Question 1

When attempting to schedule an appointment with a prospect, the salesperson should avoid suggesting a date and time.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

Accepted Answer

A)  Reliability 
B)  Assurance 
C)  Resistance 
D)  Empathy 
E)  Tangibles 
A)  Reliability 
B)  Assurance 
C)  Resistance 
D)  Empathy 
E)  Tangibles

Question 3

Which of the following types of sales communications formats is most flexible?

Accepted Answer

A)  Directed sales presentation 
B)  Written sales presentation 
C)  Organized sales dialogues 
D)  Canned sales presentation 
E)  Motivational sales presentation 
A)  Directed sales presentation 
B)  Written sales presentation 
C)  Organized sales dialogues 
D)  Canned sales presentation 
E)  Motivational sales presentation

Question 4

The ________________is a complete self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered.

Accepted Answer

Written Sa

Question 5

The only objective that should be included in any sales dialogue planning is to "close the sale."

Accepted Answer

A) True 
 B)False

Question 6

________________ are sales presentations that include scripted sales calls, memorized presentations, and automated presentations.

Accepted Answer

Canned Sal

Question 7

The T in ADAPT stands for ________________ questions.

Accepted Answer

The answer of The T in ADAPT stands for ________________...

Question 8

When uncovering needs for an organized dialogue (presentation,)approximately how much time should the salesperson speak?

Accepted Answer

A)  About 80% of the time 
B)  About 50% of the time 
C)  About 30% of time 
D)  About 100% of the time 
E)  About 0% of the time 
A)  About 80% of the time 
B)  About 50% of the time 
C)  About 30% of time 
D)  About 100% of the time 
E)  About 0% of the time

Question 9

Organized presentations are more flexible than canned presentations.

Accepted Answer

A) True 
 B)False

Question 10

Salespeople should propose and agenda for the sales call but be flexible enough to revise the agenda during the sales call.

Accepted Answer

A) True 
 B)False

Question 11

When planning for a sales dialogue, the salesperson should attempt to anticipate objections the prospect may raise.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following types of sales communications formats is most likely to be associated with telemarketing?

Accepted Answer

A)  Directed sales presentation 
B)  Written sales presentation 
C)  Organized sales presentation 
D)  Canned sales presentation 
E)  Motivational sales presentation 
A)  Directed sales presentation 
B)  Written sales presentation 
C)  Organized sales presentation 
D)  Canned sales presentation 
E)  Motivational sales presentation

Question 13

Which of the following is not a recommendation for creating an effective customer value proposition?

Accepted Answer

A)  Tell them what they want to hear 
B)  Be as specific as possible 
C)  Keep the statement simple 
D)  Include key benefits likely to be most important to the particular prospect 
E)  All of the above are appropriate recommendations 
A)  Tell them what they want to hear 
B)  Be as specific as possible 
C)  Keep the statement simple 
D)  Include key benefits likely to be most important to the particular prospect 
E)  All of the above are appropriate recommendations

Question 14

Natalie's customers are usually interested in features that help their companies appear more "high-tech." With respect to the purchase decision process, these prospects are driven primarily by:

Accepted Answer

A)  Physical buying motives 
B)  Rational buying motives 
C)  Emotional buying motives 
D)  Irrational buying motives 
E)  A combination of rational and emotional 
A)  Physical buying motives 
B)  Rational buying motives 
C)  Emotional buying motives 
D)  Irrational buying motives 
E)  A combination of rational and emotional

Question 15

When making a customer value proposition, it's okay to set the prospect's expectations too high relative to the value you can deliver.

Accepted Answer

A) True 
 B)False

Question 16

With respect to evaluating sales proposals, ________________reflects the salesperson's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

Accepted Answer

The answer of With respect to evaluating sales proposals, ________________reflects...

Question 17

The second A in ADAPT stands for ________________ questions.

Accepted Answer

The answer of The second A in ADAPT stands for...

Question 18

One of the recommendations for writing an effective value proposition is to keep it fairly ____________.

Accepted Answer

The answer of One of the recommendations for writing an...

Question 19

Which of the following is not a type of buying motive?

Accepted Answer

A)  Rational 
B)  Emotional 
C)  Physical 
D)  Combination of rational an emotional 
A)  Rational 
B)  Emotional 
C)  Physical 
D)  Combination of rational an emotional

Question 20

_____________buying motives include motives such as security, status, and need to be liked.

Accepted Answer

The answer of _____________buying motives include motives such as security,...

When attempting to schedule an appointment with a prospect, the salesperson should avoid suggesting a date and time.

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

Which of the following types of sales communications formats is most flexible?

The ________________is a complete self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered.

The only objective that should be included in any sales dialogue planning is to "close the sale."

________________ are sales presentations that include scripted sales calls, memorized presentations, and automated presentations.

The T in ADAPT stands for ________________ questions.

When uncovering needs for an organized dialogue (presentation,)approximately how much time should the salesperson speak?

Organized presentations are more flexible than canned presentations.

Salespeople should propose and agenda for the sales call but be flexible enough to revise the agenda during the sales call.

When planning for a sales dialogue, the salesperson should attempt to anticipate objections the prospect may raise.

Which of the following types of sales communications formats is most likely to be associated with telemarketing?

Which of the following is not a recommendation for creating an effective customer value proposition?

Natalie's customers are usually interested in features that help their companies appear more "high-tech." With respect to the purchase decision process, these prospects are driven primarily by:

When making a customer value proposition, it's okay to set the prospect's expectations too high relative to the value you can deliver.

With respect to evaluating sales proposals, ________________reflects the salesperson's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

The second A in ADAPT stands for ________________ questions.

One of the recommendations for writing an effective value proposition is to keep it fairly ____________.

Which of the following is not a type of buying motive?

_____________buying motives include motives such as security, status, and need to be liked.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 6: Planning Sales Dialogues and Presentations

When attempting to schedule an appointment with a prospect, the salesperson should avoid suggesting a date and time.

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

Which of the following types of sales communications formats is most flexible?

The ________________is a complete self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered.

The only objective that should be included in any sales dialogue planning is to "close the sale."

________________ are sales presentations that include scripted sales calls, memorized presentations, and automated presentations.

The T in ADAPT stands for ________________ questions.

When uncovering needs for an organized dialogue (presentation,)approximately how much time should the salesperson speak?

Organized presentations are more flexible than canned presentations.

Salespeople should propose and agenda for the sales call but be flexible enough to revise the agenda during the sales call.

When planning for a sales dialogue, the salesperson should attempt to anticipate objections the prospect may raise.

Which of the following types of sales communications formats is most likely to be associated with telemarketing?

Which of the following is not a recommendation for creating an effective customer value proposition?

Natalie's customers are usually interested in features that help their companies appear more "high-tech." With respect to the purchase decision process, these prospects are driven primarily by:

When making a customer value proposition, it's okay to set the prospect's expectations too high relative to the value you can deliver.

With respect to evaluating sales proposals, ________________reflects the salesperson's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

The second A in ADAPT stands for ________________ questions.

One of the recommendations for writing an effective value proposition is to keep it fairly ____________.

Which of the following is not a type of buying motive?

_____________buying motives include motives such as security, status, and need to be liked.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters