Question 1

The T in ADAPT stands for ________________ questions.

Accepted Answer

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

Question 2

Which of the following types of sales communications formats requires the least amount of buyer involvement/input?

Accepted Answer

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

Question 3

When planning for the sales call, the salesperson should develop an agenda.

Accepted Answer

A) True 
 B)False

Question 4

Chris wants to improve the chances of getting appointments with prospects. Which of the following will help Chris when making appointments?

Accepted Answer

A)  Give the prospect a reason to grant the meeting 
B)  Request a specific amount of time 
C)  Suggest a specific time 
D)  Suggest a specific date 
E)  All of the above are helpful 
A)  Give the prospect a reason to grant the meeting 
B)  Request a specific amount of time 
C)  Suggest a specific time 
D)  Suggest a specific date 
E)  All of the above are helpful

Question 5

The ________________is a complete self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered.

Accepted Answer

Written Sa

Question 6

Natalie's customers are usually interested in features that help their companies appear more "high-tech." 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 7

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

Accepted Answer

A) True 
 B)False

Question 8

Customer value propositions should be specific with respect to tangible outcomes.

Accepted Answer

A) True 
 B)False

Question 9

_____________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 10

____________ 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 11

A scripted presentation is a form of written sales proposal

Accepted Answer

A) True 
 B)False

Question 12

In order to complete a Sales Dialogue Planning template, a salesperson will need identify his/her prospect's current suppliers.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is untrue about written sales proposals?

Accepted Answer

A)  They are usually associated with high-dollar-volume sales. 
B)  They work well for canned sales presentations because they tell the salesperson exactly what to say. 
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)  They are frequently used in competitive bidding situations. 
A)  They are usually associated with high-dollar-volume sales. 
B)  They work well for canned sales presentations because they tell the salesperson exactly what to say. 
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)  They are frequently used in competitive bidding situations.

Question 14

During a canned sales presentation the salesperson talks most of the time.

Accepted Answer

A) True 
 B)False

Question 15

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to function on a wireless network is one of its ________________.

Accepted Answer

A)  Features 
B)  Benefits 
C)  Rational buying motives 
D)  Emotional buying motives 
E)  Both a and c are correct 
A)  Features 
B)  Benefits 
C)  Rational buying motives 
D)  Emotional buying motives 
E)  Both a and c are correct

Question 16

Sally is interested in creating a completely self-contained sales proposal. She should probably develop a ____.

Accepted Answer

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

Question 17

A sales call is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.

Accepted Answer

A) True 
 B)False

Question 18

The D in ADAPT stands for ________________ questions.

Accepted Answer

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

Question 19

As multimedia technology becomes more prevalent among salespeople, written sales proposals are becoming less important.

Accepted Answer

A) True 
 B)False

Question 20

"I need to reduce our costs" is an example of a rational buying motive.

Accepted Answer

A) True 
 B)False

The T in ADAPT stands for ________________ questions.

Which of the following types of sales communications formats requires the least amount of buyer involvement/input?

When planning for the sales call, the salesperson should develop an agenda.

Chris wants to improve the chances of getting appointments with prospects. Which of the following will help Chris when making appointments?

The ________________is a complete self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered.

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

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

Customer value propositions should be specific with respect to tangible outcomes.

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

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

A scripted presentation is a form of written sales proposal

In order to complete a Sales Dialogue Planning template, a salesperson will need identify his/her prospect's current suppliers.

Which of the following is untrue about written sales proposals?

During a canned sales presentation the salesperson talks most of the time.

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to function on a wireless network is one of its ________________.

Sally is interested in creating a completely self-contained sales proposal. She should probably develop a ____.

A sales call is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.

The D in ADAPT stands for ________________ questions.

As multimedia technology becomes more prevalent among salespeople, written sales proposals are becoming less important.

"I need to reduce our costs" is an example of a rational buying motive.

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 T in ADAPT stands for ________________ questions.

Which of the following types of sales communications formats requires the least amount of buyer involvement/input?

When planning for the sales call, the salesperson should develop an agenda.

Chris wants to improve the chances of getting appointments with prospects. Which of the following will help Chris when making appointments?

The ________________is a complete self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered.

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

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

Customer value propositions should be specific with respect to tangible outcomes.

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

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

A scripted presentation is a form of written sales proposal

In order to complete a Sales Dialogue Planning template, a salesperson will need identify his/her prospect's current suppliers.

Which of the following is untrue about written sales proposals?

During a canned sales presentation the salesperson talks most of the time.

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to function on a wireless network is one of its ________________.

Sally is interested in creating a completely self-contained sales proposal. She should probably develop a ____.

A sales call is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.

The D in ADAPT stands for ________________ questions.

As multimedia technology becomes more prevalent among salespeople, written sales proposals are becoming less important.

"I need to reduce our costs" is an example of a rational buying motive.

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