Question 1

The only objective that should be included in any sales dialogue planning is to "close the sale."

Accepted Answer

A) True 
 B)False

Question 2

What is the term for a completely self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the presentation on paper is delivered?

Accepted Answer

A)  a directed sales presentation 
B)  a written sales proposal 
C)  an organized sales dialogue 
D)  a canned sales presentation

Question 3

When evaluating written sales proposals, buyers use the concept of tangibles to judge how well the proposal enhances and supports the communication of the seller's message and invites readership by its overall appearance, content, and organization.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

What is the term for the added value or favourable outcome derived from features of the product or service the seller offers?

Accepted Answer

A)  the customer value proposition 
B)  advantages 
C)  benefits 
D)  buying motives

Question 6

When planning for a sales dialogue, the salesperson should attempt to anticipate objections the prospect may raise.

Accepted Answer

A) True 
 B)False

Question 7

With respect to the dimensions used when evaluating written sales proposals, which of the following refers to the buyer's perception that the seller has a thorough understanding of the buyer's business and his or her specific needs and wants?

Accepted Answer

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

Question 8

Natalie's customers are usually interested in features that help their companies save money. With respect to the purchase decision process, which type of buying motives are these prospects primarily driven by?

Accepted Answer

A)  physical 
B)  rational 
C)  emotional 
D)  logistical

Question 9

What is the term for a comprehensive communication that conveys multiple points designed to persuade the customer to make a purchase?

Accepted Answer

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

Question 10

When scheduling an appointment with a prospect, it is best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.

Accepted Answer

A) True 
 B)False

Question 11

When creating a customer value proposition, it is okay to set the prospect's expectations too high relative to the value you can deliver because most buyers expect salespeople to exaggerate.

Accepted Answer

A) True 
 B)False

Question 12

According to the sales dialogue template presented in the textbook, which of the following best summarizes what a salesperson should do to begin the sales dialogue?

Accepted Answer

A)  greet the prospect in a friendly manner, express appreciation for the opportunity to meet, and then engage in polite conversation to build rapport 
B)  after greeting the prospect, show professionalism by stating your sales call objective immediately 
C)  politely greet the prospect, then state the agenda that was agreed upon when the appointment was accepted 
D)  greet the prospect in a friendly manner and then show sensitivity to the buyer's needs and opinions by letting him or her begin the discussion

Question 13

Most buyers expect the salesperson to ask for commitment and appreciate the effort when it is done at the appropriate time.

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A)  salesperson does most of the talking when determining needs and presenting the solution 
B)  building the trust that is necessary between buyer and seller for the free exchange of information 
C)  the difficulty of ensuring consistency in delivering the same message to all buyers 
D)  greater demand on the salesperson's ability to react to questions and objections that are raised during the presentation

Question 15

Which statement best summarizes why it is important for a salesperson to plan how to begin the sales dialogue?

Accepted Answer

A)  Being well prepared improves the salesperson's ability to adapt to changing circumstances in the sales interaction. 
B)  Today's customers are busy and appreciate getting down to business quickly without wasting time on idle chitchat. 
C)  Being well prepared helps to prevent the buyer from taking control of the sales interaction. 
D)  Being well prepared demonstrates competence and professionalism, which contributes to making a good first impression.

Question 16

What is the term for a sales presentation that allows a salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls and features a high-level, two-way dialogue with the customer?

Accepted Answer

A)  a directed sales presentation 
B)  a written sales proposal 
C)  an organized sales presentation 
D)  a canned sales dialogue

Question 17

Sarah's customers are usually interested in features that help their companies appear more high-tech. With respect to the purchase decision process, which type of buying motives are these prospects primarily driven by?

Accepted Answer

A)  physical 
B)  rational 
C)  emotional 
D)  logistical

Question 18

Fernando is looking for a way to clearly communicate why his prospects should do business with him. What should Fernando learn how to do?

Accepted Answer

A)  develop effective visual aids 
B)  develop customer value propositions 
C)  handle buyer resistance 
D)  promote his product's features and benefits

Question 19

Salespeople should have an objective for each sales call.

Accepted Answer

A) True 
 B)False

Question 20

Customer value propositions are created to overcome price objections.

Accepted Answer

A) True 
 B)False

Exam 6: Planning Sales Dialogues and Presentations

The only objective that should be included in any sales dialogue planning is to "close the sale."

What is the term for a completely self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the presentation on paper is delivered?

When evaluating written sales proposals, buyers use the concept of tangibles to judge how well the proposal enhances and supports the communication of the seller's message and invites readership by its overall appearance, content, and organization.

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

What is the term for the added value or favourable outcome derived from features of the product or service the seller offers?

When planning for a sales dialogue, the salesperson should attempt to anticipate objections the prospect may raise.

With respect to the dimensions used when evaluating written sales proposals, which of the following refers to the buyer's perception that the seller has a thorough understanding of the buyer's business and his or her specific needs and wants?

Natalie's customers are usually interested in features that help their companies save money. With respect to the purchase decision process, which type of buying motives are these prospects primarily driven by?

What is the term for a comprehensive communication that conveys multiple points designed to persuade the customer to make a purchase?

When scheduling an appointment with a prospect, it is best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.

When creating a customer value proposition, it is okay to set the prospect's expectations too high relative to the value you can deliver because most buyers expect salespeople to exaggerate.

According to the sales dialogue template presented in the textbook, which of the following best summarizes what a salesperson should do to begin the sales dialogue?

Most buyers expect the salesperson to ask for commitment and appreciate the effort when it is done at the appropriate time.

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

Which statement best summarizes why it is important for a salesperson to plan how to begin the sales dialogue?

What is the term for a sales presentation that allows a salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls and features a high-level, two-way dialogue with the customer?

Sarah's customers are usually interested in features that help their companies appear more high-tech. With respect to the purchase decision process, which type of buying motives are these prospects primarily driven by?

Fernando is looking for a way to clearly communicate why his prospects should do business with him. What should Fernando learn how to do?

Salespeople should have an objective for each sales call.

Customer value propositions are created to overcome price objections.