Exam 6: Planning Sales Dialogues and Presentations

With respect to evaluating sales proposals, ________________reflects the salesperson's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

Which of the following is not a recommendation for creating an effective customer value proposition?

Chris wants to improve the chances of getting appointments with prospects. Which of the following will help Chris when making appointments?

In order to complete a Sales Dialogue Planning template, a salesperson will need identify his/her prospect's current suppliers.

Which of the following types of sales communications formats is most flexible?

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

When attempting to schedule an appointment with a prospect, the salesperson should avoid suggesting a date and time.

_____________buying motives are typically related to the economics of the situation, including costs, profitability, quality, services offered, and the total value of the sellers offering as perceived by the customer.

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

During the first few minutes of the sales call, salespeople should do all of the following except:

Sally is interested in creating a completely self-contained sales proposal. She should probably develop a ____.

_____________________________ presentation is 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.

A _______is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.

Salespeople should propose and agenda for the sales call but be flexible enough to revise the agenda during the sales call.

Because a salesperson will see the same prospects multiple times, "first impressions" aren't that important.

________________is a complete self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered.

Requesting an appointment (i.e., sales call) with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes?

Bob is a salesperson for CDE Inc. and has just started a sales call with a prospect. The prospect wants to discuss something different than what Bob had on his agenda. Bob should:

A sales dialogue planning template may be helpful to salespeople for which of the following reasons?

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