Question 1

Organized presentations are more flexible than canned presentations.

Accepted Answer

A) True 
 B)False

Question 2

In an organized sales dialogue (presentation,) the salesperson's ability to develop a customized solution is heavily dependent upon:

Accepted Answer

A)  the salesperson's ability to listen during needs discovery. 
B)  the salesperson's ability to speak convincingly. 
C)  the buyer's ability to articulate his/her needs. 
D)  the salesperson's ability to use visual aids 
E)  Both a and d 
A)  the salesperson's ability to listen during needs discovery. 
B)  the salesperson's ability to speak convincingly. 
C)  the buyer's ability to articulate his/her needs. 
D)  the salesperson's ability to use visual aids 
E)  Both a and d

Question 3

What should salespeople do once they've made an appointment with a prospect?

Accepted Answer

A)  Send a fax, e-mail, or letter that outlines the agenda for the meeting and reminds the buyer of the appointment 
B)  Call the buyer and thank them for granting the appointment 
C)  Review the corresponding precall information to ensure the prospect is qualified 
D)  Make sure they're available to meet with the prospect at the agreed upon date 
E)  All of the above 
A)  Send a fax, e-mail, or letter that outlines the agenda for the meeting and reminds the buyer of the appointment 
B)  Call the buyer and thank them for granting the appointment 
C)  Review the corresponding precall information to ensure the prospect is qualified 
D)  Make sure they're available to meet with the prospect at the agreed upon date 
E)  All of the above

Question 4

When scheduling an appointment with a prospect, it's a good idea to specify the amount of time need for the meeting.

Accepted Answer

A) True 
 B)False

Question 5

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)  each of the above are sections in the sales presentation checklist 
A)  Customer value proposition 
B)  Sales call objective 
C)  Beginning the sales dialogue 
D)  Current Suppliers 
E)  each of the above are sections in the sales presentation checklist

Question 6

When going on a job interview, which of the following should you remember?

Accepted Answer

A)  You will only get one chance to make a first impression 
B)  You will be evaluated solely by your experience and not your appearance 
C)  Poor grammar is becoming more acceptable today 
D)  It's fairly easy to recover if you make a poor first impression 
E)  All of the above 
A)  You will only get one chance to make a first impression 
B)  You will be evaluated solely by your experience and not your appearance 
C)  Poor grammar is becoming more acceptable today 
D)  It's fairly easy to recover if you make a poor first impression 
E)  All of the above

Question 7

When uncovering needs for an organized dialogue (presentation,) approximately how much time should the salesperson speak?

Accepted Answer

A)  About 80% of the time 
B)  About 50% of the time 
C)  About 30% of time 
D)  About 100% of the time 
E)  About 0% of the time 
A)  About 80% of the time 
B)  About 50% of the time 
C)  About 30% of time 
D)  About 100% of the time 
E)  About 0% of the time

Question 8

The ______________________________is a statement of how the sales offering will add value to the prospect's business by meeting a need of providing an opportunity.

Accepted Answer

Customer V

Question 9

The last section of the sales dialogue template is Build Value Through _______________ Action.

Accepted Answer

The answer of The last section of the sales dialogue...

Question 10

When conducting a sales dialogue, the salesperson should do most of the talking.

Accepted Answer

A) True 
 B)False

Question 11

Natalie's customers are usually interested in features that help their companies appear more "high-tech." 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 12

Which of the following is the best example of a customer value proposition?

Accepted Answer

A)  Our product will help your employees be more productive. 
B)  Our product will help your employees increase productivity by 10%. 
C)  Utilizing the data analysis automation feature of our product will improve your employees' productivity by 10% within six months. 
D)  I propose that if you become our customer, our product will provide you added-value. 
E)  All of the above are good examples of customer value propositions. 
A)  Our product will help your employees be more productive. 
B)  Our product will help your employees increase productivity by 10%. 
C)  Utilizing the data analysis automation feature of our product will improve your employees' productivity by 10% within six months. 
D)  I propose that if you become our customer, our product will provide you added-value. 
E)  All of the above are good examples of customer value propositions.

