Question 1

When scheduling an appointment with a prospect, it's a good idea to specify the amount of time need for the meeting.

Accepted Answer

A) True 
 B)False

Question 2

What should salespeople do once they've made an appointment with a prospect?

Accepted Answer

A)  Send a fax, e-mail, or letter that outlines the agenda for the meeting and reminds the buyer of the appointment 
B)  Call the buyer and thank them for granting the appointment 
C)  Review the corresponding precall information to ensure the prospect is qualified 
D)  Make sure they're available to meet with the prospect at the agreed upon date 
E)  All of the above 
A)  Send a fax, e-mail, or letter that outlines the agenda for the meeting and reminds the buyer of the appointment 
B)  Call the buyer and thank them for granting the appointment 
C)  Review the corresponding precall information to ensure the prospect is qualified 
D)  Make sure they're available to meet with the prospect at the agreed upon date 
E)  All of the above

Question 3

If written correctly, a written sales proposal is a form of canned sales presentation.

Accepted Answer

A) True 
 B)False

Question 4

It is important to focus on the buyer when planning the sales call.

Accepted Answer

A) True 
 B)False

Question 5

Because a salesperson will see the same prospects multiple times, "first impressions" aren't that important.

Accepted Answer

A) True 
 B)False

Question 6

Andy's customers have different needs and different ways of interacting.Andy would benefit most from utilizing:

Accepted Answer

A)  A canned sales presentation format. 
B)  A written proposal format taking advantage of proposal boilerplates/templates 
C)  A memorized sales presentation 
D)  An organized sales dialogue 
E)  All of the above will produce similar results 
A)  A canned sales presentation format. 
B)  A written proposal format taking advantage of proposal boilerplates/templates 
C)  A memorized sales presentation 
D)  An organized sales dialogue 
E)  All of the above will produce similar results

Question 7

Sally is looking for a way to clearly communicate why her prospects should do business with her.Sally should learn how to:

Accepted Answer

A)  Negotiate effectively 
B)  Develop customer value propositions 
C)  Handle buyer resistance 
D)  Promote her product's features and benefits 
E)  Develop effective visual aids 
A)  Negotiate effectively 
B)  Develop customer value propositions 
C)  Handle buyer resistance 
D)  Promote her product's features and benefits 
E)  Develop effective visual aids

Question 8

The most important factors driving the customer's purchase decision process are referred to as buying motives.

Accepted Answer

A) True 
 B)False

Question 9

"Our product will help you increase your revenue" is an example of a good customer value proposition.

Accepted Answer

A) True 
 B)False

Question 10

A _______is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.

Accepted Answer

The answer of A _______is an in-person meeting between a...

Question 11

Chris wants to improve the chances of getting appointments with prospects.All of the following will help Chris when making appointments except:

Accepted Answer

A)  Give the prospect a reason to grant the meeting 
B)  Request a specific amount of time 
C)  Suggest a specific time 
D)  Take the prospect to lunch or dinner 
E)  All of the above are helpful 
A)  Give the prospect a reason to grant the meeting 
B)  Request a specific amount of time 
C)  Suggest a specific time 
D)  Take the prospect to lunch or dinner 
E)  All of the above are helpful

Question 12

A written sales proposal should not include an implementation timetable because it assumes the buyer will make a purchase (which irritates most buyers).

Accepted Answer

A) True 
 B)False

Question 13

Bill is a salesperson in a highly competitive industry.Because his prospects usually evaluate multiple offerings, Bill should make sure he:

Accepted Answer

A)  Understands the competitive positioning of his product 
B)  Is able to handle multiple forms of resistance 
C)  Covers extra features and benefits 
D)  Covers the features and benefits his competitors' products don't possess 
E)  Is prepared to lower his price 
A)  Understands the competitive positioning of his product 
B)  Is able to handle multiple forms of resistance 
C)  Covers extra features and benefits 
D)  Covers the features and benefits his competitors' products don't possess 
E)  Is prepared to lower his price

Question 14

In an organized sales dialogue (presentation,)the salesperson's ability to develop a customized solution is heavily dependent upon:

Accepted Answer

A)  The salesperson's ability to listen during needs discovery. 
B)  The salesperson's ability to speak convincingly. 
C)  The buyer's ability to articulate his/her needs. 
D)  The salesperson's ability to use visual aids 
E)  Both a and d 
A)  The salesperson's ability to listen during needs discovery. 
B)  The salesperson's ability to speak convincingly. 
C)  The buyer's ability to articulate his/her needs. 
D)  The salesperson's ability to use visual aids 
E)  Both a and d

Question 15

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to allow users to save time by sending work directly to the copier over the wireless network is one of its ________________.

