Chapter 7 Marketing 3410 questions with correct answers 2024

Chapter 7 Marketing 3410Keys to effective sales dialogue - correct answer 1. Are planned and practiced by salespeople 2. Encourage buyer feedback 3. Focus on creating value for the buyer 4. Present value in an interesting and understandable way 5. Engage and involve the buyer 6. Support customer value through objective claims check-backs or response checks - correct answer questions salespeople use throughout a sales dialogue to generate feedback from buyer check-backs commonly employed at two key points - correct answer 1. after specific feature-benefit sequence in order to confirm the benefit and better assess prospective buyer's level of interest 2. following response to an objection in order to evaluate the level to which the salesperson has handled the problem confirmed benefits - correct answer benefits buyer indicates are important and represent value purpose of SPIN/ADAPT - correct answer help salesperson identify confirmed benefits for the buyer verbal support - correct answer use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable voice characteristics - correct answer pitch and speed of speech, which salespeople should vary to emphasize key points example - correct answer brief description of specific instance used to illustrate features and benefits of a product