Question 1

What is the term for an in-person meeting between a salesperson or sales team and one or more buyers to discuss business?

Accepted Answer

A)  a sales call 
B)  a sales dialogue 
C)  a sales presentation 
D)  a sales proposal 
A)  a sales call 
B)  a sales dialogue 
C)  a sales presentation 
D)  a sales proposal

Question 2

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are not appropriate for solving their particular needs. Accordingly, what part of the proposal should salespeople make sure is enticing?

Accepted Answer

A)  the needs and benefits analysis 
B)  the company description 
C)  the executive summary 
D)  the introduction 
A)  the needs and benefits analysis 
B)  the company description 
C)  the executive summary 
D)  the introduction

Question 3

The fifth section of a sales dialogue template focuses on the competitive situation. Why is this section very important to a salesperson?

Accepted Answer

A)  This section describes how well the seller's offering matches up to the buying motives of the prospect, which will be a key discussion point in the sales interaction. 
B)  This section presents the product in a fashion designed to remove any thoughts of competition in the buyer's mind. 
C)  This section helps the seller to understand how his or her customer value proposition compares to competing offerings. 
D)  This section focuses on what needs to be done to win the buyer's business, which is the ultimate objective of the sales interaction. 
A)  This section describes how well the seller's offering matches up to the buying motives of the prospect, which will be a key discussion point in the sales interaction. 
B)  This section presents the product in a fashion designed to remove any thoughts of competition in the buyer's mind. 
C)  This section helps the seller to understand how his or her customer value proposition compares to competing offerings. 
D)  This section focuses on what needs to be done to win the buyer's business, which is the ultimate objective of the sales interaction.

Question 4

LinkedIn is not considered a valuable tool for researching company information.

Accepted Answer

A) True 
 B)False

Question 5

A salesperson being well prepared for beginning the sales dialogue makes things easier for both parties and demonstrates professionalism.

Accepted Answer

A) True 
 B)False

Question 6

When evaluating written sales proposals, buyers use the concept of assurance to judge how well the seller is able to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

Accepted Answer

A) True 
 B)False

Question 7

During a canned sales presentation, the salesperson talks most of the time.

Accepted Answer

A) True 
 B)False

Question 8

It is important to warn prospects that you plan to ask for commitment at the end of the sales interaction so he or she is not surprised by it.

Accepted Answer

A) True 
 B)False

Question 9

Customer value propositions should be specific with respect to tangible outcomes.

Accepted Answer

A) True 
 B)False

Question 10

How should a salesperson differentiate between features and benefits when using a sales dialogue template?

Accepted Answer

A)  A salesperson should focus on discussing those features that produce benefits that address the buying motives of the customer. 
B)  To demonstrate superior value, a salesperson should focus on discussing all of the features of a particular product. 
C)  To maximize perceived credibility, a salesperson should discuss only those features and benefits of the product with which he or she is most familiar. 
D)  To demonstrate competitive positioning, a salesperson should focus on discussing features, advantages, and benefits. 
A)  A salesperson should focus on discussing those features that produce benefits that address the buying motives of the customer. 
B)  To demonstrate superior value, a salesperson should focus on discussing all of the features of a particular product. 
C)  To maximize perceived credibility, a salesperson should discuss only those features and benefits of the product with which he or she is most familiar. 
D)  To demonstrate competitive positioning, a salesperson should focus on discussing features, advantages, and benefits.

Question 11

What is the purpose of a sales dialogue template?

Accepted Answer

A)  It identifies and addresses all influential members of the buying team. 
B)  It is an aid in planning and assembling the information required of the salesperson. 
C)  It helps salespeople ensure that they address all of the buyer's objections. 
D)  It provides the salesperson with a script for the sales encounter. 
A)  It identifies and addresses all influential members of the buying team. 
B)  It is an aid in planning and assembling the information required of the salesperson. 
C)  It helps salespeople ensure that they address all of the buyer's objections. 
D)  It provides the salesperson with a script for the sales encounter.

Question 12

According to the textbook, what is risked by a salesperson who attempts to make a sales presentation before building a foundation through sales dialogue?

Accepted Answer

A)  focusing on the wrong things in the presentation 
B)  being perceived as noncustomer-oriented and overly aggressive 
C)  spending too much time on relationship building and not enough on selling the product 
D)  putting too much attention on the price of the solution before full value is built in the customer's mind 
A)  focusing on the wrong things in the presentation 
B)  being perceived as noncustomer-oriented and overly aggressive 
C)  spending too much time on relationship building and not enough on selling the product 
D)  putting too much attention on the price of the solution before full value is built in the customer's mind

Question 13

Salespeople modify organized presentations based on the needs of the customers.

Accepted Answer

A) True 
 B)False

Question 14

Philip has been trained to tell the receptionist of the company he was soliciting that his company can provide fast delivery and possibly save customers money, even though he knew this was not possible in all cases. This type of action is considered?

Accepted Answer

A)  misleading the gatekeeper 
B)  bending the truth but ethical 
C)  seasoned sales action 
D)  untruthful but acceptable 
A)  misleading the gatekeeper 
B)  bending the truth but ethical 
C)  seasoned sales action 
D)  untruthful but acceptable

Question 15

When engaged in sales presentation planning, a salesperson should first determine how the features of his or her product will benefit the prospect, and then set a specific objective.

