Question 1

_______________are a need-activated drive to search for and acquire a solution to resolve a need or problem.

Accepted Answer

Buying motives

Question 2

Canned sales presentations allow for heterogeneous buying motives.

Accepted Answer

A) True 
 B)False  False

Question 3

Which of the following is true about written sales proposals?

Accepted Answer

A)  They are usually associated with high-dollar-volume sales. 
B)  They are frequently used in competitive bidding situations. 
C)  They are often viewed as more credible because they are in writing. 
D)  They are often scrutinized by various people in the buying organization. 
E)  All of the above are true. 
A)  They are usually associated with high-dollar-volume sales. 
B)  They are frequently used in competitive bidding situations. 
C)  They are often viewed as more credible because they are in writing. 
D)  They are often scrutinized by various people in the buying organization. 
E)  All of the above are true. E

Question 4

The Needs and Benefits Analysis section of written sales proposals should focus on all of the benefits the seller's product can provide.

Accepted Answer

A) True 
 B)False

Question 5

Relative to cold-calling, setting an appointment demonstrates respect for the prospect's time.

Accepted Answer

A) True 
 B)False

Question 6

One of the recommendations for writing an effective value proposition is to keep it fairly ____________.

Accepted Answer

The answer of One of the recommendations for writing an...

Question 7

Features address rational buying motives and benefits address emotional buying motives.

Accepted Answer

A) True 
 B)False

Question 8

Natalie's customers are usually interested in features that help their companies appear more "high-tech" while at the same time reducing costs. With respect to the purchase decision process, these prospects are driven primarily by:

Accepted Answer

A)  Physical buying motives 
B)  Rational buying motives 
C)  Emotional buying motives 
D)  Irrational buying motives 
E)  A combination of rational and emotional 
A)  Physical buying motives 
B)  Rational buying motives 
C)  Emotional buying motives 
D)  Irrational buying motives 
E)  A combination of rational and emotional

Question 9

The first part of a written sales proposal is a/an _____________________.

Accepted Answer

The answer of The first part of a written sales...

Question 10

In a brick and sales proposal, immediately following the executive summary is a description of the customer _________________and proposed solution.

Accepted Answer

The answer of In a brick and sales proposal, immediately...

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

One of the disadvantages of using Customer Value Propositions is that they are meant to be complex and therefore, difficult to understand.

Accepted Answer

A) True 
 B)False

Question 13

Canned sales presentations assume customers' buying motives are fairly homogeneous.

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

_______________refers to comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

Accepted Answer

The answer of _______________refers to comprehensive communications that convey multiple...

Question 17

The most popular method for setting appointments is by telephone.

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Relative to cold-calling, setting an appointment has no real advantages.

Accepted Answer

A) True 
 B)False

Question 20

Andy's customers have different needs and different ways of interacting. Andy would benefit most from utilizing:

Accepted Answer

A)  A canned sales presentation format. 
B)  A written proposal format taking advantage of proposal boilerplates/templates 
C)  A memorized sales presentation 
D)  An organized sales dialogue 
E)  All of the above will produce similar results 
A)  A canned sales presentation format. 
B)  A written proposal format taking advantage of proposal boilerplates/templates 
C)  A memorized sales presentation 
D)  An organized sales dialogue 
E)  All of the above will produce similar results

_______________are a need-activated drive to search for and acquire a solution to resolve a need or problem.

Canned sales presentations allow for heterogeneous buying motives.

Which of the following is true about written sales proposals?

The Needs and Benefits Analysis section of written sales proposals should focus on all of the benefits the seller's product can provide.

Relative to cold-calling, setting an appointment demonstrates respect for the prospect's time.

One of the recommendations for writing an effective value proposition is to keep it fairly ____________.

Features address rational buying motives and benefits address emotional buying motives.

Natalie's customers are usually interested in features that help their companies appear more "high-tech" while at the same time reducing costs. With respect to the purchase decision process, these prospects are driven primarily by:

The first part of a written sales proposal is a/an _____________________.

In a brick and sales proposal, immediately following the executive summary is a description of the customer _________________and proposed solution.

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

One of the disadvantages of using Customer Value Propositions is that they are meant to be complex and therefore, difficult to understand.

Canned sales presentations assume customers' buying motives are fairly homogeneous.

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

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

_______________refers to comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

The most popular method for setting appointments is by telephone.

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

Relative to cold-calling, setting an appointment has no real advantages.

Andy's customers have different needs and different ways of interacting. Andy would benefit most from utilizing:

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 6: Planning Sales Dialogues and Presentations

_______________are a need-activated drive to search for and acquire a solution to resolve a need or problem.

Canned sales presentations allow for heterogeneous buying motives.

Which of the following is true about written sales proposals?

The Needs and Benefits Analysis section of written sales proposals should focus on all of the benefits the seller's product can provide.

Relative to cold-calling, setting an appointment demonstrates respect for the prospect's time.

One of the recommendations for writing an effective value proposition is to keep it fairly ____________.

Features address rational buying motives and benefits address emotional buying motives.

Natalie's customers are usually interested in features that help their companies appear more "high-tech" while at the same time reducing costs. With respect to the purchase decision process, these prospects are driven primarily by:

The first part of a written sales proposal is a/an _____________________.

In a brick and sales proposal, immediately following the executive summary is a description of the customer _________________and proposed solution.

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

One of the disadvantages of using Customer Value Propositions is that they are meant to be complex and therefore, difficult to understand.

Canned sales presentations assume customers' buying motives are fairly homogeneous.

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

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

_______________refers to comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

The most popular method for setting appointments is by telephone.

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

Relative to cold-calling, setting an appointment has no real advantages.

Andy's customers have different needs and different ways of interacting. Andy would benefit most from utilizing:

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters