Question 1

Which of the following is not one of the common types of sales communications formats?

Accepted Answer

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

Question 2

Sally is looking for a way to clearly communicate why her prospects should do business with her. Sally should learn how to:

Accepted Answer

A)  Negotiate effectively 
B)  Develop customer value propositions 
C)  Handle buyer resistance 
D)  Promote her product's features and benefits 
E)  Develop effective visual aids 
A)  Negotiate effectively 
B)  Develop customer value propositions 
C)  Handle buyer resistance 
D)  Promote her product's features and benefits 
E)  Develop effective visual aids

Question 3

The most important factors driving the customer's purchase decision process are referred to as buying motives.

Accepted Answer

A) True 
 B)False

Question 4

Customer Value Propositions are created to overcome price objections.

Accepted Answer

A) True 
 B)False

Question 5

The last section of the Sales Dialogue Planning Template is:

Accepted Answer

A)  Earn Prospect Commitment 
B)  Build Value through Follow-Up Action 
C)  Handle Resistance 
D)  Assess Sales Call Performance 
E)  None of the above 
A)  Earn Prospect Commitment 
B)  Build Value through Follow-Up Action 
C)  Handle Resistance 
D)  Assess Sales Call Performance 
E)  None of the above

Question 6

One of the recommendations for writing an effective value proposition is to promise and only what can be _____________________delivered.

Accepted Answer

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

Question 7

Relative to cold-calling, setting an appointment demonstrates respect for the prospect's time.

Accepted Answer

A) True 
 B)False

Question 8

The Executive Summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

Accepted Answer

A) True 
 B)False

Question 9

What should salespeople do once they've made an appointment with a prospect?

Accepted Answer

A)  Send a fax, e-mail, or letter that outlines the agenda for the meeting and reminds the buyer of the appointment 
B)  Call the buyer and thank them for granting the appointment 
C)  Review the corresponding precall information to ensure the prospect is qualified 
D)  Make sure they're available to meet with the prospect at the agreed upon date 
E)  All of the above 
A)  Send a fax, e-mail, or letter that outlines the agenda for the meeting and reminds the buyer of the appointment 
B)  Call the buyer and thank them for granting the appointment 
C)  Review the corresponding precall information to ensure the prospect is qualified 
D)  Make sure they're available to meet with the prospect at the agreed upon date 
E)  All of the above

Question 10

With respect to evaluating sales proposals, ________________reflects the salesperson's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

Accepted Answer

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

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

Salespeople must have an objective for each sales call.

Accepted Answer

A) True 
 B)False

Question 13

_______________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 14

Relative to cold-calling, setting an appointment has no real advantages.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is the best example of a customer value proposition?

Accepted Answer

A)  Our product will help your employees be more productive. 
B)  Our product will help your employees increase productivity by 10%. 
C)  Utilizing the data analysis automation feature of our product will improve your employees' productivity by 10% within six months. 
D)  I propose that if you become our customer, our product will provide you added-value. 
E)  All of the above are good examples of customer value propositions. 
A)  Our product will help your employees be more productive. 
B)  Our product will help your employees increase productivity by 10%. 
C)  Utilizing the data analysis automation feature of our product will improve your employees' productivity by 10% within six months. 
D)  I propose that if you become our customer, our product will provide you added-value. 
E)  All of the above are good examples of customer value propositions.

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

When scheduling an appointment with a prospect, it's best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

Implementa

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

Salespeople modify organized presentations based on the needs of the customers.

Accepted Answer

A) True 
 B)False

Which of the following is not one of the common types of sales communications formats?

Sally is looking for a way to clearly communicate why her prospects should do business with her. Sally should learn how to:

The most important factors driving the customer's purchase decision process are referred to as buying motives.

Customer Value Propositions are created to overcome price objections.

The last section of the Sales Dialogue Planning Template is:

One of the recommendations for writing an effective value proposition is to promise and only what can be _____________________delivered.

Relative to cold-calling, setting an appointment demonstrates respect for the prospect's time.

The Executive Summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

What should salespeople do once they've made an appointment with a prospect?

With respect to evaluating sales proposals, ________________reflects the salesperson's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

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

Salespeople must have an objective for each sales call.

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

Relative to cold-calling, setting an appointment has no real advantages.

Which of the following is the best example of a customer value proposition?

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

When scheduling an appointment with a prospect, it's best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.

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

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

Salespeople modify organized presentations based on the needs of the customers.

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

Which of the following is not one of the common types of sales communications formats?

Sally is looking for a way to clearly communicate why her prospects should do business with her. Sally should learn how to:

The most important factors driving the customer's purchase decision process are referred to as buying motives.

Customer Value Propositions are created to overcome price objections.

The last section of the Sales Dialogue Planning Template is:

One of the recommendations for writing an effective value proposition is to promise and only what can be _____________________delivered.

Relative to cold-calling, setting an appointment demonstrates respect for the prospect's time.

The Executive Summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

What should salespeople do once they've made an appointment with a prospect?

With respect to evaluating sales proposals, ________________reflects the salesperson's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

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

Salespeople must have an objective for each sales call.

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

Relative to cold-calling, setting an appointment has no real advantages.

Which of the following is the best example of a customer value proposition?

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

When scheduling an appointment with a prospect, it's best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.

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

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

Salespeople modify organized presentations based on the needs of the customers.

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