Accepted Answer

A) True 
 B)False

Question 16

Sites such as Hoover's and Google offer salespeople efficient ways for preparing for sales calls.

Accepted Answer

A) True 
 B)False

Question 17

What is the first section of a sales dialogue planning template?

Accepted Answer

A)  prospect information 
B)  customer value proposition 
C)  sales call objective 
D)  linking buying motives, benefits, support information, and other reinforcement methods 
A)  prospect information 
B)  customer value proposition 
C)  sales call objective 
D)  linking buying motives, benefits, support information, and other reinforcement methods

Question 18

What are buying priorities that focus on security, status, and the need to be liked?

Accepted Answer

A)  rational buying motives 
B)  economic purchase objectives 
C)  emotional buying motives 
D)  logistical purchase criteria 
A)  rational buying motives 
B)  economic purchase objectives 
C)  emotional buying motives 
D)  logistical purchase criteria

Question 19

What is the term for buying priorities that focus on the economics of the situation, including cost, profitability, quality, services offered, and the total value of the seller's offering as perceived by the buyer?

Accepted Answer

A)  rational buying motives 
B)  economic purchase objectives 
C)  emotional buying motives 
D)  patronage buying motives 
A)  rational buying motives 
B)  economic purchase objectives 
C)  emotional buying motives 
D)  patronage buying motives

Question 20

What is the term for a business conversation between a buyer and seller that occurs as a salesperson attempts to initiate, develop, and enhance a customer relationship?

Accepted Answer

A)  a sales call 
B)  a sales dialogue 
C)  a sales presentation 
D)  a sales proposal 
A)  a sales call 
B)  a sales dialogue 
C)  a sales presentation 
D)  a sales proposal

What is the term for an in-person meeting between a salesperson or sales team and one or more buyers to discuss business?

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are not appropriate for solving their particular needs. Accordingly, what part of the proposal should salespeople make sure is enticing?

The fifth section of a sales dialogue template focuses on the competitive situation. Why is this section very important to a salesperson?

LinkedIn is not considered a valuable tool for researching company information.

A salesperson being well prepared for beginning the sales dialogue makes things easier for both parties and demonstrates professionalism.

When evaluating written sales proposals, buyers use the concept of assurance to judge how well the seller is able to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

During a canned sales presentation, the salesperson talks most of the time.

It is important to warn prospects that you plan to ask for commitment at the end of the sales interaction so he or she is not surprised by it.

Customer value propositions should be specific with respect to tangible outcomes.

How should a salesperson differentiate between features and benefits when using a sales dialogue template?

What is the purpose of a sales dialogue template?

According to the textbook, what is risked by a salesperson who attempts to make a sales presentation before building a foundation through sales dialogue?

Salespeople modify organized presentations based on the needs of the customers.

Philip has been trained to tell the receptionist of the company he was soliciting that his company can provide fast delivery and possibly save customers money, even though he knew this was not possible in all cases. This type of action is considered?

When engaged in sales presentation planning, a salesperson should first determine how the features of his or her product will benefit the prospect, and then set a specific objective.

Sites such as Hoover's and Google offer salespeople efficient ways for preparing for sales calls.

What is the first section of a sales dialogue planning template?

What are buying priorities that focus on security, status, and the need to be liked?

What is the term for buying priorities that focus on the economics of the situation, including cost, profitability, quality, services offered, and the total value of the seller's offering as perceived by the buyer?

What is the term for a business conversation between a buyer and seller that occurs as a salesperson attempts to initiate, develop, and enhance a customer relationship?

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 the term for an in-person meeting between a salesperson or sales team and one or more buyers to discuss business?

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are not appropriate for solving their particular needs. Accordingly, what part of the proposal should salespeople make sure is enticing?

The fifth section of a sales dialogue template focuses on the competitive situation. Why is this section very important to a salesperson?

LinkedIn is not considered a valuable tool for researching company information.

A salesperson being well prepared for beginning the sales dialogue makes things easier for both parties and demonstrates professionalism.

When evaluating written sales proposals, buyers use the concept of assurance to judge how well the seller is able to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

During a canned sales presentation, the salesperson talks most of the time.

It is important to warn prospects that you plan to ask for commitment at the end of the sales interaction so he or she is not surprised by it.

Customer value propositions should be specific with respect to tangible outcomes.

How should a salesperson differentiate between features and benefits when using a sales dialogue template?

What is the purpose of a sales dialogue template?

According to the textbook, what is risked by a salesperson who attempts to make a sales presentation before building a foundation through sales dialogue?

Salespeople modify organized presentations based on the needs of the customers.

Philip has been trained to tell the receptionist of the company he was soliciting that his company can provide fast delivery and possibly save customers money, even though he knew this was not possible in all cases. This type of action is considered?

When engaged in sales presentation planning, a salesperson should first determine how the features of his or her product will benefit the prospect, and then set a specific objective.

Sites such as Hoover's and Google offer salespeople efficient ways for preparing for sales calls.

What is the first section of a sales dialogue planning template?

What are buying priorities that focus on security, status, and the need to be liked?

What is the term for buying priorities that focus on the economics of the situation, including cost, profitability, quality, services offered, and the total value of the seller's offering as perceived by the buyer?

What is the term for a business conversation between a buyer and seller that occurs as a salesperson attempts to initiate, develop, and enhance a customer relationship?

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