Question 1

Which of the following is a characteristic of good customer value propositions?​

Accepted Answer

A) ​Good customer value propositions tell a customer what he or she wants to hear. 
B) Good customer value propositions make promises and guarantees to ensure that a customer places an order. 
C) ​Good customer value propositions use vague statements that make it easier for a salesperson to make the sale. 
D) ​Good customer value propositions are as specific as possible on tangible outcomes. 
E) ​Good customer value propositions only reflect on the product or service dimensions that a customer will pay for. 
A) ​Good customer value propositions tell a customer what he or she wants to hear. 
B) Good customer value propositions make promises and guarantees to ensure that a customer places an order. 
C) ​Good customer value propositions use vague statements that make it easier for a salesperson to make the sale. 
D) ​Good customer value propositions are as specific as possible on tangible outcomes. 
E) ​Good customer value propositions only reflect on the product or service dimensions that a customer will pay for. D

Question 2

A(n)_________ refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate,develop,and enhance customer relationships.

Accepted Answer

sales dialogue

Question 3

Customer value propositions should be specific with respect to tangible outcomes.

Accepted Answer

A) True 
 B)False  True

Question 4

_________ allow flexibility to adapt to buyer feedback.

Accepted Answer

Organized

Question 5

The last section of a written sales proposal is _________.

Accepted Answer

implementa

Question 6

The last section of the sales dialogue template is building value through _________.The last section of the sales dialogue template is building value through _________.

Accepted Answer

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

Question 7

A(n)_________ 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.

Accepted Answer

organized

Question 8

The statement "Our product will help you increase your revenue" is an example of a good customer value proposition.

Accepted Answer

A) True 
 B)False

Question 9

_________ are referred to as complete self-contained sales presentations on paper,often accompanied by other verbal sales presentations before or after the proposal is delivered.

Accepted Answer

Written sa

Question 10

Because buyers make _____ in their decision processes,salespeople should be prepared for it.​

Accepted Answer

A) ​competitive comparisons 
B) rash judgements 
C) ​first impressions 
D) ​price negotiations 
E) ​value propositions 
A) ​competitive comparisons 
B) rash judgements 
C) ​first impressions 
D) ​price negotiations 
E) ​value propositions

Question 11

Which of the following is the best example of a product feature that would appeal to a buyer's emotional buying motive?​

Accepted Answer

A) ​"EcoCarry bags are made with eco-friendly materials." 
B) "TrendColor shirts are the lowest priced shirts in the market." 
C) ​"LightOS operating system should double your productivity." 
D) ​"PlusBatteries last two days longer than other batteries." 
E) ​"ActiveDay energy drinks keep you awake all day." 
A) ​"EcoCarry bags are made with eco-friendly materials." 
B) "TrendColor shirts are the lowest priced shirts in the market." 
C) ​"LightOS operating system should double your productivity." 
D) ​"PlusBatteries last two days longer than other batteries." 
E) ​"ActiveDay energy drinks keep you awake all day."

Question 12

The only objective that should be included in any sales dialogue planning is to get an order.​

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is a characteristic of written sales proposals?​

Accepted Answer

A) ​They do not vary from buyer to buyer and should be tested for effectiveness. 
B) They are frequently used in competitive bidding situations. 
C) ​They allow flexibility to adapt to buyer feedback. 
D) ​They are often preferred by inexperienced salespeople. 
E) ​They include memorized and automated presentations. 
A) ​They do not vary from buyer to buyer and should be tested for effectiveness. 
B) They are frequently used in competitive bidding situations. 
C) ​They allow flexibility to adapt to buyer feedback. 
D) ​They are often preferred by inexperienced salespeople. 
E) ​They include memorized and automated presentations.

Question 14

One of the disadvantages of using customer value propositions is that they are complex and difficult to understand.​

Accepted Answer

A) True 
 B)False

Question 15

Sales calls and sales dialogues are the same thing.

Accepted Answer

A) True 
 B)False

Question 16

The sales message varies little from customer to customer in a(n)_____.​

Accepted Answer

A) ​directed sales presentation 
B) written sales presentation 
C) ​organized sales presentation 
D) ​canned sales presentation 
E) ​impromptu sales presentation 
A) ​directed sales presentation 
B) written sales presentation 
C) ​organized sales presentation 
D) ​canned sales presentation 
E) ​impromptu sales presentation

Question 17

A(n)_____ is needed to ensure that a buyer-seller relationship moves in a positive direction.​

Accepted Answer

A) ​statement of follow-up action 
B) customer value proposition 
C) ​sales call objective 
D) ​understanding of the competitive situation 
E) ​pricing and sales agreement 
A) ​statement of follow-up action 
B) customer value proposition 
C) ​sales call objective 
D) ​understanding of the competitive situation 
E) ​pricing and sales agreement

Question 18

Harry is a salesperson for Luxa,a car company.During sales dialogues with potential customers,Harry usually talks about Luxa being a premium car company that is extremely popular among the wealthiest people in the world.Harry does this to:​

Accepted Answer

A) ​appeal to his customers' emotional buying motives. 
B) appeal to his customers' rational buying motives. 
C) ​state the benefits of buying a Luxa car. 
D) ​get another appointment from his customers. 
E) ​state his sales agenda to the customers. 
A) ​appeal to his customers' emotional buying motives. 
B) appeal to his customers' rational buying motives. 
C) ​state the benefits of buying a Luxa car. 
D) ​get another appointment from his customers. 
E) ​state his sales agenda to the customers.

Question 19

Written sales proposals are better than their verbal counterparts because:​

Accepted Answer

A) ​they provide a permanent record of claims and intentions. 
B) they do not bind a 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) ​they do not have to vary from customer to customer. 
A) ​they provide a permanent record of claims and intentions. 
B) they do not bind a 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) ​they do not have to vary from customer to customer.

Question 20

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

Accepted Answer

A) True 
 B)False

Which of the following is a characteristic of good customer value propositions?

A(n)_________ refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate,develop,and enhance customer relationships.

Customer value propositions should be specific with respect to tangible outcomes.

_________ allow flexibility to adapt to buyer feedback.

The last section of a written sales proposal is _________.

The last section of the sales dialogue template is building value through _.The last section of the sales dialogue template is building value through _.

A(n)_________ 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.

The statement "Our product will help you increase your revenue" is an example of a good customer value proposition.

_________ are referred to as complete self-contained sales presentations on paper,often accompanied by other verbal sales presentations before or after the proposal is delivered.

Because buyers make _____ in their decision processes,salespeople should be prepared for it.

Which of the following is the best example of a product feature that would appeal to a buyer's emotional buying motive?

The only objective that should be included in any sales dialogue planning is to get an order.

Which of the following is a characteristic of written sales proposals?

One of the disadvantages of using customer value propositions is that they are complex and difficult to understand.

Sales calls and sales dialogues are the same thing.

The sales message varies little from customer to customer in a(n)_____.

A(n)_____ is needed to ensure that a buyer-seller relationship moves in a positive direction.

Harry is a salesperson for Luxa,a car company.During sales dialogues with potential customers,Harry usually talks about Luxa being a premium car company that is extremely popular among the wealthiest people in the world.Harry does this to:

Written sales proposals are better than their verbal counterparts because:

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

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 6: Planning Sales Dialogues and Presentations

Which of the following is a characteristic of good customer value propositions?​

A(n)_________ refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate,develop,and enhance customer relationships.

Customer value propositions should be specific with respect to tangible outcomes.

_________ allow flexibility to adapt to buyer feedback.

The last section of a written sales proposal is _________.

The last section of the sales dialogue template is building value through _________.The last section of the sales dialogue template is building value through _________.

A(n)_________ 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.

The statement "Our product will help you increase your revenue" is an example of a good customer value proposition.

_________ are referred to as complete self-contained sales presentations on paper,often accompanied by other verbal sales presentations before or after the proposal is delivered.

Because buyers make _____ in their decision processes,salespeople should be prepared for it.​

Which of the following is the best example of a product feature that would appeal to a buyer's emotional buying motive?​

The only objective that should be included in any sales dialogue planning is to get an order.​

Which of the following is a characteristic of written sales proposals?​

One of the disadvantages of using customer value propositions is that they are complex and difficult to understand.​

Sales calls and sales dialogues are the same thing.

The sales message varies little from customer to customer in a(n)_____.​

A(n)_____ is needed to ensure that a buyer-seller relationship moves in a positive direction.​

Harry is a salesperson for Luxa,a car company.During sales dialogues with potential customers,Harry usually talks about Luxa being a premium car company that is extremely popular among the wealthiest people in the world.Harry does this to:​

Written sales proposals are better than their verbal counterparts because:​

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

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Which of the following is a characteristic of good customer value propositions?

The last section of the sales dialogue template is building value through _.The last section of the sales dialogue template is building value through _.

Because buyers make _____ in their decision processes,salespeople should be prepared for it.

Which of the following is the best example of a product feature that would appeal to a buyer's emotional buying motive?

The only objective that should be included in any sales dialogue planning is to get an order.

Which of the following is a characteristic of written sales proposals?

One of the disadvantages of using customer value propositions is that they are complex and difficult to understand.

The sales message varies little from customer to customer in a(n)_____.

A(n)_____ is needed to ensure that a buyer-seller relationship moves in a positive direction.

Harry is a salesperson for Luxa,a car company.During sales dialogues with potential customers,Harry usually talks about Luxa being a premium car company that is extremely popular among the wealthiest people in the world.Harry does this to:

Written sales proposals are better than their verbal counterparts because: