MKT 356 EXAM 2 QUESTIONS AND ANSWERS
100% CORRECT
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
100% CORRECT
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
