Question 1

What is a major advantage of effective written sales proposals?

Accepted Answer

A)  They are able to continue selling in the absence of the salesperson. 
B)  They do not commit the selling organization to anything in particular. 
C)  They are easy to write and do not take a lot time to put together. 
D)  They are generally more effective than oral presentations. 
A)  They are able to continue selling in the absence of the salesperson. 
B)  They do not commit the selling organization to anything in particular. 
C)  They are easy to write and do not take a lot time to put together. 
D)  They are generally more effective than oral presentations.

Question 2

When attempting to schedule an appointment with a prospect, the salesperson should let the prospect suggest a date and time.

Accepted Answer

A) True 
 B)False

Question 3

The executive summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

Accepted Answer

A) True 
 B)False

Question 4

It is important to remember that features provide benefits, and benefits address buying motives.

Accepted Answer

A) True 
 B)False

Question 5

With respect to the dimensions used when evaluating written sales proposals, which of the following refers to the aspects of the proposal that enhance and support the communication of the seller's message and invite readership by its overall appearance, content, and organization?

Accepted Answer

A)  assurance 
B)  tangibles 
C)  empathy 
D)  responsiveness 
A)  assurance 
B)  tangibles 
C)  empathy 
D)  responsiveness

Question 6

Important factors driving the customer's purchase decision process are referred to as buying motives.

Accepted Answer

A) True 
 B)False

Question 7

What are sales presentations that include scripted sales calls, memorized presentations, and automated presentations called?

Accepted Answer

A)  canned sales presentations 
B)  directed sales presentations 
C)  written sales proposals 
D)  organized sales dialogues 
A)  canned sales presentations 
B)  directed sales presentations 
C)  written sales proposals 
D)  organized sales dialogues

Question 8

The written sales proposal allows for interaction between the buyer and seller.

Accepted Answer

A) True 
 B)False

Question 9

What is the main disadvantage of using written sales proposals?

Accepted Answer

A)  There is little or no opportunity for interactivity between the seller and buyer. 
B)  Written sales proposals limit the flexibility of the salesperson to offer added value as part of the negotiation process. 
C)  It takes time to create good written sales proposals. 
D)  Written sales proposals can be difficult to produce on short notice. 
A)  There is little or no opportunity for interactivity between the seller and buyer. 
B)  Written sales proposals limit the flexibility of the salesperson to offer added value as part of the negotiation process. 
C)  It takes time to create good written sales proposals. 
D)  Written sales proposals can be difficult to produce on short notice.

Question 10

Which type of sales presentation depends heavily upon the salesperson's ability to uncover the buyer's needs?

Accepted Answer

A)  a directed sales presentation 
B)  a memorized sales presentation 
C)  an organized sales presentation 
D)  a canned sales presentation 
A)  a directed sales presentation 
B)  a memorized sales presentation 
C)  an organized sales presentation 
D)  a canned sales presentation

Question 11

With respect to the dimensions used when evaluating written sales proposals, which of the following refers to the seller demonstrating a willingness to provide solutions for the buyer's needs and wants, and to help measure results?

Accepted Answer

A)  assurance 
B)  tangibles 
C)  empathy 
D)  responsiveness 
A)  assurance 
B)  tangibles 
C)  empathy 
D)  responsiveness

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

For maximum effectiveness, what should a sales dialogue be?

Accepted Answer

A)  short, snappy, and to the point 
B)  focused on how your product is superior to its competition 
C)  clear in its purpose and customer focused 
D)  easy to understand by using everyday language as spoken by your customers 
A)  short, snappy, and to the point 
B)  focused on how your product is superior to its competition 
C)  clear in its purpose and customer focused 
D)  easy to understand by using everyday language as spoken by your customers

Question 14

Organized sales dialogues and presentations are more flexible than canned presentations.

Accepted Answer

A) True 
 B)False

Question 15

What is the term for qualities or characteristics of a product or service that are designed to provide value to a buyer?

Accepted Answer

A)  features 
B)  advantages 
C)  benefits 
D)  buying motives 
A)  features 
B)  advantages 
C)  benefits 
D)  buying motives

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Because for most sales a salesperson will see the same prospect multiple times before a commitment is made, making a good first impression is not critical to the success of the interaction.

Accepted Answer

A) True 
 B)False

Question 18

Which statement best summarizes the benefit of using written sales proposals?

