Exam 6: Planning Sales Dialog and Presentations

During the need-fulfillment stage of the trust-based relationship selling presentation format, _____.

Which of the following is a reason that salespeople must invest a significant amount of time in planning sales calls on prospective and existing customers?

Many salespeople find that canned presentations are relatively ineffective to introduce their company, to demonstrate the product, or for some other limited purpose.

Organized sales presentations should be tested for effectiveness, ideally with real customers, before they are implemented with the entire salesforce.

It is essential that salespeople do not overpromise to buyers on written sales proposals but still maintain a positive and supportive tone because written sales proposals:

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

During organized sales dialogues (presentations), salespeople are able to propose and develop customized solutions once they:

Which of the following is true of a salesperson's agenda that he or she shares with a buyer at the beginning of a sales call?

The Lords' University uses automated presentations during education fairs to help prospective students get an idea about the different subjects offered and the facilities available on campus. In the context of sales communication, it can be said that the university most likely uses _____.

Which of the following is a way to protect proprietary information required in a written sales proposal?

Natalie's customers are small business owners who have launched their operations recently. They are usually interested in purchasing products that help their companies save money. According to the purchase decision process, these prospects are driven primarily by:

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.

When planning an effective sales presentation, salespeople must:

Which of the following is true of Section 8 of a sales dialogue template?

Most initial sales calls on new prospects require a(n) _____ that indicates that the seller thinks the prospect's time is important.

In the context of sales dialogue, which of the following activities is a part of the ADAPT process used by salespeople before making sales presentations?

Before, during, and after a sale, a selling strategy must focus on:

When conducting an organized sales dialogue, a salesperson should do most of the talking.

A good customer value proposition should:

In giving a reason why an appointment should be granted, a well-informed salesperson can appeal to the prospect's primary buying motive as related to one of the benefits of the salesperson's offering.