AEB 3341 Exam 3 Questions With Complete Solutions
"■Ask questions to gather information and uncover needs.
■Recognize when a customer has a real need and how the
benefits of the product or service can satisfy it
.■Establish a balanced dialogue with customers.
■Recognize and handle negative customer attitudes promptly
and directly.
■Use a benefit summary and an action plan requiring
commitment when closing" Correct Answers keys to improved
selling
"1. Lets the prospect do something simple.
2.Lets the prospect work an important feature.
3.Lets the prospect do something routine or frequently repeated.
4.Has the prospect answer questions throughout the
demonstration." Correct Answers a successful demonstration
involves the prospect in four ways:
"1) acknowledging the prospect's viewpoint, (2) rephrasing the
objection into a question, and (3) obtaining agreement on the
question." Correct Answers when rephrasing the objection into
as a question you follow these three steps...
"Capture attention and interest.
■Create two-way communication.
■Involve the prospect through participation.
■Afford a more complete, clear explanation of products and the
benefits that are important to the customer.
■Increase a salesperson's persuasive powers by obtaining
positive commitments on a product's single benefit" Correct
,Answers reasons for using visual aids, dramatics, and
demonstrations?
"Increase retention.
■Reinforce the message.
■Reduce misunderstanding.
■Create a unique and lasting impression.
■Show the buyer that you are a professional" Correct Answers
you use visuals to.....
"Plan for objections.
■Anticipate and forestall.
■Handle objections as they arise.
■Be positive.
■Listen—hear them out.
■Understand objections
.■Meet the objection" Correct Answers basic points to consider
in meeting objections
(1) a restatement of the benefit before proving it, (2) the proof
source and relevant facts or figures about the product, and (3)
expansion of the benefit. " Correct Answers "For a proof
statement referring to independent research results to be most
effective, it should contain......."
(1) present the benefits of using your product now; (2) if there is
a special price deal, mention it; and (3) if there is a penalty for
delay, mention it. Bring out any or all of your main selling
benefits and keep on selling" Correct Answers "Tactfully
pursue the issue until you have unearthed the buyer's true
feelings about your product. If this does not work,......."
,(1) reinforce a benefit, (2) provide an interpretation of important
data and analysis; or (3) provide a key take-away (an important
point that should be reinforced to the audience)." Correct
Answers "a visual's objective could be to
1. ask questions
2. ask another person's opinion
3. relax and become friendly
4. pull out a purchase order form
5. carefully examine merchandise
display positive body language Correct Answers prospective
buyers signal readiness to buy when they...
1. be clear and make sure the prospects understands what you
say
2. tailor your close to each prospect
3. consider the customers POV in everything you say
4. never stop at the first no
5. learn to recognize buy signals
6. ask a trial close
7. be silent after asking for the order
8. set high goals for yourself
9.develop and maintain a positive attitude toward yourself,
products, prospects, and your close. Correct Answers essentials
of closing sales
1. careful plan your questions
2. pause and wait after submitting a question to allow the
prospect time to respond to it
, 3. listen Correct Answers what are the three rules for planning
your questions?
1. determine if the discussion that interrupted your presentation
is personal or confidential.
2. while waiting , regroup your thoughts and mentally review
how to return to the presentation Correct Answers How to
handle an interruption
1. determine the prospects attitude toward your product
2. allow you to progress in the demonstrations or wait and
answer any questions or address any objectives
3. aid in moving the prospect into the positive yes mood
4. set the stage for closing the sale Correct Answers why is it
important to ask questions during a demonstration?
1. do not refer to a competitor unless absolutely necessary
2. acknowledge your competitor only briefly
3. when necessary make a detailed comparison of your product
and the competition's product
4. be professional Correct Answers how should you handle
competition?
1. FAB sequences should be logical
2. FAB sequences should use specific languages
3. structure and convey your FAB sequences as you would in a
business conversation
4. integrate a trial close after your FAB sequences
5. generate credibility of your FAB sequences by incorporating
proof statements Correct Answers how do you make sure FAB
sequences are effective?
"■Ask questions to gather information and uncover needs.
■Recognize when a customer has a real need and how the
benefits of the product or service can satisfy it
.■Establish a balanced dialogue with customers.
■Recognize and handle negative customer attitudes promptly
and directly.
■Use a benefit summary and an action plan requiring
commitment when closing" Correct Answers keys to improved
selling
"1. Lets the prospect do something simple.
2.Lets the prospect work an important feature.
3.Lets the prospect do something routine or frequently repeated.
4.Has the prospect answer questions throughout the
demonstration." Correct Answers a successful demonstration
involves the prospect in four ways:
"1) acknowledging the prospect's viewpoint, (2) rephrasing the
objection into a question, and (3) obtaining agreement on the
question." Correct Answers when rephrasing the objection into
as a question you follow these three steps...
"Capture attention and interest.
■Create two-way communication.
■Involve the prospect through participation.
■Afford a more complete, clear explanation of products and the
benefits that are important to the customer.
■Increase a salesperson's persuasive powers by obtaining
positive commitments on a product's single benefit" Correct
,Answers reasons for using visual aids, dramatics, and
demonstrations?
"Increase retention.
■Reinforce the message.
■Reduce misunderstanding.
■Create a unique and lasting impression.
■Show the buyer that you are a professional" Correct Answers
you use visuals to.....
"Plan for objections.
■Anticipate and forestall.
■Handle objections as they arise.
■Be positive.
■Listen—hear them out.
■Understand objections
.■Meet the objection" Correct Answers basic points to consider
in meeting objections
(1) a restatement of the benefit before proving it, (2) the proof
source and relevant facts or figures about the product, and (3)
expansion of the benefit. " Correct Answers "For a proof
statement referring to independent research results to be most
effective, it should contain......."
(1) present the benefits of using your product now; (2) if there is
a special price deal, mention it; and (3) if there is a penalty for
delay, mention it. Bring out any or all of your main selling
benefits and keep on selling" Correct Answers "Tactfully
pursue the issue until you have unearthed the buyer's true
feelings about your product. If this does not work,......."
,(1) reinforce a benefit, (2) provide an interpretation of important
data and analysis; or (3) provide a key take-away (an important
point that should be reinforced to the audience)." Correct
Answers "a visual's objective could be to
1. ask questions
2. ask another person's opinion
3. relax and become friendly
4. pull out a purchase order form
5. carefully examine merchandise
display positive body language Correct Answers prospective
buyers signal readiness to buy when they...
1. be clear and make sure the prospects understands what you
say
2. tailor your close to each prospect
3. consider the customers POV in everything you say
4. never stop at the first no
5. learn to recognize buy signals
6. ask a trial close
7. be silent after asking for the order
8. set high goals for yourself
9.develop and maintain a positive attitude toward yourself,
products, prospects, and your close. Correct Answers essentials
of closing sales
1. careful plan your questions
2. pause and wait after submitting a question to allow the
prospect time to respond to it
, 3. listen Correct Answers what are the three rules for planning
your questions?
1. determine if the discussion that interrupted your presentation
is personal or confidential.
2. while waiting , regroup your thoughts and mentally review
how to return to the presentation Correct Answers How to
handle an interruption
1. determine the prospects attitude toward your product
2. allow you to progress in the demonstrations or wait and
answer any questions or address any objectives
3. aid in moving the prospect into the positive yes mood
4. set the stage for closing the sale Correct Answers why is it
important to ask questions during a demonstration?
1. do not refer to a competitor unless absolutely necessary
2. acknowledge your competitor only briefly
3. when necessary make a detailed comparison of your product
and the competition's product
4. be professional Correct Answers how should you handle
competition?
1. FAB sequences should be logical
2. FAB sequences should use specific languages
3. structure and convey your FAB sequences as you would in a
business conversation
4. integrate a trial close after your FAB sequences
5. generate credibility of your FAB sequences by incorporating
proof statements Correct Answers how do you make sure FAB
sequences are effective?
