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Engage and Involve the Buyer. Presentation should focus on Buyer and hold their Attention. Product Demonstrations are one of the most effective sales tools because it allows the buyer to engage directly with the product. What are the key characteristics of effective sales dialogue quizlet?the most effective sales dialogues:
When engaging in sales dialogue that involves presenting solutions salespeople need to?Terms in this set (20) When engaging in sales dialogue that involves presenting solutions, salespeople need to: present solutions that are customized to the needs of the buyers. Are questions salespeople use throughout a sales dialogue?A general form of value that is assumed by the salesperson to be of importance but is not yet acknowledged as such by the buyer. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer What are the key characteristics of effective sales dialogue?Characteristics of an Effective Sales Dialogue
What is effective sales dialogue?KEYS TO EFFECTIVE SALES DIALOGUE The most effective sales dialogues: u2022 Are planned and practiced by salespeople. u2022 Encourage buyer feedback. u2022 Focus on creating value for the buyer. How do you have an effective sales conversation?the most effective sales dialogues:
What are the key characteristics of effective sales dialogues?Characteristics of an Effective Sales Dialogue
What are three characteristics of effective salespeople quizlet?What are the characteristics of successful salespeople? They are self-motivated, dependable, trustworthy, ethical, knowledgeable, have an ability to use information technology. Moreover, they have analytical skills, communication skills, creativity, confidence, optimism, emotional intelligence, and flexibility. What is the purpose of sales dialogue?When engaging in a sales dialogue with a prospect or client, it is important to acknowledge their current needs before approaching them with new needs. To provoke a need, sales reps can establish credibility by sharing insights and asking questions to better understand the client. How can salespeople make sales dialogue interesting and understandable to buyers?The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable. The pitch and speed of speech, which salespeople should vary to emphasize key points. When available, _____ from authoritative, third-party sources carry the highest credibility. A testimonial is an example of a _____. Sarah, a salesperson at Binc Corp., is preparing for a sales dialogue with a group of buyers for a product her company launched six months ago. Which of the following sales tactics should Sarah follow during her sales presentation? While speaking, she should try to engage each individual in the group through eye contact. Identify a tip for preparing visual materials. Leave plenty
of white space; do not crowd the page. Laura, a salesperson for H&B Simpsen Inc., is preparing to make a sales call. She plans to encourage the prospective buyer to give feedback during the call. During the call, she should use a check-back after she has: responded to an objection. Kevin, a salesperson for the b2b insurance company, is preparing to engage in a sales dialogue with a prospective buyer. To increase his effectiveness, Kevin needs to: engage and involve the buyer. Holly, a salesperson for Gorgon Corp., is preparing to conduct a product demonstration for a group of buyers. Holly should remember: to make sure the product is in good working order prior to the demonstration. Which of the following is a tip for preparing visual materials? Use bullet points to emphasize key points. Salespeople who are better prepared to be successful in a sales dialogue are those who: practice asking questions, getting responses, and adapting to the responses appropriately. A tip for preparing visual materials is to: use colors sparingly
and for functional rather than decorative purposes. Mandy, a salesperson, is presenting to a group of buyers. If one of the members of the group asks her a question, Mandy should: listen carefully and maintain eye contact with the person asking the question. Which of the following is a guideline for product demonstrations? Anticipate problems and have back-up replacement parts on hand. After presenting a particular feature-benefit sequence to a prospective buyer, a high-performing salesperson should: utilize a check-back
or response check. refer to printed material, electronic material, and product demonstrations that are designed to engage and involve buyers. A salesperson saying "Last month, one of my customers reported a 10 percent increase in productivity after using our product," is an example of a(n) _____. When handling questions from the buying group, salespeople should: make eye contact with the person asking the question. When selling to teams, salespeople should engage in _____ before a sales dialogue with a group of buyers. refer to the pitch and speed of speech, which salespeople should vary as a way to emphasize key points. A(n) _____ is a statement that points out and illustrates the similarities between two points. While conducting a sales dialogue, a series of positive response-checks indicates that the buyer: is nearing a purchase decision. The SPES (state selling point and introduce the sales aid, present the sales aid, explain the sales aid, and summarize) Sequence is a powerful tool because it facilitates the effectiveness of _____. Jack is in the process of purchasing a new customer relationship management software package for his company, and an increase in productivity is an important outcome that he expects after implementing the new package. The increase in productivity to be gained from implementing the new package is the _____ of the product. Cory is a salesperson at Bayray Technologies, a company that manufactures laptops and cameras. During a sales presentation for the company's new camera, he says, "Cameras produced by us have the same resolution as the cameras produced by our competitors." Cory is using a(n) _____. When selling to groups, salespeople need to: arrive before the buying group arrives and greet individuals personally. Janine, a salesperson at Corcor Inc., is presenting a sales dialogue for a group of prospective buyers. During the presentation, one of the buyers comes up with an objection. Janine handles the objection with an appropriate response. After handling the objection, Janine should: use check-backs to evaluate her performance. During an effective sales presentation, the salesperson: illustrates and demonstrates the benefits of the solution he or she presents. Which of the following tips for salespeople is most effective when selling to groups? They should make sure all members of the group feel that their opinions are valuable. To increase credibility when using statistics as proof providers, salespeople should: use statistics from authoritative, third-party sources. Which of the following questions is an example of a response check? Would this feature be useful to you? are similar to statistics, but in the form of statements from satisfied customers highlighting the value of the selling organization's products. A major purpose of SPIN (situation questions, problem questions, implication questions, and need payoff questions) or ADAPT (assessment questions, discovery questions, activation questions, projection questions, and transition questions) is to help a salesperson identify the _____ for a buyer. When engaging in sales dialogue involving the presentation of solutions, salespeople need to: present solutions that are customized to the needs of the buyers. Once confirmed benefits have been identified, the salesperson needs to: present
key selling points in a manner that is interesting and understandable to the buyer. |
When engaging in sales dialogue that involves presenting solutions salespeople need to quizlet?
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