Marketing 3410 Chapter 7
check-backs or response checks - correct answer seeking feedback from the buyer
-employed at two key points: 1. after a specific feature-benefit sequence in order to
confirm the benefit and better assess the prospective buyer's level of interest; 2.
following the response to an objection in order to evaluate the level to which the
salesperson has handled the problem
confirmed benefits - correct answer benefits the buyer had indicated are of interest;
specific to the buyer
verbal support - correct answer voice characteristics, examples and anecdotes, and
comparisons and analogies; can produce interesting and understandable sales
dialogue
voice characteristics - correct answer pitch, speed, and volume of speech
example - correct answer brief description of a specific instance used to illustrate
features and benefits
-can be real or hypothetical
anecdote - correct answer type of example presented in the form of a story
describing a specific incident or occurrence
comparison - correct answer statement that points out and illustrates the
similarities between two points
analogy - correct answer special and useful form of a comparison that explains one
thing in terms of another
sales aids - correct answer use of printed materials, electronic materials, and
product demonstrations to engage and involve buyers throughout sales interaction
