Question 1

The added value or favorable outcome derived from features of the product or service the seller offers is called a ____________.

Accepted Answer

The answer of The added value or favorable outcome derived...

Question 2

During the first few minutes of the sales call, salespeople should do all of the following except:

Accepted Answer

A)  Be friendly 
B)  Stick to the agenda 
C)  Be positive 
D)  Show sensitivity to the customer's needs and opinions 
E)  They should do all of the above 
A)  Be friendly 
B)  Stick to the agenda 
C)  Be positive 
D)  Show sensitivity to the customer's needs and opinions 
E)  They should do all of the above

Question 3

The only objective that should be included in any sales dialogue planning is to "close the sale."

Accepted Answer

A) True 
 B)False

Question 4

The most popular method for setting appointments is by telephone.

Accepted Answer

A) True 
 B)False

Question 5

With respect to evaluating sales proposals, ________________confirms the salesperson's thorough understanding of the buyer's business and his or her specific needs and wants.

Accepted Answer

The answer of With respect to evaluating sales proposals, ________________confirms...

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is true about written sales proposals?

Accepted Answer

A)  They are usually associated with high-dollar-volume sales. 
B)  They are frequently used in competitive bidding situations. 
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)  All of the above are true. 
A)  They are usually associated with high-dollar-volume sales. 
B)  They are frequently used in competitive bidding situations. 
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)  All of the above are true.

Question 8

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

Accepted Answer

A)  Rational 
B)  Emotional 
C)  Physical 
D)  Combination of rational and emotional 
E)  All of the above are types of buying motives 
A)  Rational 
B)  Emotional 
C)  Physical 
D)  Combination of rational and emotional 
E)  All of the above are types of buying motives

Question 9

With respect to evaluating sales proposals, ________________builds the buyer's trust and confidence in the salesperson's ability to deliver, implement, produce, and/or provide the benefits.

Accepted Answer

The answer of With respect to evaluating sales proposals, ________________builds...

Question 10

The Sales Dialogue Planning template is a tool that can help salespeople facilitate trust building.

Accepted Answer

A) True 
 B)False

Question 11

Features address rational buying motives and benefits address emotional buying motives.

Accepted Answer

A) True 
 B)False

Question 12

Requesting an appointment (i.e., sales call) with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes?

Accepted Answer

A)  Communicate recognition that the prospect's time is important 
B)  Improved time and territory management 
C)  Gaining the prospect's undivided attention 
D)  Demonstrates a respect for proper business etiquette 
E)  All of the above 
A)  Communicate recognition that the prospect's time is important 
B)  Improved time and territory management 
C)  Gaining the prospect's undivided attention 
D)  Demonstrates a respect for proper business etiquette 
E)  All of the above

Question 13

A written sales proposal should include an implementation timetable.

Accepted Answer

A) True 
 B)False

Question 14

Customer Value Propositions are created to overcome price objections.

Accepted Answer

A) True 
 B)False

Question 15

Bob is a salesperson for CDE Inc. and has just started a sales call with a prospect. The prospect wants to discuss something different than what Bob had on his agenda. Bob should:

Accepted Answer

A)  Be flexible and alter his agenda 
B)  Immediately change the topic of the conversation back to what is on his agenda 
C)  Ask to speak with someone else 
D)  Remind the customer of his agenda and ask permission to "get back on task" 
E)  End the sales call early 
A)  Be flexible and alter his agenda 
B)  Immediately change the topic of the conversation back to what is on his agenda 
C)  Ask to speak with someone else 
D)  Remind the customer of his agenda and ask permission to "get back on task" 
E)  End the sales call early

Question 16

An effective written sales proposal should include a suggested action and timetable section.

Accepted Answer

A) True 
 B)False

Question 17

Sales presentations are comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

Accepted Answer

A) True 
 B)False

Question 18

Written sales proposals are often difficult and time-consuming to write. However, once written a sales proposal can be used over and over with many different types of buyers.

Accepted Answer

A) True 
 B)False

Question 19

When uncovering needs for an organized dialogue (presentation,) approximately how much time should the salesperson speak?

Accepted Answer

A)  About 80% of the time 
B)  About 50% of the time 
C)  About 30% of time 
D)  About 100% of the time 
E)  About 0% of the time 
A)  About 80% of the time 
B)  About 50% of the time 
C)  About 30% of time 
D)  About 100% of the time 
E)  About 0% of the time

Question 20

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are inappropriate for solving their particular needs. Accordingly, salespeople need to make sure they write an enticing ____.

Accepted Answer

A)  Needs and Benefits Analysis 
B)  Company Description 
C)  Executive Summary 
D)  Cover page 
E)  Introduction 
A)  Needs and Benefits Analysis 
B)  Company Description 
C)  Executive Summary 
D)  Cover page 
E)  Introduction

The added value or favorable outcome derived from features of the product or service the seller offers is called a ____________.

During the first few minutes of the sales call, salespeople should do all of the following except:

The only objective that should be included in any sales dialogue planning is to "close the sale."

The most popular method for setting appointments is by telephone.

With respect to evaluating sales proposals, ________________confirms the salesperson's thorough understanding of the buyer's business and his or her specific needs and wants.

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

Which of the following is true about written sales proposals?

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

With respect to evaluating sales proposals, ________________builds the buyer's trust and confidence in the salesperson's ability to deliver, implement, produce, and/or provide the benefits.

The Sales Dialogue Planning template is a tool that can help salespeople facilitate trust building.

Features address rational buying motives and benefits address emotional buying motives.

Requesting an appointment (i.e., sales call) with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes?

A written sales proposal should include an implementation timetable.

Customer Value Propositions are created to overcome price objections.

Bob is a salesperson for CDE Inc. and has just started a sales call with a prospect. The prospect wants to discuss something different than what Bob had on his agenda. Bob should:

An effective written sales proposal should include a suggested action and timetable section.

Sales presentations are comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

Written sales proposals are often difficult and time-consuming to write. However, once written a sales proposal can be used over and over with many different types of buyers.

When uncovering needs for an organized dialogue (presentation,) approximately how much time should the salesperson speak?

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are inappropriate for solving their particular needs. Accordingly, salespeople need to make sure they write an enticing ____.

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 added value or favorable outcome derived from features of the product or service the seller offers is called a ____________.

During the first few minutes of the sales call, salespeople should do all of the following except:

The only objective that should be included in any sales dialogue planning is to "close the sale."

The most popular method for setting appointments is by telephone.

With respect to evaluating sales proposals, ________________confirms the salesperson's thorough understanding of the buyer's business and his or her specific needs and wants.

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

Which of the following is true about written sales proposals?

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

With respect to evaluating sales proposals, ________________builds the buyer's trust and confidence in the salesperson's ability to deliver, implement, produce, and/or provide the benefits.

The Sales Dialogue Planning template is a tool that can help salespeople facilitate trust building.

Features address rational buying motives and benefits address emotional buying motives.

Requesting an appointment (i.e., sales call) with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes?

A written sales proposal should include an implementation timetable.

Customer Value Propositions are created to overcome price objections.

Bob is a salesperson for CDE Inc. and has just started a sales call with a prospect. The prospect wants to discuss something different than what Bob had on his agenda. Bob should:

An effective written sales proposal should include a suggested action and timetable section.

Sales presentations are comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

Written sales proposals are often difficult and time-consuming to write. However, once written a sales proposal can be used over and over with many different types of buyers.

When uncovering needs for an organized dialogue (presentation,) approximately how much time should the salesperson speak?

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are inappropriate for solving their particular needs. Accordingly, salespeople need to make sure they write an enticing ____.

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