Accepted Answer

A)  Features 
B)  Benefits 
C)  Rational buying motives 
D)  Emotional buying motives 
E)  Both a and c are correct 
A)  Features 
B)  Benefits 
C)  Rational buying motives 
D)  Emotional buying motives 
E)  Both a and c are correct

Question 16

During the first few minutes of the sales call, salespeople should:

Accepted Answer

A)  Be friendly and positive 
B)  Be flexible 
C)  Have an agenda 
D)  Show sensitivity to the customer's needs and opinions 
E)  Do all of the above 
A)  Be friendly and positive 
B)  Be flexible 
C)  Have an agenda 
D)  Show sensitivity to the customer's needs and opinions 
E)  Do all of the above

Question 17

Which of the following is true about written sales proposals?

Accepted Answer

A)  They are usually associated with high-dollar-volume sales. 
B)  They are frequently used in competitive bidding situations. 
C)  They are often viewed as more credible because they are in writing. 
D)  They are often scrutinized by various people in the buying organization. 
E)  All of the above are true. 
A)  They are usually associated with high-dollar-volume sales. 
B)  They are frequently used in competitive bidding situations. 
C)  They are often viewed as more credible because they are in writing. 
D)  They are often scrutinized by various people in the buying organization. 
E)  All of the above are true.

Question 18

Salespeople must have an objective for each sales call.

Accepted Answer

A) True 
 B)False

Question 19

The P in ADAPT stands for ________________ questions.

Accepted Answer

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

Question 20

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

Accepted Answer

A)  Customer value proposition 
B)  Sales call objective 
C)  Beginning the sales dialogue 
D)  Current Suppliers 
E)  Resolving complaints 
A)  Customer value proposition 
B)  Sales call objective 
C)  Beginning the sales dialogue 
D)  Current Suppliers 
E)  Resolving complaints

When scheduling an appointment with a prospect, it's a good idea to specify the amount of time need for the meeting.

What should salespeople do once they've made an appointment with a prospect?

If written correctly, a written sales proposal is a form of canned sales presentation.

It is important to focus on the buyer when planning the sales call.

Because a salesperson will see the same prospects multiple times, "first impressions" aren't that important.

Andy's customers have different needs and different ways of interacting.Andy would benefit most from utilizing:

Sally is looking for a way to clearly communicate why her prospects should do business with her.Sally should learn how to:

The most important factors driving the customer's purchase decision process are referred to as buying motives.

"Our product will help you increase your revenue" is an example of a good customer value proposition.

A _______is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.

Chris wants to improve the chances of getting appointments with prospects.All of the following will help Chris when making appointments except:

A written sales proposal should not include an implementation timetable because it assumes the buyer will make a purchase (which irritates most buyers).

Bill is a salesperson in a highly competitive industry.Because his prospects usually evaluate multiple offerings, Bill should make sure he:

In an organized sales dialogue (presentation,)the salesperson's ability to develop a customized solution is heavily dependent upon:

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to allow users to save time by sending work directly to the copier over the wireless network is one of its ________________.

During the first few minutes of the sales call, salespeople should:

Which of the following is true about written sales proposals?

Salespeople must have an objective for each sales call.

The P in ADAPT stands for ________________ questions.

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

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 scheduling an appointment with a prospect, it's a good idea to specify the amount of time need for the meeting.

What should salespeople do once they've made an appointment with a prospect?

If written correctly, a written sales proposal is a form of canned sales presentation.

It is important to focus on the buyer when planning the sales call.

Because a salesperson will see the same prospects multiple times, "first impressions" aren't that important.

Andy's customers have different needs and different ways of interacting.Andy would benefit most from utilizing:

Sally is looking for a way to clearly communicate why her prospects should do business with her.Sally should learn how to:

The most important factors driving the customer's purchase decision process are referred to as buying motives.

"Our product will help you increase your revenue" is an example of a good customer value proposition.

A _______is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.

Chris wants to improve the chances of getting appointments with prospects.All of the following will help Chris when making appointments except:

A written sales proposal should not include an implementation timetable because it assumes the buyer will make a purchase (which irritates most buyers).

Bill is a salesperson in a highly competitive industry.Because his prospects usually evaluate multiple offerings, Bill should make sure he:

In an organized sales dialogue (presentation,)the salesperson's ability to develop a customized solution is heavily dependent upon:

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to allow users to save time by sending work directly to the copier over the wireless network is one of its ________________.

During the first few minutes of the sales call, salespeople should:

Which of the following is true about written sales proposals?

Salespeople must have an objective for each sales call.

The P in ADAPT stands for ________________ questions.

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

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