Question 1

An executive summary should:

Accepted Answer

A)  break down a proposal to its primary and distinct parts. 
B)  spell out a customer's problems, the nature of the proposed solution, and the resulting benefits to the customer. 
C)  offer a succinct overview and background of a firm, but emphasize only the company's capabilities. 
D)  guarantee making a sale. 
E)  present a sales agreement for a buyer to sign off on and complete. 
A)  break down a proposal to its primary and distinct parts. 
B)  spell out a customer's problems, the nature of the proposed solution, and the resulting benefits to the customer. 
C)  offer a succinct overview and background of a firm, but emphasize only the company's capabilities. 
D)  guarantee making a sale. 
E)  present a sales agreement for a buyer to sign off on and complete.

Question 2

Which of the following examples is likely to appeal to a buyer's emotional buying motive?

Accepted Answer

A)  "Opal Fashions apparels are marketed by pop stars and young actors." 
B)  "ColorIT shirts are the lowest priced shirts in the market." 
C)  "LightOS operating system should double your productivity." 
D)  "Plus batteries last two days longer than other batteries." 
E)  "Fillinenergy drinks keep you awake all day." 
A)  "Opal Fashions apparels are marketed by pop stars and young actors." 
B)  "ColorIT shirts are the lowest priced shirts in the market." 
C)  "LightOS operating system should double your productivity." 
D)  "Plus batteries last two days longer than other batteries." 
E)  "Fillinenergy drinks keep you awake all day."

Question 3

Salespeople should practice the verbal communication of the customer value proposition with people not familiar with their business to _____.

Accepted Answer

A)  portray a seller's company in a favorable light 
B)  make themselves fully aware of a prospect's needs 
C)  check if the proposition can be easily recalled 
D)  affirm the complexity of the proposition 
E)  verify if the proposition is specific on intangible outcomes 
A)  portray a seller's company in a favorable light 
B)  make themselves fully aware of a prospect's needs 
C)  check if the proposition can be easily recalled 
D)  affirm the complexity of the proposition 
E)  verify if the proposition is specific on intangible outcomes

Question 4

Which of the following is true of a sales call?

Accepted Answer

A)  It takes place when a buyer and a salesperson discuss business over a phone call. 
B)  The call takes place over a defined period of time. 
C)  The term sales conversation is used interchangeably with sales call. 
D)  It may take place in a seller's place of business or at a trade show. 
E)  It never takes place at a customer's place of business. 
A)  It takes place when a buyer and a salesperson discuss business over a phone call. 
B)  The call takes place over a defined period of time. 
C)  The term sales conversation is used interchangeably with sales call. 
D)  It may take place in a seller's place of business or at a trade show. 
E)  It never takes place at a customer's place of business.

Question 5

In an organized sales presentation, feedback from the prospect is discouraged, and therefore this format is more likely to offend a participation-prone buyer.

Accepted Answer

A) True 
 B)False

Question 6

A customer value proposition in the planning stage _____.

Accepted Answer

A)  lists all the benefits of a seller's offerings 
B)  is not a guarantee 
C)  is not a belief based on a salesperson's knowledge and best judgment 
D)  functions as a script for a sales encounter 
E)  is specific on intangible outcomes 
A)  lists all the benefits of a seller's offerings 
B)  is not a guarantee 
C)  is not a belief based on a salesperson's knowledge and best judgment 
D)  functions as a script for a sales encounter 
E)  is specific on intangible outcomes

Question 7

One reality of the organized sales presentation format is that it requires a knowledgeable salesperson who can react to questions and objections from the prospect.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A)  "Holby watches come with a three-year warranty." 
B)  "Lexom detergents have a very appealing scent." 
C)  "Joffer's coffee is the country's favorite hot drink." 
D)  "Kbeatz stereos are used by celebrities." 
E)  "Spadent toothpaste is the number one toothpaste in the world." 
A)  "Holby watches come with a three-year warranty." 
B)  "Lexom detergents have a very appealing scent." 
C)  "Joffer's coffee is the country's favorite hot drink." 
D)  "Kbeatz stereos are used by celebrities." 
E)  "Spadent toothpaste is the number one toothpaste in the world."

Question 9

A sales dialogue template always starts with _____.

Accepted Answer

A)  customer value proposition 
B)  prospect information 
C)  a sales call objective 
D)  the ADAPT questioning process 
E)  the RAP framework 
A)  customer value proposition 
B)  prospect information 
C)  a sales call objective 
D)  the ADAPT questioning process 
E)  the RAP framework

Question 10

Professionals who specialize in the creation of sales proposals believe that a proposal is likely to fail if it includes testimonials and endorsements about the selling company.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following salespeople is likely to succeed in getting an appointment from a prospect?

