Exam 6: Planning Sales Dialogues and Presentations

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.

Canned sales presentations are appropriate for relational selling.

Customer Value Propositions are created to overcome price objections.

A memorized presentation is a form of canned sales presentation.

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

Which of the following is untrue about written sales proposals?

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

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:

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.

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

Most buyers are willing to overlook poor spelling and grammatical mistakes in a written proposal as long as the product is beneficial and affordable.

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

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

In a written sales proposal, immediately following the executive summary is a description of the customer's _________________and proposed solution(s).

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

The first part of a written sales proposal is a/an _____________________.

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

_____________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.

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

The first A in ADAPT stands for ________________ questions.