Exam 6: Planning Sales Dialogues and Presentations

With respect to sales communications formats, what is an RFP?

Which statement best summarizes the limitations of the canned sales presentation?

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

One of the disadvantages of using customer value propositions is that they can be quite complex and therefore difficult to understand.

While some portions of written sales proposals are standardized, such as product descriptions, a salesperson should strive to personalize each written proposal to the unique needs and wants of prospective customers.

Sales technology is assisting precall planning far beyond checking out the prospects Web site.

With respect to the dimensions used when evaluating written sales proposals, which of the following refers to the seller's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants?

Ideally, a sales presentation should focus on value and take place only after the salesperson has completed one of the following. What should be completed before the sales presentation?

Which type of sales communications format makes the assumption that customer needs and buying motives are homogeneous?

Which the following best summarizes the benefit of using an organized sales dialogue?

Which of the following best describes the relationship between sales calls and sales dialogues?

Canned sales presentations allow for heterogeneous buying motives and flexible delivery.

In the introduction to Chapter 6, Kevin Davis reinforces the concept of the salesperson as a student. What must a salesperson understand in order to be considered a value-added salesperson?

Which type of sales communication format is most likely to be associated with telemarketing?

When writing a sales proposal, providing a technical dump of data is an effective way to communicate.

Most buyers today evaluate written sales proposals on the basis of content and are relatively forgiving when it comes to format such as language usage, grammar, and spelling.

What flexible planning tool assists the salesperson in assembling pertinent information to be covered with the prospect?

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

Which type of sales communication format requires the greatest amount of buyer involvement and input?

In the introduction to Chapter 6, Tom Reilly, a leading sales trainer, consultant, and writer, suggests that 95 percent of salespeople routinely plan what?