Exam 6: Planning Sales Dialogues and Presentations

_______________________refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.

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

________________is a complete self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered.

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

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

When uncovering needs for an organized dialogue (presentation,) approximately how much time should the salesperson speak?

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

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

_____________buying motives are typically related to the economics of the situation, including costs, profitability, quality, services offered, and the total value of the sellers offering as perceived by the customer.

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

One of the disadvantages of using Customer Value Propositions is that they are meant to be complex and therefore, difficult to understand.

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

Written sales proposals are often difficult and time-consuming to write. However, once written a sales proposal can be used over and over with many different types of buyers.

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

The Sales Dialogue Planning template is a tool that can help salespeople facilitate trust building.

Natalie's customers are usually interested in features that help their companies appear more "high-tech." With respect to the purchase decision process, these prospects are driven primarily by:

The most popular method for setting appointments is by telephone.

Bob is a salesperson for CDE Inc. and has just started a sales call with a prospect. The prospect wants to discuss something different than what Bob had on his agenda. Bob should:

With respect to the purchase decision process, prospect's are most interested in:

In a brick and sales proposal, immediately following the executive summary is a description of the customer _________________and proposed solution.