Question 1

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 2

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 3

Features provide benefits, and benefits address buying motives.

Accepted Answer

A) True 
 B)False

Question 4

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 5

The last section of the sales dialogue template is Build Value Through _______________ Action.

Accepted Answer

The answer of The last section of the sales dialogue...

Question 6

When going on a job interview, which of the following should you remember?

Accepted Answer

A)  You will only get one chance to make a first impression 
B)  You will be evaluated solely by your experience and not your appearance 
C)  Poor grammar is becoming more acceptable today 
D)  It's fairly easy to recover if you make a poor first impression 
E)  All of the above 
A)  You will only get one chance to make a first impression 
B)  You will be evaluated solely by your experience and not your appearance 
C)  Poor grammar is becoming more acceptable today 
D)  It's fairly easy to recover if you make a poor first impression 
E)  All of the above

Question 7

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 8

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 9

Customer value propositions should be specific with respect to tangible outcomes.

Accepted Answer

A) True 
 B)False

Question 10

_____________________________ presentation is a sales presentation that allows a salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls.

Accepted Answer

The answer of _____________________________ presentation is a sales presentation that...

Question 11

One of the recommendations for writing an effective value proposition is to keep it fairly ____________.

Accepted Answer

The answer of One of the recommendations for writing an...

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

Canned sales presentations allow for heterogeneous buying motives.

Accepted Answer

A) True 
 B)False

Question 14

In order to complete a Sales Dialogue Planning template, a salesperson will need identify his/her prospect's current suppliers.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is untrue about written sales proposals?

Accepted Answer

A)  They are usually associated with high-dollar-volume sales. 
B)  They work well for canned sales presentations because they tell the salesperson exactly what to say. 
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)  They are frequently used in competitive bidding situations. 
A)  They are usually associated with high-dollar-volume sales. 
B)  They work well for canned sales presentations because they tell the salesperson exactly what to say. 
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)  They are frequently used in competitive bidding situations.

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Written sales proposals are usually standardized.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

Accepted Answer

A)  Reliability 
B)  Assurance 
C)  Resistance 
D)  Empathy 
E)  Tangibles 
A)  Reliability 
B)  Assurance 
C)  Resistance 
D)  Empathy 
E)  Tangibles

Question 19

The first part of a written sales proposal is a/an _____________________.

Accepted Answer

The answer of The first part of a written sales...

Question 20

________________ sales presentations that includes scripted sales calls, memorized presentations, and automated presentations.

Accepted Answer

Canned Sal

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

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

Features provide benefits, and benefits address buying motives.

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

The last section of the sales dialogue template is Build Value Through _______________ Action.

When going on a job interview, which of the following should you remember?

When planning sales presentations, the salesperson must:

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:

Customer value propositions should be specific with respect to tangible outcomes.

_____________________________ presentation is a sales presentation that allows a salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls.

One of the recommendations for writing an effective value proposition is to keep it fairly ____________.

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

Canned sales presentations allow for heterogeneous buying motives.

In order to complete a Sales Dialogue Planning template, a salesperson will need identify his/her prospect's current suppliers.

Which of the following is untrue about written sales proposals?

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

Written sales proposals are usually standardized.

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

The first part of a written sales proposal is a/an _____________________.

________________ sales presentations that includes scripted sales calls, memorized presentations, and automated presentations.

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

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

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

Features provide benefits, and benefits address buying motives.

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

The last section of the sales dialogue template is Build Value Through _______________ Action.

When going on a job interview, which of the following should you remember?

When planning sales presentations, the salesperson must:

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:

Customer value propositions should be specific with respect to tangible outcomes.

_____________________________ presentation is a sales presentation that allows a salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls.

One of the recommendations for writing an effective value proposition is to keep it fairly ____________.

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

Canned sales presentations allow for heterogeneous buying motives.

In order to complete a Sales Dialogue Planning template, a salesperson will need identify his/her prospect's current suppliers.

Which of the following is untrue about written sales proposals?

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

Written sales proposals are usually standardized.

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

The first part of a written sales proposal is a/an _____________________.

________________ sales presentations that includes scripted sales calls, memorized presentations, and automated presentations.

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