Question 1

A telemarketing organization would probably want its salespeople to use a ____.

Accepted Answer

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

Question 2

When planning sales presentations, the salesperson must:

Accepted Answer

A)  List all the features and benefits his/her product provides 
B)  Identify the major competitive advantages of his/her product 
C)  Write a script to guide the sales encounter 
D)  Remember that most prospects have the same needs and expectations. 
E)  Remember to focus on customer needs and how the customer defines value 
A)  List all the features and benefits his/her product provides 
B)  Identify the major competitive advantages of his/her product 
C)  Write a script to guide the sales encounter 
D)  Remember that most prospects have the same needs and expectations. 
E)  Remember to focus on customer needs and how the customer defines value

Question 3

The last section of a written sales proposal is the _____________________.

Accepted Answer

Implementa

Question 4

Features address rational buying motives and benefits address emotional buying motives.

Accepted Answer

A) True 
 B)False

Question 5

A written sales proposal should include an implementation timetable.

Accepted Answer

A) True 
 B)False

Question 6

Features and benefits are synonymous.

Accepted Answer

A) True 
 B)False

Question 7

When conducting a sales dialogue, the salesperson should do most of the talking.

Accepted Answer

A) True 
 B)False

Question 8

_______________refers to comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

Accepted Answer

The answer of _______________refers to comprehensive communications that convey multiple...

Question 9

An effective written sales proposal should include a suggested action and timetable section.

Accepted Answer

A) True 
 B)False

Question 10

The written sales proposal allows for interaction between the buyer and seller.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

As multimedia technology becomes more prevalent among salespeople, written sales proposals are becoming less important.

Accepted Answer

A) True 
 B)False

Question 13

The D in ADAPT stands for ________________ questions.

Accepted Answer

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

Question 14

A written sales proposal should be somewhat vague so that the buyer must meet with the salesperson in order to learn the details of the proposal (thus giving the salesperson another opportunity to meet with the buyer).

Accepted Answer

A) True 
 B)False

Question 15

Sales calls and sales dialogue mean the same thing.

Accepted Answer

A) True 
 B)False

Question 16

With respect to evaluating sales proposals, ________________confirms the salesperson's thorough understanding of the buyer's business and his or her specific needs and wants.

Accepted Answer

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

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A) True 
 B)False

A telemarketing organization would probably want its salespeople to use a ____.

When planning sales presentations, the salesperson must:

The last section of a written sales proposal is the _____________________.

Features address rational buying motives and benefits address emotional buying motives.

A written sales proposal should include an implementation timetable.

Features and benefits are synonymous.

When conducting a sales dialogue, the salesperson should do most of the talking.

_______________refers to comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

An effective written sales proposal should include a suggested action and timetable section.

The written sales proposal allows for interaction between the buyer and seller.

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

As multimedia technology becomes more prevalent among salespeople, written sales proposals are becoming less important.

The D in ADAPT stands for ________________ questions.

A written sales proposal should be somewhat vague so that the buyer must meet with the salesperson in order to learn the details of the proposal (thus giving the salesperson another opportunity to meet with the buyer).

Sales calls and sales dialogue mean the same thing.

With respect to evaluating sales proposals, ________________confirms the salesperson's thorough understanding of the buyer's business and his or her specific needs and wants.

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

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

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

A telemarketing organization would probably want its salespeople to use a ____.

When planning sales presentations, the salesperson must:

The last section of a written sales proposal is the _____________________.

Features address rational buying motives and benefits address emotional buying motives.

A written sales proposal should include an implementation timetable.

Features and benefits are synonymous.

When conducting a sales dialogue, the salesperson should do most of the talking.

_______________refers to comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

An effective written sales proposal should include a suggested action and timetable section.

The written sales proposal allows for interaction between the buyer and seller.

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

As multimedia technology becomes more prevalent among salespeople, written sales proposals are becoming less important.

The D in ADAPT stands for ________________ questions.

A written sales proposal should be somewhat vague so that the buyer must meet with the salesperson in order to learn the details of the proposal (thus giving the salesperson another opportunity to meet with the buyer).

Sales calls and sales dialogue mean the same thing.

With respect to evaluating sales proposals, ________________confirms the salesperson's thorough understanding of the buyer's business and his or her specific needs and wants.

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

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

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