Exam 6: Planning Sales Dialogues and Presentations

When planning for the sales call, the salesperson should develop an agenda.

Canned sales presentations assume customers' buying motives are fairly homogeneous.

One of the disadvantages of using Customer Value Propositions is that they are meant to be complex and therefore, difficult to understand.

The sales dialogue ______________ is a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.

Relative to cold-calling, setting an appointment has no real advantages.

One of the recommendations for writing an effective value proposition is to promise only what can be _____________________delivered.

The sales dialogue planning template contains sections for each of the following, except ____.

The Sales Dialogue Planning template is a tool that can help salespeople facilitate trust building.

_____________________________ presentation is a sales presentation type that allows a salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls.

Written sales proposals are designed to motivate the buyer to commit to the seller's proposed solution (i.e., make a purchase).To facilitate the purchase process, each written sales proposal should contain a(n)____.

____________ refer to a quality are characteristic of a product or service that is designed to provide value to a buyer.

Ethan is a purchasing manager for an industrial chemical company. Kim is a salesperson for a raw materials provider is contacting Ethan in an effort to initiate a relationship. Kim is adopting a _______________________ format, which is probably the worst sales presentation format for this situation.

When engaged in sales presentation planning, a salesperson should first determine how the benefits of his/her product will benefit the prospect, and then set a specific objective.

Canned sales presentations allow for heterogeneous buying motives.

In order to complete a Sales Dialogue Planning template, a salesperson will need identify his/her prospect's current suppliers.

Features provide benefits, and benefits address buying motives.

During the first few minutes of the sales call, salespeople should do all of the following except:

Customer value propositions should be specific with respect to tangible outcomes.

"I need to reduce our costs" is an example of an emotional buying motive.

A sales dialogue planning template may be helpful to salespeople for which of the following reasons?