Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

Which of the following is untrue about written sales proposals?

Accepted Answer

A)  They are usually associated with high-dollar-volume sales. 
B)  They work well for canned sales presentations because they tell the salesperson exactly what to say. 
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)  They are frequently used in competitive bidding situations. 
A)  They are usually associated with high-dollar-volume sales. 
B)  They work well for canned sales presentations because they tell the salesperson exactly what to say. 
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)  They are frequently used in competitive bidding situations.

Question 3

Canned sales presentations are appropriate for relational selling.

Accepted Answer

A) True 
 B)False

Question 4

_____________buying motives include motives such as security, status, and need to be liked.

Accepted Answer

The answer of _____________buying motives include motives such as security,...

Question 5

Features and benefits are synonymous.

Accepted Answer

A) True 
 B)False

Question 6

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are inappropriate for solving their particular needs. Accordingly, salespeople need to make sure they write an enticing ____.

Accepted Answer

A)  Needs and Benefits Analysis 
B)  Company Description 
C)  Executive Summary 
D)  Cover page 
E)  Introduction 
A)  Needs and Benefits Analysis 
B)  Company Description 
C)  Executive Summary 
D)  Cover page 
E)  Introduction

Question 7

Sales dialogue planning templates are primarily useful for ____ presentations.

Accepted Answer

A)  Written 
B)  Organized 
C)  Canned 
D)  Directed 
E)  A, B, and C are correct 
A)  Written 
B)  Organized 
C)  Canned 
D)  Directed 
E)  A, B, and C are correct

Question 8

A telemarketing organization would probably want its salespeople to use a ____.

Accepted Answer

A)  Directed sales presentation 
B)  Canned sales presentation 
C)  Written sales presentation 
D)  Organized sales presentation 
E)  Motivational sales presentation 
A)  Directed sales presentation 
B)  Canned sales presentation 
C)  Written sales presentation 
D)  Organized sales presentation 
E)  Motivational sales presentation

Question 9

Salespeople must have an objective for each sales call.

Accepted Answer

A) True 
 B)False

Question 10

Sally is looking for a way to clearly communicate why her prospects should do business with her. Sally should learn how to:

Accepted Answer

A)  Negotiate effectively 
B)  Develop customer value propositions 
C)  Handle buyer resistance 
D)  Promote her product's features and benefits 
E)  Develop effective visual aids 
A)  Negotiate effectively 
B)  Develop customer value propositions 
C)  Handle buyer resistance 
D)  Promote her product's features and benefits 
E)  Develop effective visual aids

Question 11

The sales dialogue ______________ is a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.

Accepted Answer

The answer of The sales dialogue ______________ is a flexible...

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

With respect to the purchase decision process, prospect's are most interested in:

Accepted Answer

A)  Features that produce benefits addressing their buying motives 
B)  All features and benefits of a particular product 
C)  Only the features and benefits they are familiar with 
D)  Only the features and benefits others have talked about 
E)  All of the above 
A)  Features that produce benefits addressing their buying motives 
B)  All features and benefits of a particular product 
C)  Only the features and benefits they are familiar with 
D)  Only the features and benefits others have talked about 
E)  All of the above

Question 14

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

Accepted Answer

A)  Reliability 
B)  Assurance 
C)  Resistance 
D)  Empathy 
E)  Tangibles 
A)  Reliability 
B)  Assurance 
C)  Resistance 
D)  Empathy 
E)  Tangibles

Question 15

With respect to evaluating sales proposals, ________________confirms the salesperson's thorough understanding of the buyer's business and his or her specific needs and wants

Accepted Answer

The answer of With respect to evaluating sales proposals, ________________confirms...

Question 16

Written sales proposals are designed to motivate the buyer to commit to the seller's proposed solution (i.e., make a purchase). To facilitate the purchase process, each written sales proposal should contain a(n) ____.

Accepted Answer

A)  Executive summary 
B)  Pricing and sales agreement 
C)  Company description 
D)  Suggested action and timetable 
E)  Both b and d are important 
A)  Executive summary 
B)  Pricing and sales agreement 
C)  Company description 
D)  Suggested action and timetable 
E)  Both b and d are important

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Chris wants to improve the chances of getting appointments with prospects. All of the following will help Chris when making appointments except:

Accepted Answer

A)  Give the prospect a reason to grant the meeting 
B)  Request a specific amount of time 
C)  Suggest a specific time 
D)  Take the prospect to lunch or dinner 
E)  All of the above are helpful 
A)  Give the prospect a reason to grant the meeting 
B)  Request a specific amount of time 
C)  Suggest a specific time 
D)  Take the prospect to lunch or dinner 
E)  All of the above are helpful

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A) True 
 B)False

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

Which of the following is untrue about written sales proposals?

Canned sales presentations are appropriate for relational selling.

_____________buying motives include motives such as security, status, and need to be liked.

Features and benefits are synonymous.

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are inappropriate for solving their particular needs. Accordingly, salespeople need to make sure they write an enticing ____.

Sales dialogue planning templates are primarily useful for ____ presentations.

A telemarketing organization would probably want its salespeople to use a ____.

Salespeople must have an objective for each sales call.

Sally is looking for a way to clearly communicate why her prospects should do business with her. Sally should learn how to:

The sales dialogue ______________ is a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.

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

With respect to the purchase decision process, prospect's are most interested in:

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

With respect to evaluating sales proposals, ________________confirms the salesperson's thorough understanding of the buyer's business and his or her specific needs and wants

Written sales proposals are designed to motivate the buyer to commit to the seller's proposed solution (i.e., make a purchase). To facilitate the purchase process, each written sales proposal should contain a(n) ____.

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

Chris wants to improve the chances of getting appointments with prospects. All of the following will help Chris when making appointments except:

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

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

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

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

Which of the following is untrue about written sales proposals?

Canned sales presentations are appropriate for relational selling.

_____________buying motives include motives such as security, status, and need to be liked.

Features and benefits are synonymous.

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are inappropriate for solving their particular needs. Accordingly, salespeople need to make sure they write an enticing ____.

Sales dialogue planning templates are primarily useful for ____ presentations.

A telemarketing organization would probably want its salespeople to use a ____.

Salespeople must have an objective for each sales call.

Sally is looking for a way to clearly communicate why her prospects should do business with her. Sally should learn how to:

The sales dialogue ______________ is a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.

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

With respect to the purchase decision process, prospect's are most interested in:

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

With respect to evaluating sales proposals, ________________confirms the salesperson's thorough understanding of the buyer's business and his or her specific needs and wants

Written sales proposals are designed to motivate the buyer to commit to the seller's proposed solution (i.e., make a purchase). To facilitate the purchase process, each written sales proposal should contain a(n) ____.

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

Chris wants to improve the chances of getting appointments with prospects. All of the following will help Chris when making appointments except:

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

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

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