Exam 6: Planning Sales Dialogues and Presentations

With respect to evaluating sales proposals, ________________builds the buyer's trust and confidence in the salesperson's ability to deliver, implement, produce, and/or provide the benefits.

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

The last section of the Sales Dialogue Planning Template is:

Sales presentations are comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

How can salespeople improve their chances of getting an appointment?

_______________________refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.

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

Which of the following types of sales presentations depends heavily upon the salesperson's ability to uncover the buyer's needs?

Many gatekeepers view cold-calling as a violation of proper business etiquette.

Sales dialogue planning templates are primarily useful for ____ presentations.

Which of the following types of sales communications formats requires the least amount of buyer involvement/input?

It is essential for salespeople to focus on the customer when planning the sales call because:

As a general rule, when should the salesperson begin focusing on the price of the product?

Requesting an appointment (i.e., sales call)with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes?

The added value or favorable outcome derived from features of the product or service the seller offers is called a ____________.

"I am looking for ways to improve our image" is an example of an emotional buying motive.

_______________are a need-activated drive to search for and acquire a solution to resolve a need or problem.

Sally is interested in creating a completely self-contained sales proposal.She should probably develop a ____.

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 best format for this situation.

Salespeople modify organized presentations based on the needs of the customers.