Question 1

During a canned sales presentation the salesperson talks most of the time.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following is a major advantage of effective written sales proposals?

Accepted Answer

A)  They are able to continue selling in the absence of the salesperson. 
B)  They do not bind the selling organization to anything in particular. 
C)  They are easy to write and do not take a lot time to put together. 
D)  They are always more effective than oral presentations. 
E)  All the above are major advantages. 
A)  They are able to continue selling in the absence of the salesperson. 
B)  They do not bind the selling organization to anything in particular. 
C)  They are easy to write and do not take a lot time to put together. 
D)  They are always more effective than oral presentations. 
E)  All the above are major advantages.

Question 3

Features provide benefits, and benefits address buying motives.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following best reflects the relationship between sales calls and sales dialogue?

Accepted Answer

A)  Sales calls and sales dialogue are the same thing. 
B)  Many sales dialogues occur during a sales call. 
C)  Sales dialogue refers to business conversations which could include one or more sales calls. 
D)  Sales dialogue occurs prior to a sales call. 
E)  None of the above are accurate. 
A)  Sales calls and sales dialogue are the same thing. 
B)  Many sales dialogues occur during a sales call. 
C)  Sales dialogue refers to business conversations which could include one or more sales calls. 
D)  Sales dialogue occurs prior to a sales call. 
E)  None of the above are accurate.

Question 5

The most important factors driving the customer's purchase decision process are referred to as buying motives.

Accepted Answer

A) True 
 B)False

Question 6

The added value or favorable outcome derived from features of the product or service the seller offers are called ____________.

Accepted Answer

The answer of The added value or favorable outcome derived...

Question 7

How can salespeople improve their chances of getting an appointment?

Accepted Answer

A)  Request a specific amount of the prospect's time 
B)  Give the prospect a reason to grant the appointment 
C)  Suggest a specific time and date convenient to the prospect 
D)  None of the above are correct 
E)  A, B, and C are correct 
A)  Request a specific amount of the prospect's time 
B)  Give the prospect a reason to grant the appointment 
C)  Suggest a specific time and date convenient to the prospect 
D)  None of the above are correct 
E)  A, B, and C are correct

Question 8

____________ refer to a quality are characteristic of a product or service that is designed to provide value to a buyer.

Accepted Answer

The answer of ____________ refer to a quality are characteristic...

Question 9

Many gatekeepers view cold-calling as a violation of proper business etiquette.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

When planning sales presentations, the salesperson must:

Accepted Answer

A)  List all the features and benefits his/her product provides 
B)  Identify the major competitive advantages of his/her product 
C)  Write a script to guide the sales encounter 
D)  Remember that most prospects have the same needs and expectations. 
E)  Remember to focus on customer needs and how the customer defines value 
A)  List all the features and benefits his/her product provides 
B)  Identify the major competitive advantages of his/her product 
C)  Write a script to guide the sales encounter 
D)  Remember that most prospects have the same needs and expectations. 
E)  Remember to focus on customer needs and how the customer defines value

Question 12

Which of the following types of sales presentations depends heavily upon the salesperson's ability to uncover the buyer's needs?

Accepted Answer

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

Question 13

Natalie's customers are usually interested in features that help their companies save money. 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 14

Which of the following is not one of the common types of sales communications formats?

Accepted Answer

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

Question 15

One of the recommendations for writing an effective value proposition is to promise and only what can be _____________________delivered.

Accepted Answer

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

Question 16

The Sales Dialogue Planning template is a tool that can help salespeople facilitate trust building.

Accepted Answer

A) True 
 B)False

Question 17

The sales dialogue planning template contains sections for each of the following, except ____.

Accepted Answer

A)  Customer value proposition 
B)  Sales call objective 
C)  Beginning the sales dialogue 
D)  Current Suppliers 
E)  Resolving complaints 
A)  Customer value proposition 
B)  Sales call objective 
C)  Beginning the sales dialogue 
D)  Current Suppliers 
E)  Resolving complaints

Question 18

Customer Value Propositions are created to overcome price objections.

Accepted Answer

A) True 
 B)False

Question 19

Which the following best describes the relative participation of the buyer and seller in an organized sales dialogue (presentation)?

Accepted Answer

A)  The salesperson does most of the talking throughout the entire call 
B)  The buyer does most of the talking when the salesperson is uncovering needs 
C)  The buyer does most of the talking throughout the entire call 
D)  The salesperson does most of the talking when presenting the solution 
E)  Both b and d are correct 
A)  The salesperson does most of the talking throughout the entire call 
B)  The buyer does most of the talking when the salesperson is uncovering needs 
C)  The buyer does most of the talking throughout the entire call 
D)  The salesperson does most of the talking when presenting the solution 
E)  Both b and d are correct

Question 20

_______________________refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.

Accepted Answer

The answer of _______________________refers to business conversations between buyers and...

During a canned sales presentation the salesperson talks most of the time.

Which of the following is a major advantage of effective written sales proposals?

Features provide benefits, and benefits address buying motives.

Which of the following best reflects the relationship between sales calls and sales dialogue?

The most important factors driving the customer's purchase decision process are referred to as buying motives.

The added value or favorable outcome derived from features of the product or service the seller offers are called ____________.

How can salespeople improve their chances of getting an appointment?

____________ refer to a quality are characteristic of a product or service that is designed to provide value to a buyer.

Many gatekeepers view cold-calling as a violation of proper business etiquette.

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

When planning sales presentations, the salesperson must:

Which of the following types of sales presentations depends heavily upon the salesperson's ability to uncover the buyer's needs?

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

Which of the following is not one of the common types of sales communications formats?

One of the recommendations for writing an effective value proposition is to promise and only what can be _____________________delivered.

The Sales Dialogue Planning template is a tool that can help salespeople facilitate trust building.

The sales dialogue planning template contains sections for each of the following, except ____.

Customer Value Propositions are created to overcome price objections.

Which the following best describes the relative participation of the buyer and seller in an organized sales dialogue (presentation)?

_______________________refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.

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

During a canned sales presentation the salesperson talks most of the time.

Which of the following is a major advantage of effective written sales proposals?

Features provide benefits, and benefits address buying motives.

Which of the following best reflects the relationship between sales calls and sales dialogue?

The most important factors driving the customer's purchase decision process are referred to as buying motives.

The added value or favorable outcome derived from features of the product or service the seller offers are called ____________.

How can salespeople improve their chances of getting an appointment?

____________ refer to a quality are characteristic of a product or service that is designed to provide value to a buyer.

Many gatekeepers view cold-calling as a violation of proper business etiquette.

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

When planning sales presentations, the salesperson must:

Which of the following types of sales presentations depends heavily upon the salesperson's ability to uncover the buyer's needs?

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

Which of the following is not one of the common types of sales communications formats?

One of the recommendations for writing an effective value proposition is to promise and only what can be _____________________delivered.

The Sales Dialogue Planning template is a tool that can help salespeople facilitate trust building.

The sales dialogue planning template contains sections for each of the following, except ____.

Customer Value Propositions are created to overcome price objections.

Which the following best describes the relative participation of the buyer and seller in an organized sales dialogue (presentation)?

_______________________refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.

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