Question 1

A written sales proposal is most likely to be used as a sales communications format when a:

Accepted Answer

A)  low-dollar-volume sales transaction has to take place. 
B)  prospect is selecting a new supplier. 
C)  company's salesforce is relatively inexperienced. 
D)  buyer does not want testimonials from a seller. 
E)  buyer wants a temporary record of a seller's claims and intentions.

Question 2

Which of the following is a way in which salespeople can create effective sales proposals?

Accepted Answer

A)  They should make their proposals as concise as possible. 
B)  Their proposals should be completely technical. 
C)  They should use seller jargon while writing proposals. 
D)  They should not waste time in proofreading their proposals. 
E)  Their proposals should exclude testimonials and endorsements.

Question 3

Which of the following customer actions is required for the fulfillment of a sales call objective?

Accepted Answer

A)  A salesperson researching a prospect 
B)  A customer agreeing to participate in a test market 
C)  A customer withholding specific information from a salesperson 
D)  A prospect engaging in diversionary delay tactics 
E)  A salesperson assuming a prospect's needs before interacting with him or her

Question 4

The sales message varies little from customer to customer in a(n) _____.

Accepted Answer

A)  directed sales presentation 
B)  written sales presentation 
C)  organized sales presentation 
D)  canned sales presentation 
E)  impromptu sales presentation

Question 5

Canned presentations are unlikely to be an effective sales communications format when _____.

Accepted Answer

A)  a selling company has to be introduced to a buyer 
B)  salespeople are relatively inexperienced 
C)  a new supplier has to be selected by a buyer 
D)  the product line is broad 
E)  buyers view written proposals as less credible

Question 6

Salespeople demonstrate a customer orientation by:

Accepted Answer

A)  assuming customer needs without customer assessment. 
B)  showing sensitivity to customer needs and opinions. 
C)  conducting a superficial customer assessment. 
D)  focusing on testimonials and endorsements in a sales agreement. 
E)  asking for customer commitment before conducting a sales presentation.

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is true of the need development stage of the trust-based relationship selling presentation format?

Accepted Answer

A)  During this phase the buyer should be talking 60 to 70 percent of the time. 
B)  It is the second stage of the trust-based relationship selling presentation format. 
C)  In this stage, a salesperson increases a buyer's awareness about potential needs that might exist. 
D)  This stage concludes with prospects confirming their needs. 
E)  It is a good time to restate and clarify a prospect's needs.

Question 9

Which of the following is a difference between emotional and rational buying motives?

Accepted Answer

A)  Rational buying motives of a prospect are easy to discover, while emotional buying motives are not. 
B)  Rational buying motives include motives such as security and status, while emotional buying motives are related to the economics of the buying situation. 
C)  In business-to-business selling, emotional motives are typically the most important buying motives, while rational motives are the least important. 
D)  Rational motives are based on the features of a product, while emotional motives are based on the benefits obtained from the product. 
E)  Prospects are more likely to share their emotional buying motives with a salesperson and less likely to share their rational buying motives.

Question 10

To engage in effective sales dialogue, salespeople assume what buyers need without asking them.

Accepted Answer

A) True 
 B)False

Question 11

The statement "Our product will help you increase your revenue" is an example of a good customer value proposition.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is true of a sales dialogue template?

Accepted Answer

A)  It is organized into three sections. 
B)  It is scripted in advance. 
C)  It is inflexible. 
D)  It is not used to plan and assemble the information required of a salesperson. 
E)  It is not meant to be a script for a sales encounter.

Question 13

Similar to canned sales presentations, sales dialogues are scripted in advance.

Accepted Answer

A) True 
 B)False

Question 14

One of the disadvantages of using customer value propositions is that they are complex and difficult to understand.

Accepted Answer

A) True 
 B)False

Question 15

_____ is a good tool to assist a salesperson in effective time and territory management.

Accepted Answer

A)  Locus of control 
B)  Initiating structure 
C)  Competitive depositioning 
D)  A request for proposal 
E)  Setting appointments

Question 16

With multimedia sales presentations becoming more routine, written sales proposals are declining in importance.

Accepted Answer

A) True 
 B)False

Question 17

A team from Quanto Technologies is engaged in an in-person meeting with a team from RealMart Inc. to discuss the purchase of computer hardware by RealMart. In this scenario, the two teams are engaged in _____.

Accepted Answer

A)  benchmarking 
B)  a lockout 
C)  suboptimization 
D)  competitive depositioning 
E)  a sales call

Question 18

According to a salesperson at MotoCon Inc., the company's latest invention is a lightweight motor that supports mobile repair service strategy and is very portable. The ease of use allows technicians to complete more service calls per day, thus increasing impact on company profitability. In this scenario, the salesperson is highlighting the motor's _____.

Accepted Answer

A)  benefits 
B)  faults 
C)  drawbacks 
D)  brand image 
E)  expenses

Question 19

Which of the following is a limitation of the organized sales presentation format?

Accepted Answer

A)  It is more likely to offend a participation-prone buyer. 
B)  It lacks flexibility in its ability to address various sales situations. 
C)  It discourages feedback from the prospect. 
D)  It is vulnerable to diversionary delay tactics by the prospect. 
E)  It forces a purchase decision in a more expedient fashion.

Question 20

A prospect's buying motives are linked to specific benefits offered in _____ of a sales dialogue template.

Accepted Answer

A)  Section 4 
B)  Section 5 
C)  Section 7 
D)  Section 1 
E)  Section 8

Exam 6: Planning Sales Dialog and Presentations

A written sales proposal is most likely to be used as a sales communications format when a:

Which of the following is a way in which salespeople can create effective sales proposals?

Which of the following customer actions is required for the fulfillment of a sales call objective?

The sales message varies little from customer to customer in a(n) _____.

Canned presentations are unlikely to be an effective sales communications format when _____.

Salespeople demonstrate a customer orientation by:

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

Which of the following is true of the need development stage of the trust-based relationship selling presentation format?

Which of the following is a difference between emotional and rational buying motives?

To engage in effective sales dialogue, salespeople assume what buyers need without asking them.

The statement "Our product will help you increase your revenue" is an example of a good customer value proposition.

Which of the following is true of a sales dialogue template?

Similar to canned sales presentations, sales dialogues are scripted in advance.

One of the disadvantages of using customer value propositions is that they are complex and difficult to understand.

_____ is a good tool to assist a salesperson in effective time and territory management.

With multimedia sales presentations becoming more routine, written sales proposals are declining in importance.

A team from Quanto Technologies is engaged in an in-person meeting with a team from RealMart Inc. to discuss the purchase of computer hardware by RealMart. In this scenario, the two teams are engaged in _____.

Which of the following is a limitation of the organized sales presentation format?

A prospect's buying motives are linked to specific benefits offered in _____ of a sales dialogue template.