,
cartoons, fancy fonts, and positive images
\.Analyticals - ANSWERS✔-Clean, simple visuals, a list of references, and lots of
details
\.Amiables - ANSWERS✔-Visuals that include people and a relatively slow-moving
presentation
\.Drivers - ANSWERS✔-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 _____. - ANSWERS✔-select a story that fits
her own style
,\.Identify the guidelines for salespeople developing charts and related visuals for a
sales presentation using PowerPoint. - ANSWERS✔-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. -
ANSWERS✔-Testimonials
\.True or false: During buyer-seller interactions, the manner in which a salesperson
handles a product suggests its value to a buyer. - ANSWERS✔-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 _____. - ANSWERS✔-executive
briefing centers
\.How should a seller strategically choose a method to strengthen his or her sales
presentation? - ANSWERS✔-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 _____. - ANSWERS✔-Handouts
, \.David, a salesperson, plans to use stories while making a sales presentation to a
customer. It is advisable for him to _____. - ANSWERS✔-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 _____. -
ANSWERS✔-Reverse auction
\.Identify a guideline for salespeople developing charts and related visuals for a
sales presentation. - ANSWERS✔-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. - ANSWERS✔-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 _____. - ANSWERS✔-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 _____. - ANSWERS✔-prove turnover and profit margins
WITH 100% VERIFIED ANSWERS
\.Identify the methods a salesperson should adopt to avoid a buyer's attention
turning to other topics during interactions. (Check all that apply.) - ANSWERS✔-
Actively involve the buyer in the communication process
*Alter the use of communication aids based on the buyer's social style
\.Expressives - ANSWERS✔-Choice, Intense, strong colors and lots of photos,
cartoons, fancy fonts, and positive images
\.Analyticals - ANSWERS✔-Clean, simple visuals, a list of references, and lots of
details
\.Amiables - ANSWERS✔-Visuals that include people and a relatively slow-moving
presentation
\.Drivers - ANSWERS✔-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 _____. - ANSWERS✔-select a story that fits
her own style
,\.Identify the guidelines for salespeople developing charts and related visuals for a
sales presentation using PowerPoint. - ANSWERS✔-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. -
ANSWERS✔-Testimonials
\.True or false: During buyer-seller interactions, the manner in which a salesperson
handles a product suggests its value to a buyer. - ANSWERS✔-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 _____. - ANSWERS✔-executive
briefing centers
\.How should a seller strategically choose a method to strengthen his or her sales
presentation? - ANSWERS✔-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 _____. - ANSWERS✔-Handouts
, \.David, a salesperson, plans to use stories while making a sales presentation to a
customer. It is advisable for him to _____. - ANSWERS✔-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 _____. -
ANSWERS✔-Reverse auction
\.Identify a guideline for salespeople developing charts and related visuals for a
sales presentation. - ANSWERS✔-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. - ANSWERS✔-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 _____. - ANSWERS✔-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 _____. - ANSWERS✔-prove turnover and profit margins
