Question 1

____________________________ dialogue is another name for an organized sales presentation.

Accepted Answer

The answer of ____________________________ dialogue is another name for an...

Question 2

The last section of a written sales proposal is the _____________________.

Accepted Answer

Implementa

Question 3

When scheduling an appointment with a prospect, it's best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.

Accepted Answer

A) True 
 B)False

Question 4

Sales calls and sales dialogue mean the same thing.

Accepted Answer

A) True 
 B)False

Question 5

Tim, a buyer for a large office complex, releases an RFP. An RFP is a(n) ____.

Accepted Answer

A)  Request For Proposals 
B)  Request For Parts 
C)  Reorder Failing Parts 
D)  Request For Personnel 
E)  Radio Frequency Protocol 
A)  Request For Proposals 
B)  Request For Parts 
C)  Reorder Failing Parts 
D)  Request For Personnel 
E)  Radio Frequency Protocol

Question 6

Which of the following types of sales communications formats requires the greatest amount of buyer involvement/input?

Accepted Answer

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

Question 7

During the first few minutes of the sales call, salespeople should:

Accepted Answer

A)  be friendly and positive 
B)  be flexible 
C)  have an agenda 
D)  show sensitivity to the customer's needs and opinions 
E)  Do all of the above 
A)  be friendly and positive 
B)  be flexible 
C)  have an agenda 
D)  show sensitivity to the customer's needs and opinions 
E)  Do all of the above

Question 8

________________ sales presentations that includes scripted sales calls, memorized presentations, and automated presentations.

Accepted Answer

Canned Sal

Question 9

The Executive Summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

Accepted Answer

A) True 
 B)False

Question 10

Bill is a salesperson in a highly competitive industry. Because his prospects usually evaluate multiple offerings, Bill should make sure he:

Accepted Answer

A)  Understands the competitive positioning of his product 
B)  Is able to handle multiple forms of resistance 
C)  Covers extra features and benefits 
D)  Covers the features and benefits his competitors' products don't possess 
E)  Is prepared to lower his price 
A)  Understands the competitive positioning of his product 
B)  Is able to handle multiple forms of resistance 
C)  Covers extra features and benefits 
D)  Covers the features and benefits his competitors' products don't possess 
E)  Is prepared to lower his price

Question 11

When planning for the sales call, the salesperson should develop an agenda.

Accepted Answer

A) True 
 B)False

Question 12

Written sales proposals are often difficult and time-consuming to write. However, once written a sales proposal can be used over and over with many different types of buyers.

Accepted Answer

A) True 
 B)False

Question 13

The most popular method for setting appointments is by e-mail.

Accepted Answer

A) True 
 B)False

____________________________ dialogue is another name for an organized sales presentation.

The last section of a written sales proposal is the _____________________.

When scheduling an appointment with a prospect, it's best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.

Sales calls and sales dialogue mean the same thing.

Tim, a buyer for a large office complex, releases an RFP. An RFP is a(n) ____.

Which of the following types of sales communications formats requires the greatest amount of buyer involvement/input?

During the first few minutes of the sales call, salespeople should:

________________ sales presentations that includes scripted sales calls, memorized presentations, and automated presentations.

The Executive Summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

Bill is a salesperson in a highly competitive industry. Because his prospects usually evaluate multiple offerings, Bill should make sure he:

When planning for the sales call, the salesperson should develop an agenda.

Written sales proposals are often difficult and time-consuming to write. However, once written a sales proposal can be used over and over with many different types of buyers.

The most popular method for setting appointments is by e-mail.

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

____________________________ dialogue is another name for an organized sales presentation.

The last section of a written sales proposal is the _____________________.

When scheduling an appointment with a prospect, it's best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.

Sales calls and sales dialogue mean the same thing.

Tim, a buyer for a large office complex, releases an RFP. An RFP is a(n) ____.

Which of the following types of sales communications formats requires the greatest amount of buyer involvement/input?

During the first few minutes of the sales call, salespeople should:

________________ sales presentations that includes scripted sales calls, memorized presentations, and automated presentations.

The Executive Summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

Bill is a salesperson in a highly competitive industry. Because his prospects usually evaluate multiple offerings, Bill should make sure he:

When planning for the sales call, the salesperson should develop an agenda.

Written sales proposals are often difficult and time-consuming to write. However, once written a sales proposal can be used over and over with many different types of buyers.

The most popular method for setting appointments is by e-mail.

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