Question 1

____________________________ dialogue is another name for an organized sales presentation.

Accepted Answer

The answer of ____________________________ dialogue is another name for an...

Question 2

With respect to the purchase decision process, prospects are most interested in:

Accepted Answer

A)  Features that produce benefits addressing their buying motives 
B)  All features and benefits of a particular product 
C)  Only the features and benefits they are familiar with 
D)  Only the features and benefits others have talked about 
E)  All of the above 
A)  Features that produce benefits addressing their buying motives 
B)  All features and benefits of a particular product 
C)  Only the features and benefits they are familiar with 
D)  Only the features and benefits others have talked about 
E)  All of the above

Question 3

The most popular method for setting appointments is by e-mail.

Accepted Answer

A) True 
 B)False

Question 4

The most popular method for setting appointments is by telephone.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is not one of the common types of sales communications formats?

Accepted Answer

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

Question 6

Natalie's customers are usually interested in features that help their companies save money.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 7

Limitations of the canned sales presentation include all of the following except:

Accepted Answer

A)  It may alienate buyers who want to participate in the interaction. 
B)  Sales resistance may be increased because the prospect's objections cannot be anticipated. 
C)  It may be awkward to use with a broad product line. 
D)  It does not handle interruptions well. 
E)  It fails to capitalize on the salesperson's ability to tailor the message to the prospect. 
A)  It may alienate buyers who want to participate in the interaction. 
B)  Sales resistance may be increased because the prospect's objections cannot be anticipated. 
C)  It may be awkward to use with a broad product line. 
D)  It does not handle interruptions well. 
E)  It fails to capitalize on the salesperson's ability to tailor the message to the prospect.

Question 8

Relative to cold-calling, setting an appointment demonstrates respect for the prospect's time.

Accepted Answer

A) True 
 B)False

Question 9

A scripted presentation is a form of written sales proposal

Accepted Answer

A) True 
 B)False

Question 10

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are inappropriate for solving their particular needs.Accordingly, salespeople need to make sure they write an enticing ____.

Accepted Answer

A)  Needs and Benefits Analysis 
B)  Company Description 
C)  Executive Summary 
D)  Cover page 
E)  Introduction 
A)  Needs and Benefits Analysis 
B)  Company Description 
C)  Executive Summary 
D)  Cover page 
E)  Introduction

Question 11

The Needs and Benefits Analysis section of written sales proposals should focus on all of the benefits the seller's product can provide.

Accepted Answer

A) True 
 B)False

Question 12

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to function on a 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 13

Which of the following is a major advantage of effective written sales proposals?

Accepted Answer

A)  They are able to continue selling in the absence of the salesperson. 
B)  They do not bind the selling organization to anything in particular. 
C)  They are easy to write and do not take a lot time to put together. 
D)  They are always more effective than oral presentations. 
E)  All the above are major advantages. 
A)  They are able to continue selling in the absence of the salesperson. 
B)  They do not bind the selling organization to anything in particular. 
C)  They are easy to write and do not take a lot time to put together. 
D)  They are always more effective than oral presentations. 
E)  All the above are major advantages.

Question 14

Chris wants to improve the chances of getting appointments with prospects.Which of the following will help Chris when making appointments?

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)  Suggest a specific date 
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)  Suggest a specific date 
E)  All of the above are helpful

Question 15

An organized presentation is a form of canned sales presentation.

Accepted Answer

A) True 
 B)False

Question 16

Tim, a buyer for a large office complex, releases an RFP.An RFP is a(n)____.

Accepted Answer

A)  Request For Proposals 
B)  Request For Parts 
C)  Reorder Failing Parts 
D)  Request For Personnel 
E)  Radio Frequency Protocol 
A)  Request For Proposals 
B)  Request For Parts 
C)  Reorder Failing Parts 
D)  Request For Personnel 
E)  Radio Frequency Protocol

Question 17

The Executive Summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

Accepted Answer

A) True 
 B)False

Question 18

The ______________________________is a statement of how the sales offering will add value to the prospect's business by meeting a need of providing an opportunity.

Accepted Answer

Customer V

Question 19

Written sales proposals are usually standardized.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following best reflects the relationship between sales calls and sales dialogue?

Accepted Answer

A)  Sales calls and sales dialogue are the same thing. 
B)  Many sales dialogues occur during a sales call. 
C)  Sales dialogue refers to business conversations which could include one or more sales calls. 
D)  Sales dialogue occurs prior to a sales call. 
E)  None of the above are accurate. 
A)  Sales calls and sales dialogue are the same thing. 
B)  Many sales dialogues occur during a sales call. 
C)  Sales dialogue refers to business conversations which could include one or more sales calls. 
D)  Sales dialogue occurs prior to a sales call. 
E)  None of the above are accurate.

____________________________ dialogue is another name for an organized sales presentation.

With respect to the purchase decision process, prospects are most interested in:

The most popular method for setting appointments is by e-mail.

The most popular method for setting appointments is by telephone.

Which of the following is not one of the common types of sales communications formats?

Natalie's customers are usually interested in features that help their companies save money.With respect to the purchase decision process, these prospects are driven primarily by:

Limitations of the canned sales presentation include all of the following except:

Relative to cold-calling, setting an appointment demonstrates respect for the prospect's time.

A scripted presentation is a form of written sales proposal

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are inappropriate for solving their particular needs.Accordingly, salespeople need to make sure they write an enticing ____.

The Needs and Benefits Analysis section of written sales proposals should focus on all of the benefits the seller's product can provide.

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to function on a wireless network is one of its ________________.

Which of the following is a major advantage of effective written sales proposals?

Chris wants to improve the chances of getting appointments with prospects.Which of the following will help Chris when making appointments?

An organized presentation is a form of canned sales presentation.

Tim, a buyer for a large office complex, releases an RFP.An RFP is a(n)____.

The Executive Summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

The ______________________________is a statement of how the sales offering will add value to the prospect's business by meeting a need of providing an opportunity.

Written sales proposals are usually standardized.

Which of the following best reflects the relationship between sales calls and sales dialogue?

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

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Exam 6: Planning Sales Dialogues and Presentations

____________________________ dialogue is another name for an organized sales presentation.

With respect to the purchase decision process, prospects are most interested in:

The most popular method for setting appointments is by e-mail.

The most popular method for setting appointments is by telephone.

Which of the following is not one of the common types of sales communications formats?

Natalie's customers are usually interested in features that help their companies save money.With respect to the purchase decision process, these prospects are driven primarily by:

Limitations of the canned sales presentation include all of the following except:

Relative to cold-calling, setting an appointment demonstrates respect for the prospect's time.

A scripted presentation is a form of written sales proposal

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are inappropriate for solving their particular needs.Accordingly, salespeople need to make sure they write an enticing ____.

The Needs and Benefits Analysis section of written sales proposals should focus on all of the benefits the seller's product can provide.

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to function on a wireless network is one of its ________________.

Which of the following is a major advantage of effective written sales proposals?

Chris wants to improve the chances of getting appointments with prospects.Which of the following will help Chris when making appointments?

An organized presentation is a form of canned sales presentation.

Tim, a buyer for a large office complex, releases an RFP.An RFP is a(n)____.

The Executive Summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

The ______________________________is a statement of how the sales offering will add value to the prospect's business by meeting a need of providing an opportunity.

Written sales proposals are usually standardized.

Which of the following best reflects the relationship between sales calls and sales dialogue?

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