Exam 6: Planning Sales Dialogues and Presentations

When making a customer value proposition, it's okay to set the prospect's expectations too high relative to the value you can deliver.

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

When planning for a sales dialogue, the salesperson should attempt to anticipate objections the prospect may raise.

If written correctly, a written sales proposal is a form of canned sales presentation.

________________ are sales presentations that include scripted sales calls, memorized presentations, and automated presentations.

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

Ethan is a purchasing manager for an industrial chemical company. Kim is a salesperson for a raw materials provider is contacting Ethan in an effort to initiate a relationship. Kim is adopting a _______________________ format, which is probably the best format for this situation.

One of the disadvantages of using Customer Value Propositions is that they are meant to be complex and therefore, difficult to understand.

Sales dialogue refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.

Which of the following best reflects the relationship between sales calls and sales dialogue?

How can salespeople improve their chances of getting an appointment?

The last section of the sales dialogue template is Build Value Through _______________ Action.

Most buyers are willing to overlook poor spelling and grammatical mistakes in a written proposal as long as the product is beneficial and affordable.

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

When conducting a sales dialogue, the salesperson should do most of the talking.

As a general rule, when should the salesperson begin focusing on the price of the product?

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

_______________________refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.

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

In a written sales proposal, immediately following the executive summary is a description of the customer's _________________and proposed solution(s).