Question 1

Which of the following is the difference between emotional and rational buying motives?​

Accepted Answer

A) ​The rational buying motives of a prospect are easy to discover, while emotional buying movies are not. 
B) Rational buying motives remain the same for all customers, but emotional buying motives change from customer to customer. 
C) ​Customers prioritize their emotional buying motives over their rational buying motives. 
D) ​Every customer may have an emotional buying motive to buy a product, but they may or may not have a rational buying motive. 
E) ​Prospects are more likely to share their emotional buying motives with the salesperson and less likely to share their rational buying motives. 
A) ​The rational buying motives of a prospect are easy to discover, while emotional buying movies are not. 
B) Rational buying motives remain the same for all customers, but emotional buying motives change from customer to customer. 
C) ​Customers prioritize their emotional buying motives over their rational buying motives. 
D) ​Every customer may have an emotional buying motive to buy a product, but they may or may not have a rational buying motive. 
E) ​Prospects are more likely to share their emotional buying motives with the salesperson and less likely to share their rational buying motives.

Question 2

With multimedia sales presentations becoming more routine,written sales proposals are declining in importance.

Accepted Answer

A) True 
 B)False

Question 3

A sales dialogue template always starts with _________.

Accepted Answer

prospect i

Question 4

_________ are sales presentations that include scripted sales calls,memorized presentations,and automated presentations._________ are sales presentations that include scripted sales calls,memorized presentations,and automated presentations.

Accepted Answer

Canned sal

Question 5

Most initial sales calls on new prospects require a(n)_________.

Accepted Answer

The answer of Most initial sales calls on new prospects...

Question 6

Once a salesperson has an appointment with a prospect and all the objectives have been established,the salesperson should:​

Accepted Answer

A) ​record specific information on the prospect, such as the company name and key decision makers. 
B) introduce him or herself and familiarize the prospect with the salesperson's company. 
C) ​proceed with questions designed to assess the prospect's situation. 
D) ​send the sales agenda to the customer. 
E) ​appeal to the prospect's primary buying motive by presenting the product's benefits. 
A) ​record specific information on the prospect, such as the company name and key decision makers. 
B) introduce him or herself and familiarize the prospect with the salesperson's company. 
C) ​proceed with questions designed to assess the prospect's situation. 
D) ​send the sales agenda to the customer. 
E) ​appeal to the prospect's primary buying motive by presenting the product's benefits.

Question 7

Sally is a relatively experienced salesperson.Her customers want information on all the features,benefits,legal information,and pricing data about the product Sally is selling.She should probably develop a(n)-_____.​

Accepted Answer

A) ​directed sales presentation 
B) written sales proposal 
C) ​organized sales proposal 
D) ​canned sales presentation 
E) ​customized sales presentation 
A) ​directed sales presentation 
B) written sales proposal 
C) ​organized sales proposal 
D) ​canned sales presentation 
E) ​customized sales presentation

Question 8

In the context of building trust through the use of sales dialogue templates,a salesperson can build trust through his or her _____.​

Accepted Answer

A) ​behavior 
B) knowledge of grammar 
C) ​presentation skills 
D) ​simplicity 
E) ​agreement 
A) ​behavior 
B) knowledge of grammar 
C) ​presentation skills 
D) ​simplicity 
E) ​agreement

Question 9

Before,during,and after a sale,a selling strategy must focus on:​

Accepted Answer

A) ​how the customer defines value. 
B) persuading the prospect or customer to make a purchase. 
C) ​planning more sales calls on prospective and existing customers. 
D) ​addressing individual customers and different selling situations. 
E) ​providing an overview and background of a firm, with an emphasis on the company's capabilities. 
A) ​how the customer defines value. 
B) persuading the prospect or customer to make a purchase. 
C) ​planning more sales calls on prospective and existing customers. 
D) ​addressing individual customers and different selling situations. 
E) ​providing an overview and background of a firm, with an emphasis on the company's capabilities.

Question 10

A good example of a statement that would improve a salesperson's chances of getting an appointment is:​

Accepted Answer

A) ​"Our product will increase your revenue in a year." 
B) "Our product is popular among all your competitors." 
C) ​"Our product will speed up all your production-related activities." 
D) ​"Our product is easy to use and requires minimum maintenance." 
E) ​"Our product will increase your profit margins by 12 percent in a year." 
A) ​"Our product will increase your revenue in a year." 
B) "Our product is popular among all your competitors." 
C) ​"Our product will speed up all your production-related activities." 
D) ​"Our product is easy to use and requires minimum maintenance." 
E) ​"Our product will increase your profit margins by 12 percent in a year."

Which of the following is the difference between emotional and rational buying motives?

With multimedia sales presentations becoming more routine,written sales proposals are declining in importance.

A sales dialogue template always starts with _________.

_ are sales presentations that include scripted sales calls,memorized presentations,and automated presentations._ are sales presentations that include scripted sales calls,memorized presentations,and automated presentations.

Most initial sales calls on new prospects require a(n)_________.

Once a salesperson has an appointment with a prospect and all the objectives have been established,the salesperson should:

Sally is a relatively experienced salesperson.Her customers want information on all the features,benefits,legal information,and pricing data about the product Sally is selling.She should probably develop a(n)-_____.

In the context of building trust through the use of sales dialogue templates,a salesperson can build trust through his or her _____.

Before,during,and after a sale,a selling strategy must focus on:

A good example of a statement that would improve a salesperson's chances of getting an appointment is:

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 6: Planning Sales Dialogues and Presentations

Which of the following is the difference between emotional and rational buying motives?​

With multimedia sales presentations becoming more routine,written sales proposals are declining in importance.

A sales dialogue template always starts with _________.

_________ are sales presentations that include scripted sales calls,memorized presentations,and automated presentations._________ are sales presentations that include scripted sales calls,memorized presentations,and automated presentations.

Most initial sales calls on new prospects require a(n)_________.

Once a salesperson has an appointment with a prospect and all the objectives have been established,the salesperson should:​

Sally is a relatively experienced salesperson.Her customers want information on all the features,benefits,legal information,and pricing data about the product Sally is selling.She should probably develop a(n)-_____.​

In the context of building trust through the use of sales dialogue templates,a salesperson can build trust through his or her _____.​

Before,during,and after a sale,a selling strategy must focus on:​

A good example of a statement that would improve a salesperson's chances of getting an appointment is:​

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Which of the following is the difference between emotional and rational buying motives?

_ are sales presentations that include scripted sales calls,memorized presentations,and automated presentations._ are sales presentations that include scripted sales calls,memorized presentations,and automated presentations.

Once a salesperson has an appointment with a prospect and all the objectives have been established,the salesperson should:

Sally is a relatively experienced salesperson.Her customers want information on all the features,benefits,legal information,and pricing data about the product Sally is selling.She should probably develop a(n)-_____.

In the context of building trust through the use of sales dialogue templates,a salesperson can build trust through his or her _____.

Before,during,and after a sale,a selling strategy must focus on:

A good example of a statement that would improve a salesperson's chances of getting an appointment is: