Exam 6: Planning Sales Dialogues and Presentations

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are inappropriate for solving their particular needs. Accordingly, salespeople need to make sure they write an enticing ____.

A telemarketing organization would probably want its salespeople to use a ____.

When planning for a sales dialogue, the salesperson should attempt to anticipate objections the prospect may raise.

Sales calls and sales dialogue mean the same thing.

Which of the following is not a recommendation for creating an effective customer value proposition?

The added value or favorable outcome derived from features of the product or service the seller offers are called ____________.

Which of the following best reflects the relationship between sales calls and sales dialogue?

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

During the first few minutes of the sales call, salespeople should do all of the following except:

Requesting an appointment (i.e., sales call) with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes?

Sally is interested in creating a completely self-contained sales proposal. She should probably develop a ____.

A sales dialogue planning template may be helpful to salespeople for which of the following reasons?

The sales dialogue planning template contains sections for each of the following, except ____.

"I need to reduce our costs" is an example of a rational buying motive.

Written sales proposals are designed to motivate the buyer to commit to the seller's proposed solution (i.e., make a purchase). To facilitate the purchase process, each written sales proposal should contain a(n) ____.

Limitations of the canned sales presentation include all of the following except:

_______________are a need-activated drive to search for and acquire a solution to resolve a need or problem.

When planning for the sales call, the salesperson should develop an agenda.

As multimedia technology becomes more prevalent among salespeople, written sales proposals are becoming less important.

Which of the following types of sales communications formats requires the greatest amount of buyer involvement/input?