Question 1

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 2

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

Accepted Answer

A) True 
 B)False

Question 3

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 4

Which the following best describes the relative participation of the buyer and seller in an organized sales dialogue (presentation)?

Accepted Answer

A)  The salesperson does most of the talking throughout the entire call 
B)  The buyer does most of the talking when the salesperson is uncovering needs 
C)  The buyer does most of the talking throughout the entire call 
D)  The salesperson does most of the talking when presenting the solution 
E)  Both b and d are correct 
A)  The salesperson does most of the talking throughout the entire call 
B)  The buyer does most of the talking when the salesperson is uncovering needs 
C)  The buyer does most of the talking throughout the entire call 
D)  The salesperson does most of the talking when presenting the solution 
E)  Both b and d are correct

Question 5

Because a salesperson will see the same prospects multiple times, "first impressions" aren't that important.

Accepted Answer

A) True 
 B)False

Question 6

Organized presentations are more flexible than canned presentations.

Accepted Answer

A) True 
 B)False

Question 7

Natalie's customers are usually interested in features that help their companies appear more "high-tech" while at the same time reducing costs. 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 8

_____________buying motives include motives such as security, status, and need to be liked.

Accepted Answer

The answer of _____________buying motives include motives such as security,...

Question 9

When making a customer value proposition, it's okay to set the prospect's expectations too high relative to the value you can deliver.

Accepted Answer

A) True 
 B)False

Question 10

The only objective that should be included in any sales dialogue planning is to "close the sale."

Accepted Answer

A) True 
 B)False

Question 11

Which of the following types of sales presentations depends heavily upon the salesperson's ability to uncover the buyer's needs?

Accepted Answer

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

Question 12

Andy's customers have different needs and different ways of interacting. Andy would benefit most from utilizing:

Accepted Answer

A)  A canned sales presentation format. 
B)  A written proposal format taking advantage of proposal boilerplates/templates 
C)  A memorized sales presentation 
D)  An organized sales dialogue 
E)  All of the above will produce similar results 
A)  A canned sales presentation format. 
B)  A written proposal format taking advantage of proposal boilerplates/templates 
C)  A memorized sales presentation 
D)  An organized sales dialogue 
E)  All of the above will produce similar results

Question 13

Which of the following is true about written sales proposals?

Accepted Answer

A)  They are usually associated with high-dollar-volume sales. 
B)  They are frequently used in competitive bidding situations. 
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)  All of the above are true. 
A)  They are usually associated with high-dollar-volume sales. 
B)  They are frequently used in competitive bidding situations. 
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)  All of the above are true.

Question 14

Salespeople should propose and agenda for the sales call but be flexible enough to revise the agenda during the sales call.

Accepted Answer

A) True 
 B)False

Question 15

The sales dialogue planning template contains sections for each of the following, except ____.

Accepted Answer

A)  Customer value proposition 
B)  Sales call objective 
C)  Beginning the sales dialogue 
D)  Current Suppliers 
E)  each of the above are sections in the sales presentation checklist 
A)  Customer value proposition 
B)  Sales call objective 
C)  Beginning the sales dialogue 
D)  Current Suppliers 
E)  each of the above are sections in the sales presentation checklist

Question 16

When engaged in sales presentation planning, a salesperson should first determine how the benefits of his/her product will benefit the prospect, and then set a specific objective.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following types of sales communications formats is most likely to be associated with telemarketing?

Accepted Answer

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

Question 18

The sales dialogue ______________ is a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.

Accepted Answer

The answer of The sales dialogue ______________ is a flexible...

Question 19

"I need to reduce our costs" is an example of am emotional buying motive.

Accepted Answer

A) True 
 B)False

Question 20

Canned sales presentations assume customers' buying motives are fairly homogeneous.

Accepted Answer

A) True 
 B)False

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

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

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.

Which the following best describes the relative participation of the buyer and seller in an organized sales dialogue (presentation)?

Because a salesperson will see the same prospects multiple times, "first impressions" aren't that important.

Organized presentations are more flexible than canned presentations.

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

_____________buying motives include motives such as security, status, and need to be liked.

When making a customer value proposition, it's okay to set the prospect's expectations too high relative to the value you can deliver.

The only objective that should be included in any sales dialogue planning is to "close the sale."

Which of the following types of sales presentations depends heavily upon the salesperson's ability to uncover the buyer's needs?

Andy's customers have different needs and different ways of interacting. Andy would benefit most from utilizing:

Which of the following is true about written sales proposals?

Salespeople should propose and agenda for the sales call but be flexible enough to revise the agenda during the sales call.

The sales dialogue planning template contains sections for each of the following, except ____.

When engaged in sales presentation planning, a salesperson should first determine how the benefits of his/her product will benefit the prospect, and then set a specific objective.

Which of the following types of sales communications formats is most likely to be associated with telemarketing?

The sales dialogue ______________ is a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.

"I need to reduce our costs" is an example of am emotional buying motive.

Canned sales presentations assume customers' buying motives are fairly homogeneous.

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

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

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

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.

Which the following best describes the relative participation of the buyer and seller in an organized sales dialogue (presentation)?

Because a salesperson will see the same prospects multiple times, "first impressions" aren't that important.

Organized presentations are more flexible than canned presentations.

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

_____________buying motives include motives such as security, status, and need to be liked.

When making a customer value proposition, it's okay to set the prospect's expectations too high relative to the value you can deliver.

The only objective that should be included in any sales dialogue planning is to "close the sale."

Which of the following types of sales presentations depends heavily upon the salesperson's ability to uncover the buyer's needs?

Andy's customers have different needs and different ways of interacting. Andy would benefit most from utilizing:

Which of the following is true about written sales proposals?

Salespeople should propose and agenda for the sales call but be flexible enough to revise the agenda during the sales call.

The sales dialogue planning template contains sections for each of the following, except ____.

When engaged in sales presentation planning, a salesperson should first determine how the benefits of his/her product will benefit the prospect, and then set a specific objective.

Which of the following types of sales communications formats is most likely to be associated with telemarketing?

The sales dialogue ______________ is a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.

"I need to reduce our costs" is an example of am emotional buying motive.

Canned sales presentations assume customers' buying motives are fairly homogeneous.

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