Accepted Answer

A)  Written sales proposals offer the opportunity to provide detailed information that is generally perceived as being more credible than other forms of sales presentations. 
B)  Written sales proposals offer more flexibility in determining customer requirements. 
C)  Written sales proposals leave a lasting impression on the buyer. 
D)  Buyers like to evaluate written sales proposals because they show interest on the part of the seller. 
A)  Written sales proposals offer the opportunity to provide detailed information that is generally perceived as being more credible than other forms of sales presentations. 
B)  Written sales proposals offer more flexibility in determining customer requirements. 
C)  Written sales proposals leave a lasting impression on the buyer. 
D)  Buyers like to evaluate written sales proposals because they show interest on the part of the seller.

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

What should a salesperson consider when writing the customer value proposition section of a sales dialogue planning template?

Accepted Answer

A)  The proposition should state benefits in general terms to minimize the risk of overpromising. 
B)  The customer value proposition should be written in as much detail as possible to show the buyer what will be delivered. 
C)  The statement is a preliminary estimate of the specific benefits to be delivered by the proposed solution and is subject to change as the sales dialogue progresses. 
D)  The customer value proposition should be an optimistic estimate of how the proposed solution will benefit the buyer. 
A)  The proposition should state benefits in general terms to minimize the risk of overpromising. 
B)  The customer value proposition should be written in as much detail as possible to show the buyer what will be delivered. 
C)  The statement is a preliminary estimate of the specific benefits to be delivered by the proposed solution and is subject to change as the sales dialogue progresses. 
D)  The customer value proposition should be an optimistic estimate of how the proposed solution will benefit the buyer.

What is a major advantage of effective written sales proposals?

When attempting to schedule an appointment with a prospect, the salesperson should let the prospect suggest a date and time.

The executive summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

It is important to remember that features provide benefits, and benefits address buying motives.

With respect to the dimensions used when evaluating written sales proposals, which of the following refers to the aspects of the proposal that enhance and support the communication of the seller's message and invite readership by its overall appearance, content, and organization?

Important factors driving the customer's purchase decision process are referred to as buying motives.

What are sales presentations that include scripted sales calls, memorized presentations, and automated presentations called?

The written sales proposal allows for interaction between the buyer and seller.

What is the main disadvantage of using written sales proposals?

Which type of sales presentation depends heavily upon the salesperson's ability to uncover the buyer's needs?

With respect to the dimensions used when evaluating written sales proposals, which of the following refers to the seller demonstrating a willingness to provide solutions for the buyer's needs and wants, and to help measure results?

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

For maximum effectiveness, what should a sales dialogue be?

Organized sales dialogues and presentations are more flexible than canned presentations.

What is the term for qualities or characteristics of a product or service that are designed to provide value to a buyer?

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

Because for most sales a salesperson will see the same prospect multiple times before a commitment is made, making a good first impression is not critical to the success of the interaction.

Which statement best summarizes the benefit of using written sales proposals?

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

What should a salesperson consider when writing the customer value proposition section of a sales dialogue planning template?

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Sales Dialogue

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value

Sales Management and Sales 2.0

Filters

Exam 6: Planning Sales Dialogues and Presentations

What is a major advantage of effective written sales proposals?

When attempting to schedule an appointment with a prospect, the salesperson should let the prospect suggest a date and time.

The executive summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

It is important to remember that features provide benefits, and benefits address buying motives.

With respect to the dimensions used when evaluating written sales proposals, which of the following refers to the aspects of the proposal that enhance and support the communication of the seller's message and invite readership by its overall appearance, content, and organization?

Important factors driving the customer's purchase decision process are referred to as buying motives.

What are sales presentations that include scripted sales calls, memorized presentations, and automated presentations called?

The written sales proposal allows for interaction between the buyer and seller.

What is the main disadvantage of using written sales proposals?

Which type of sales presentation depends heavily upon the salesperson's ability to uncover the buyer's needs?

With respect to the dimensions used when evaluating written sales proposals, which of the following refers to the seller demonstrating a willingness to provide solutions for the buyer's needs and wants, and to help measure results?

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

For maximum effectiveness, what should a sales dialogue be?

Organized sales dialogues and presentations are more flexible than canned presentations.

What is the term for qualities or characteristics of a product or service that are designed to provide value to a buyer?

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

Because for most sales a salesperson will see the same prospect multiple times before a commitment is made, making a good first impression is not critical to the success of the interaction.

Which statement best summarizes the benefit of using written sales proposals?

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

What should a salesperson consider when writing the customer value proposition section of a sales dialogue planning template?

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Sales Dialogue

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value

Sales Management and Sales 2.0

Filters