Accepted Answer

A)  Grover, who attempts to deliver sales presentations to prospects over phone calls 
B)  Yvette, who suggests a specific time when requesting for appointments with prospects 
C)  Victor, who drops in on prospects unannounced 
D)  Felicity, who requests for an appointment but expects the prospect to suggest the time 
E)  Sam, who requests for an appointment but attempts to appeal to a prospect's buying motives using vague statements 
A)  Grover, who attempts to deliver sales presentations to prospects over phone calls 
B)  Yvette, who suggests a specific time when requesting for appointments with prospects 
C)  Victor, who drops in on prospects unannounced 
D)  Felicity, who requests for an appointment but expects the prospect to suggest the time 
E)  Sam, who requests for an appointment but attempts to appeal to a prospect's buying motives using vague statements

Question 12

A(n) _____ is the added value or favorable outcome derived from features of a product or service a seller offers.

Accepted Answer

A)  benefit 
B)  liability 
C)  acknowledgment 
D)  onus 
E)  dossier 
A)  benefit 
B)  liability 
C)  acknowledgment 
D)  onus 
E)  dossier

Question 13

The last section of a written sales proposal is a(n) _____.

Accepted Answer

A)  implementation section with a timetable 
B)  executive summary 
C)  section on customer needs and proposed solution 
D)  pricing and sales agreement 
E)  seller profile 
A)  implementation section with a timetable 
B)  executive summary 
C)  section on customer needs and proposed solution 
D)  pricing and sales agreement 
E)  seller profile

Question 14

Luxury home builder Prestige&Co. uses automated presentations during trade shows to demonstrate its customizable homes and attract prospective buyers. In the context of sales communication, it can be said that Prestige&Co. most likely uses _____.

Accepted Answer

A)  directed sales presentations 
B)  written sales presentations 
C)  adaptive sales presentations 
D)  canned sales presentations 
E)  organized sales dialogues 
A)  directed sales presentations 
B)  written sales presentations 
C)  adaptive sales presentations 
D)  canned sales presentations 
E)  organized sales dialogues

Question 15

In the context of building trust through the use of sales dialogue templates, a salesperson can build trust through his or her _____.

Accepted Answer

A)  behavior 
B)  contextual resilience 
C)  external locus of control 
D)  obscurity 
E)  dissent 
A)  behavior 
B)  contextual resilience 
C)  external locus of control 
D)  obscurity 
E)  dissent

Question 16

Andy is a salesperson for an e-commerce firm. His firm's customers are geographically distributed and speak different languages. They have different needs and different ways of interacting with him, such as through phone calls, e-mails, and on social media. Andy would benefit the most from utilizing a(n) _____ to reach them.

Accepted Answer

A)  canned sales presentation format 
B)  layered image file format 
C)  memorized sales presentation 
D)  organized sales dialogue 
E)  automated presentation 
A)  canned sales presentation format 
B)  layered image file format 
C)  memorized sales presentation 
D)  organized sales dialogue 
E)  automated presentation

Question 17

In the needs awareness stage of the trust-based relationship selling presentation format, _____.

Accepted Answer

A)  a buyer should be talking 60 to 70 percent of the time 
B)  a salesperson must show how his or her product and its benefits will meet the needs of a buyer 
C)  a salesperson increases a buyer's awareness about potential needs that might exist 
D)  a buyer spends time creating a request for proposal 
E)  a salesperson talks 80 to 90 percent of the time 
A)  a buyer should be talking 60 to 70 percent of the time 
B)  a salesperson must show how his or her product and its benefits will meet the needs of a buyer 
C)  a salesperson increases a buyer's awareness about potential needs that might exist 
D)  a buyer spends time creating a request for proposal 
E)  a salesperson talks 80 to 90 percent of the time

Question 18

Which of the following is a characteristic of an effective sales proposal? It is completely technical.

Accepted Answer

A)  It serves an educational purpose. 
B)  It includes seller jargon. 
C)  It is completely technical. 
D)  It seldom includes testimonials and endorsements. 
E)  It refrains from quantifying the value a seller offers. 
A)  It serves an educational purpose. 
B)  It includes seller jargon. 
C)  It is completely technical. 
D)  It seldom includes testimonials and endorsements. 
E)  It refrains from quantifying the value a seller offers.

