Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

When planning sales presentations, the salesperson must:

Accepted Answer

A)  List all the features and benefits his/her product provides 
B)  Identify the major competitive advantages of his/her product 
C)  Write a script to guide the sales encounter 
D)  Remember that most prospects have the same needs and expectations. 
E)  Remember to focus on customer needs and how the customer defines value 
A)  List all the features and benefits his/her product provides 
B)  Identify the major competitive advantages of his/her product 
C)  Write a script to guide the sales encounter 
D)  Remember that most prospects have the same needs and expectations. 
E)  Remember to focus on customer needs and how the customer defines value

Question 3

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 4

Written sales proposals are usually standardized.

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

The P in ADAPT stands for ________________ questions.

Accepted Answer

The answer of The P in ADAPT stands for ________________...

Question 7

With respect to the purchase decision process, prospects are most interested in:

Accepted Answer

A)  Features that produce benefits addressing their buying motives 
B)  All features and benefits of a particular product 
C)  Only the features and benefits they are familiar with 
D)  Only the features and benefits others have talked about 
E)  All of the above 
A)  Features that produce benefits addressing their buying motives 
B)  All features and benefits of a particular product 
C)  Only the features and benefits they are familiar with 
D)  Only the features and benefits others have talked about 
E)  All of the above

Question 8

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 9

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 10

Bill is a salesperson in a highly competitive industry. Because his prospects usually evaluate multiple offerings, Bill should make sure he:

Accepted Answer

A)  Understands the competitive positioning of his product 
B)  Is able to handle multiple forms of resistance 
C)  Covers extra features and benefits 
D)  Covers the features and benefits his competitors' products don't possess 
E)  Is prepared to lower his price 
A)  Understands the competitive positioning of his product 
B)  Is able to handle multiple forms of resistance 
C)  Covers extra features and benefits 
D)  Covers the features and benefits his competitors' products don't possess 
E)  Is prepared to lower his price

Question 11

_____________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.

Accepted Answer

The answer of _____________buying motives are typically related to the...

Question 12

The first A in ADAPT stands for ________________ questions.

Accepted Answer

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

Question 13

Written sales proposals are designed to motivate the buyer to commit to the seller's proposed solution (i.e., make a purchase). To facilitate the purchase process, each written sales proposal should contain a(n) ____.

Accepted Answer

A)  Executive summary 
B)  Pricing and sales agreement 
C)  Company description 
D)  Suggested action and timetable 
E)  Both b and d are important 
A)  Executive summary 
B)  Pricing and sales agreement 
C)  Company description 
D)  Suggested action and timetable 
E)  Both b and d are important

Question 14

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 15

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

Accepted Answer

A)  The salesperson's ability to listen during needs discovery. 
B)  The salesperson's ability to speak convincingly. 
C)  The buyer's ability to articulate his/her needs. 
D)  The salesperson's ability to use visual aids 
E)  Both a and d 
A)  The salesperson's ability to listen during needs discovery. 
B)  The salesperson's ability to speak convincingly. 
C)  The buyer's ability to articulate his/her needs. 
D)  The salesperson's ability to use visual aids 
E)  Both a and d

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

A telemarketing organization would probably want its salespeople to use a ____.

Accepted Answer

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

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

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

Question 20

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

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

When planning sales presentations, the salesperson must:

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

Written sales proposals are usually standardized.

The last section of the Sales Dialogue Planning Template is:

The P in ADAPT stands for ________________ questions.

With respect to the purchase decision process, prospects are most interested in:

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

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

Bill is a salesperson in a highly competitive industry. Because his prospects usually evaluate multiple offerings, Bill should make sure he:

_____________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.

The first A in ADAPT stands for ________________ questions.

Written sales proposals are designed to motivate the buyer to commit to the seller's proposed solution (i.e., make a purchase). To facilitate the purchase process, each written sales proposal should contain a(n) ____.

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

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

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

A telemarketing organization would probably want its salespeople to use a ____.

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

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

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.

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

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

When planning sales presentations, the salesperson must:

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

Written sales proposals are usually standardized.

The last section of the Sales Dialogue Planning Template is:

The P in ADAPT stands for ________________ questions.

With respect to the purchase decision process, prospects are most interested in:

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

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

Bill is a salesperson in a highly competitive industry. Because his prospects usually evaluate multiple offerings, Bill should make sure he:

_____________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.

The first A in ADAPT stands for ________________ questions.

Written sales proposals are designed to motivate the buyer to commit to the seller's proposed solution (i.e., make a purchase). To facilitate the purchase process, each written sales proposal should contain a(n) ____.

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

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

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

A telemarketing organization would probably want its salespeople to use a ____.

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

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

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.

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