Question 13

Limitations of the canned sales presentation include all of the following except:

Accepted Answer

A)  it may alienate buyers who want to participate in the interaction. 
B)  sales resistance may be increased because the prospect's objections cannot be anticipated. 
C)  it may be awkward to use with a broad product line. 
D)  it does not handle interruptions well. 
E)  it fails to capitalize on the salesperson's ability to tailor the message to the prospect. 
A)  it may alienate buyers who want to participate in the interaction. 
B)  sales resistance may be increased because the prospect's objections cannot be anticipated. 
C)  it may be awkward to use with a broad product line. 
D)  it does not handle interruptions well. 
E)  it fails to capitalize on the salesperson's ability to tailor the message to the prospect.

Question 14

When making a customer value proposition, it's okay to set the prospect's expectations too high relative to the value you can deliver.

Accepted Answer

A) True 
 B)False

Question 15

The last section of the Sales Dialogue Planning Template is:

Accepted Answer

A)  Earn Prospect Commitment 
B)  Build Value through Follow-Up Action 
C)  Handle Resistance 
D)  Assess Sales Call Performance 
E)  None of the above 
A)  Earn Prospect Commitment 
B)  Build Value through Follow-Up Action 
C)  Handle Resistance 
D)  Assess Sales Call Performance 
E)  None of the above

Question 16

Which of the following types of sales communications formats is most likely to be associated with telemarketing?

Accepted Answer

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

Question 17

Written sales proposals are usually standardized.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is not a type of buying motive?

Accepted Answer

A)  Rational 
B)  Emotional 
C)  Physical 
D)  Combination of rational an emotional 
A)  Rational 
B)  Emotional 
C)  Physical 
D)  Combination of rational an emotional

Question 19

The written sales proposal allows for interaction between the buyer and seller.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following types of sales communications formats make the assumption that customer needs and buying motives are homogeneous?

Accepted Answer

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

Organized presentations are more flexible than canned presentations.

In an organized sales dialogue (presentation,) the salesperson's ability to develop a customized solution is heavily dependent upon:

What should salespeople do once they've made an appointment with a prospect?

When scheduling an appointment with a prospect, it's a good idea to specify the amount of time need for the meeting.

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

When going on a job interview, which of the following should you remember?

When uncovering needs for an organized dialogue (presentation,) approximately how much time should the salesperson speak?

The ______________________________is a statement of how the sales offering will add value to the prospect's business by meeting a need of providing an opportunity.

The last section of the sales dialogue template is Build Value Through _______________ Action.

When conducting a sales dialogue, the salesperson should do most of the talking.

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

Which of the following is the best example of a customer value proposition?

Limitations of the canned sales presentation include all of the following except:

When making a customer value proposition, it's okay to set the prospect's expectations too high relative to the value you can deliver.

The last section of the Sales Dialogue Planning Template is:

Which of the following types of sales communications formats is most likely to be associated with telemarketing?

Written sales proposals are usually standardized.

Which of the following is not a type of buying motive?

The written sales proposal allows for interaction between the buyer and seller.

Which of the following types of sales communications formats make the assumption that customer needs and buying motives are homogeneous?

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

Organized presentations are more flexible than canned presentations.

In an organized sales dialogue (presentation,) the salesperson's ability to develop a customized solution is heavily dependent upon:

What should salespeople do once they've made an appointment with a prospect?

When scheduling an appointment with a prospect, it's a good idea to specify the amount of time need for the meeting.

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

When going on a job interview, which of the following should you remember?

When uncovering needs for an organized dialogue (presentation,) approximately how much time should the salesperson speak?

The ______________________________is a statement of how the sales offering will add value to the prospect's business by meeting a need of providing an opportunity.

The last section of the sales dialogue template is Build Value Through _______________ Action.

When conducting a sales dialogue, the salesperson should do most of the talking.

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

Which of the following is the best example of a customer value proposition?

Limitations of the canned sales presentation include all of the following except:

When making a customer value proposition, it's okay to set the prospect's expectations too high relative to the value you can deliver.

The last section of the Sales Dialogue Planning Template is:

Which of the following types of sales communications formats is most likely to be associated with telemarketing?

Written sales proposals are usually standardized.

Which of the following is not a type of buying motive?

The written sales proposal allows for interaction between the buyer and seller.

Which of the following types of sales communications formats make the assumption that customer needs and buying motives are homogeneous?

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