Question 19

Nessa is a salesperson who has customers that speak different languages and come from different cultures. She finds it difficult to get her customers to trust her because of their ethnic and cultural differences. The best way for Nessa to facilitate trust-building with her customers is by:

Accepted Answer

A)  creating a script to guide the sales dialogue. 
B)  sending them a written proposal that demonstrates high standards for excellence in format. 
C)  using canned presentations to interact with all her customers. 
D)  presenting a timetable to her customers that details a schedule of key implementation events. 
E)  making use of a flexible sales dialogue template to guide the sales dialogue. 
A)  creating a script to guide the sales dialogue. 
B)  sending them a written proposal that demonstrates high standards for excellence in format. 
C)  using canned presentations to interact with all her customers. 
D)  presenting a timetable to her customers that details a schedule of key implementation events. 
E)  making use of a flexible sales dialogue template to guide the sales dialogue.

Question 20

_____ are sales presentations that include scripted sales calls, memorized presentations, and automated presentations

Accepted Answer

A)  Persuasive sales proposals 
B)  Formula sales presentations 
C)  Organized sales presentations 
D)  Written sales proposals 
E)  Canned sales presentations 
A)  Persuasive sales proposals 
B)  Formula sales presentations 
C)  Organized sales presentations 
D)  Written sales proposals 
E)  Canned sales presentations

An executive summary should:

Which of the following examples is likely to appeal to a buyer's emotional buying motive?

Salespeople should practice the verbal communication of the customer value proposition with people not familiar with their business to _____.

Which of the following is true of a sales call?

In an organized sales presentation, feedback from the prospect is discouraged, and therefore this format is more likely to offend a participation-prone buyer.

A customer value proposition in the planning stage _____.

One reality of the organized sales presentation format is that it requires a knowledgeable salesperson who can react to questions and objections from the prospect.

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

A sales dialogue template always starts with _____.

Professionals who specialize in the creation of sales proposals believe that a proposal is likely to fail if it includes testimonials and endorsements about the selling company.

Which of the following salespeople is likely to succeed in getting an appointment from a prospect?

A(n) _____ is the added value or favorable outcome derived from features of a product or service a seller offers.

The last section of a written sales proposal is a(n) _____.

Luxury home builder Prestige&Co. uses automated presentations during trade shows to demonstrate its customizable homes and attract prospective buyers. In the context of sales communication, it can be said that Prestige&Co. most likely uses _____.

In the context of building trust through the use of sales dialogue templates, a salesperson can build trust through his or her _____.

In the needs awareness stage of the trust-based relationship selling presentation format, _____.

Which of the following is a characteristic of an effective sales proposal? It is completely technical.

Nessa is a salesperson who has customers that speak different languages and come from different cultures. She finds it difficult to get her customers to trust her because of their ethnic and cultural differences. The best way for Nessa to facilitate trust-building with her customers is by:

_____ are sales presentations that include scripted sales calls, memorized presentations, and automated presentations

Overview of Personal Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialog

Sales Dialog: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 6: Planning Sales Dialog and Presentations

An executive summary should:

Which of the following examples is likely to appeal to a buyer's emotional buying motive?

Salespeople should practice the verbal communication of the customer value proposition with people not familiar with their business to _____.

Which of the following is true of a sales call?

In an organized sales presentation, feedback from the prospect is discouraged, and therefore this format is more likely to offend a participation-prone buyer.

A customer value proposition in the planning stage _____.

One reality of the organized sales presentation format is that it requires a knowledgeable salesperson who can react to questions and objections from the prospect.

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

A sales dialogue template always starts with _____.

Professionals who specialize in the creation of sales proposals believe that a proposal is likely to fail if it includes testimonials and endorsements about the selling company.

Which of the following salespeople is likely to succeed in getting an appointment from a prospect?

A(n) _____ is the added value or favorable outcome derived from features of a product or service a seller offers.

The last section of a written sales proposal is a(n) _____.

Luxury home builder Prestige&Co. uses automated presentations during trade shows to demonstrate its customizable homes and attract prospective buyers. In the context of sales communication, it can be said that Prestige&Co. most likely uses _____.

In the context of building trust through the use of sales dialogue templates, a salesperson can build trust through his or her _____.

In the needs awareness stage of the trust-based relationship selling presentation format, _____.

Which of the following is a characteristic of an effective sales proposal? It is completely technical.

Nessa is a salesperson who has customers that speak different languages and come from different cultures. She finds it difficult to get her customers to trust her because of their ethnic and cultural differences. The best way for Nessa to facilitate trust-building with her customers is by:

_____ are sales presentations that include scripted sales calls, memorized presentations, and automated presentations

Overview of Personal Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialog

Sales Dialog: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters