Exam 6: Planning Sales Dialog and Presentations

When evaluating sales proposals, which of the following questions should be asked to measure the reliability of a sales proposal?

In a written sales proposal, poor spelling and grammatical mistakes imply that _____.

In a sales dialogue template, the _____ section lists all key people involved in the buying process, and provides their names, job titles, departments, and roles in the purchase decision.

Which of the following is true of the implementation section of a written sales proposal?

Drewis, a salesperson, is almost always successful during the initial sales dialogue. Prospects usually respond to all of the questions that Drew asks, but he is rarely successful at closing a sale and getting a commitment from them. To which of the following can Drew's failure most likely be attributed?

When writing preliminary customer value propositions, salespeople attempt to overcome price objections.

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

Which of the following is a good example of a statement that would improve a salesperson's chances of getting an appointment with a prospect?

A selling organization is likely to copyright a written sales proposal when _____.

Which of the following sections of a written sales proposal includes testimonials, endorsements, and case histories of customers?

A sales proposal is likely to be considered as effective when it:

Which of the following sales communications formats requires the least amount of buyer involvement or input?

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

In a written sales proposal, the section that concisely explains a salesperson's understanding of a customer's position, problems, and needs is the _____.

Sales calls and sales dialogues are the same thing.

A good rule of thumb is that an executive summary should be limited to _____ especially if the main body of the report is fewer than 50 pages in length.

A written sales proposal is likely to fail when _____.

The trust-based relationship selling presentation format is a form of a(n) _____.

_____ allow flexibility to adapt to buyer feedback.

The customer value proposition section of a sales dialogue template assumes that _____.