Topic 6: Sales Dialogue Creating and Communicating Value

Question 1

keys to effective sales dialogue (6)

Answer 1

1. Are planned and practiced by salespeople
2. Encourage buyer feedback
3. Focus on creating value for the buyer
4. Successfully communicate value gain
5. Engage and involve the buyer
6. Support customer value through objective claims

Question 2

check-backs or response-checks

Answer 2

• questions salespeople use thought the sales dialogue to generate feedback from the buyer
• commonly used to:
  
  • confirm benefits and assess buyer level of interest
  • evaluate the level to which the salesperson has handled a buyers objectio

Question 3

working with sales aides (SPES)

Answer 3

S: state selling point and introduce the sales aid
P: present the sales aid
E: explain the sales aid
S: summarize

Question 4

supporting product claims (3)

Answer 4

• statistics
• testimonials
• case histories

Question 5

group sales presentation

Answer 5

• can expect tough questions

- should take every opportunity to pre-sell individual group members prior to the group presentation