Question 1

Which of the following types of sales communications formats is most flexible?

Accepted Answer

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

Question 2

The written sales proposal allows for interaction between the buyer and seller.

Accepted Answer

A) True 
 B)False

Question 3

How can salespeople improve their chances of getting an appointment?

Accepted Answer

A)  Request a specific amount of the prospect's time 
B)  Give the prospect a reason to grant the appointment 
C)  Suggest a specific time and date convenient to the prospect 
D)  None of the above are correct 
E)  A, B, and C are correct 
A)  Request a specific amount of the prospect's time 
B)  Give the prospect a reason to grant the appointment 
C)  Suggest a specific time and date convenient to the prospect 
D)  None of the above are correct 
E)  A, B, and C are correct

Question 4

Which of the following is not a type of buying motive?

Accepted Answer

A)  Rational 
B)  Emotional 
C)  Physical 
D)  Combination of rational an emotional 
A)  Rational 
B)  Emotional 
C)  Physical 
D)  Combination of rational an emotional

Question 5

____________ refer to a quality are characteristic of a product or service that is designed to provide value to a buyer.

Accepted Answer

The answer of ____________ refer to a quality are characteristic...

Question 6

Which of the following types of sales communications formats make the assumption that customer needs and buying motives are homogeneous?

Accepted Answer

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

Question 7

Sales dialogue planning templates are primarily useful for ____ presentations.

Accepted Answer

A)  Written 
B)  Organized 
C)  Canned 
D)  Directed 
E)  A, B, and C are correct 
A)  Written 
B)  Organized 
C)  Canned 
D)  Directed 
E)  A, B, and C are correct

Question 8

When scheduling an appointment with a prospect, it's a good idea to specify the amount of time need for the meeting.

Accepted Answer

A) True 
 B)False

Question 9

Many gatekeepers view cold-calling as a violation of proper business etiquette.

Accepted Answer

A) True 
 B)False

Question 10

____________________________ dialogue is another name for an organized sales presentation.

Accepted Answer

The answer of ____________________________ dialogue is another name for an...

Question 11

Canned sales presentations are appropriate for relational selling.

Accepted Answer

A) True 
 B)False

Question 12

Features and benefits are synonymous.

Accepted Answer

A) True 
 B)False

Question 13

During the first few minutes of the sales call, salespeople should:

Accepted Answer

A)  be friendly and positive 
B)  be flexible 
C)  have an agenda 
D)  show sensitivity to the customer's needs and opinions 
E)  Do all of the above 
A)  be friendly and positive 
B)  be flexible 
C)  have an agenda 
D)  show sensitivity to the customer's needs and opinions 
E)  Do all of the above

Which of the following types of sales communications formats is most flexible?

The written sales proposal allows for interaction between the buyer and seller.

How can salespeople improve their chances of getting an appointment?

Which of the following is not a type of buying motive?

____________ refer to a quality are characteristic of a product or service that is designed to provide value to a buyer.

Which of the following types of sales communications formats make the assumption that customer needs and buying motives are homogeneous?

Sales dialogue planning templates are primarily useful for ____ presentations.

When scheduling an appointment with a prospect, it's a good idea to specify the amount of time need for the meeting.

Many gatekeepers view cold-calling as a violation of proper business etiquette.

____________________________ dialogue is another name for an organized sales presentation.

Canned sales presentations are appropriate for relational selling.

Features and benefits are synonymous.

During the first few minutes of the sales call, salespeople should:

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 types of sales communications formats is most flexible?

The written sales proposal allows for interaction between the buyer and seller.

How can salespeople improve their chances of getting an appointment?

Which of the following is not a type of buying motive?

____________ refer to a quality are characteristic of a product or service that is designed to provide value to a buyer.

Which of the following types of sales communications formats make the assumption that customer needs and buying motives are homogeneous?

Sales dialogue planning templates are primarily useful for ____ presentations.

When scheduling an appointment with a prospect, it's a good idea to specify the amount of time need for the meeting.

Many gatekeepers view cold-calling as a violation of proper business etiquette.

____________________________ dialogue is another name for an organized sales presentation.

Canned sales presentations are appropriate for relational selling.

Features and benefits are synonymous.

During the first few minutes of the sales call, salespeople should:

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