Question 1

Sales calls and sales dialogue mean the same thing.

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

The answer of The sales dialogue ______________ is a flexible...

Question 3

Chris wants to improve the chances of getting appointments with prospects. All of the following will help Chris when making appointments except:

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)  Take the prospect to lunch or dinner 
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)  Take the prospect to lunch or dinner 
E)  All of the above are helpful

Question 4

Salespeople should propose and agenda for the sales call but be flexible enough to revise the agenda during the sales call.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

Accepted Answer

A)  Reliability 
B)  Assurance 
C)  Resistance 
D)  Empathy 
E)  Tangibles 
A)  Reliability 
B)  Assurance 
C)  Resistance 
D)  Empathy 
E)  Tangibles

Question 7

The last section of a written sales proposal is the _____________________.

Accepted Answer

Implementa

Question 8

A memorized presentation is a form of canned sales presentation.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following is not a recommendation for creating an effective customer value proposition?

Accepted Answer

A)  Tell them what they want to hear 
B)  Be as specific as possible 
C)  Keep the statement simple 
D)  Include key benefits likely to be most important to the particular prospect 
E)  All of the above are appropriate recommendations 
A)  Tell them what they want to hear 
B)  Be as specific as possible 
C)  Keep the statement simple 
D)  Include key benefits likely to be most important to the particular prospect 
E)  All of the above are appropriate recommendations

Question 10

The ______________________________is a statement of how the sales offering will add value to the prospect's business by meeting a need of providing an opportunity.

Accepted Answer

Customer V

Question 11

Canned sales presentations assume customers' buying motives are fairly homogeneous.

Accepted Answer

A) True 
 B)False

Question 12

It is essential for salespeople to focus on the customer when planning the sales call because:

Accepted Answer

A)  Doing so reduces the probability of the buyer perceiving the salesperson as noncustomer-oriented and/or overly aggressive 
B)  Doing so will guarantee the sale being made 
C)  Doing so will allow the salesperson to talk most of the time during the need-discovery meeting. 
D)  It is the only way to ensure the canned sales presentation will work properly 
E)  Both a and d 
A)  Doing so reduces the probability of the buyer perceiving the salesperson as noncustomer-oriented and/or overly aggressive 
B)  Doing so will guarantee the sale being made 
C)  Doing so will allow the salesperson to talk most of the time during the need-discovery meeting. 
D)  It is the only way to ensure the canned sales presentation will work properly 
E)  Both a and d

Question 13

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 worst sales presentation format for this situation.

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 14

A sales dialogue planning template may be helpful to salespeople for which of the following reasons?

Accepted Answer

A)  It will help salespeople to make sure they identify and address all influential members of the buying team. 
B)  It allows salespeople to track objections across customers. 
C)  It helps salespeople ensure that they address all of the buyer's objections. 
D)  It provides feedback to salespeople regarding the types of customers with which they are doing business. 
E)  All the above are correct 
A)  It will help salespeople to make sure they identify and address all influential members of the buying team. 
B)  It allows salespeople to track objections across customers. 
C)  It helps salespeople ensure that they address all of the buyer's objections. 
D)  It provides feedback to salespeople regarding the types of customers with which they are doing business. 
E)  All the above are correct

Question 15

_______________are a need-activated drive to search for and acquire a solution to resolve a need or problem.

Accepted Answer

The answer of _______________are a need-activated drive to search for...

Question 16

Features and benefits are synonymous.

Accepted Answer

A) True 
 B)False

Question 17

An organized presentation is a form of canned sales presentation.

Accepted Answer

A) True 
 B)False

Question 18

A written sales proposal should not include an implementation timetable because it assumes the buyer will make a purchase (which irritates most buyers).

Accepted Answer

A) True 
 B)False

Question 19

With respect to evaluating sales proposals, ________________reflects the salesperson's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

Accepted Answer

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

Sales calls and sales dialogue mean the same thing.

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

Chris wants to improve the chances of getting appointments with prospects. All of the following will help Chris when making appointments except:

Salespeople should propose and agenda for the sales call but be flexible enough to revise the agenda during the sales call.

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

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

The last section of a written sales proposal is the _____________________.

A memorized presentation is a form of canned sales presentation.

Which of the following is not a recommendation for creating an effective customer value proposition?

The ______________________________is a statement of how the sales offering will add value to the prospect's business by meeting a need of providing an opportunity.

Canned sales presentations assume customers' buying motives are fairly homogeneous.

It is essential for salespeople to focus on the customer when planning the sales call because:

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 worst sales presentation format for this situation.

A sales dialogue planning template may be helpful to salespeople for which of the following reasons?

_______________are a need-activated drive to search for and acquire a solution to resolve a need or problem.

Features and benefits are synonymous.

An organized presentation is a form of canned sales presentation.

A written sales proposal should not include an implementation timetable because it assumes the buyer will make a purchase (which irritates most buyers).

With respect to evaluating sales proposals, ________________reflects the salesperson's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

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

Sales calls and sales dialogue mean the same thing.

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

Chris wants to improve the chances of getting appointments with prospects. All of the following will help Chris when making appointments except:

Salespeople should propose and agenda for the sales call but be flexible enough to revise the agenda during the sales call.

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

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

The last section of a written sales proposal is the _____________________.

A memorized presentation is a form of canned sales presentation.

Which of the following is not a recommendation for creating an effective customer value proposition?

The ______________________________is a statement of how the sales offering will add value to the prospect's business by meeting a need of providing an opportunity.

Canned sales presentations assume customers' buying motives are fairly homogeneous.

It is essential for salespeople to focus on the customer when planning the sales call because:

A sales dialogue planning template may be helpful to salespeople for which of the following reasons?

_______________are a need-activated drive to search for and acquire a solution to resolve a need or problem.

Features and benefits are synonymous.

An organized presentation is a form of canned sales presentation.

A written sales proposal should not include an implementation timetable because it assumes the buyer will make a purchase (which irritates most buyers).

With respect to evaluating sales proposals, ________________reflects the salesperson's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

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