SSC Sales Communication and Presentation 3

Question 1

What is a 'discovery call' in the sales communication process?

Accepted Answer

A structured conversation to understand a prospect's needs, challenges, and goals before presenting a solution

Answer

A call to announce new products to existing customers

Answer

A call made after a deal is closed to collect feedback

Answer

A cold call with no prior research

Question 2

Which communication technique helps a salesperson demonstrate empathy during a difficult conversation?

Accepted Answer

Acknowledging the customer's feelings and validating their concerns before moving to solutions

Answer

Immediately offering a solution before the customer finishes speaking

Answer

Changing the subject when emotions arise

Answer

Focusing only on facts and data to stay objective

Question 3

What does 'mirroring' in sales communication involve?

Accepted Answer

Subtly matching the customer's communication style, pace, and vocabulary to build rapport

Answer

Copying the customer's physical appearance

Answer

Always agreeing with what the customer says

Answer

Repeating the last three words the customer said

Question 4

When presenting pricing in a sales conversation, what is the best approach?

Accepted Answer

Reveal price only after building value, connecting it to the specific outcomes the customer wants

Answer

Lead with the price to filter out unserious buyers

Answer

Hide the price until the contract is ready

Answer

Always present the lowest price available first

Question 5

What is the role of 'follow-up communication' after a sales presentation?

Accepted Answer

It reinforces key points, addresses lingering questions, and moves the prospect toward a decision

Answer

It is unnecessary if the presentation went well

Answer

It is only needed if the customer raises objections

Answer

It should only be done via email, never by phone

Question 6

What does 'framing' mean in the context of sales communication?

Accepted Answer

Presenting information in a context that influences how the customer perceives it

Answer

Designing the layout of a sales brochure

Answer

Writing scripts for sales teams

Answer

Setting up the meeting room before a presentation