Question 1

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)  Resolving complaints 
A)  Customer value proposition 
B)  Sales call objective 
C)  Beginning the sales dialogue 
D)  Current Suppliers 
E)  Resolving complaints

Question 2

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 3

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

Accepted Answer

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

Question 4

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 5

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 6

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 7

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

Accepted Answer

A)  Features and benefits schedule 
B)  Written sales presentation 
C)  Buyer profile 
D)  Sales dialogue template 
E)  Sales Call Flexible Planning Tool (SCFP) 
A)  Features and benefits schedule 
B)  Written sales presentation 
C)  Buyer profile 
D)  Sales dialogue template 
E)  Sales Call Flexible Planning Tool (SCFP)

Question 8

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 9

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

Accepted Answer

A) True 
 B)False

Question 10

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 11

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

Accepted Answer

A) True 
 B)False

Question 12

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 13

_____________________________ presentation is a sales presentation type 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 type...

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

The second A in ADAPT stands for ________________ questions.

Accepted Answer

The answer of The second A in ADAPT stands for...

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A)  Request For Proposals 
B)  Request For Parts 
C)  Reorder Failing Parts 
D)  Request For Personnel 
E)  Radio Frequency Protocol 
A)  Request For Proposals 
B)  Request For Parts 
C)  Reorder Failing Parts 
D)  Request For Personnel 
E)  Radio Frequency Protocol

Question 18

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 19

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

Accepted Answer

A) True 
 B)False

Question 20

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

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

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

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

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

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

Sales dialogue planning templates are primarily useful for ____ presentations.

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

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

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

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:

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

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

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

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

The second A in ADAPT stands for ________________ questions.

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

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

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

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

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

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

Filters

Exam 6: Planning Sales Dialogues and Presentations

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

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

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

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

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

Sales dialogue planning templates are primarily useful for ____ presentations.

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

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

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

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:

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

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

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

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

The second A in ADAPT stands for ________________ questions.

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

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

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

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

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

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

Filters