Question 1

Which of the following types of sales communications formats make the assumption that customer needs and buying motives are homogeneous?

Accepted Answer

A)  Canned sales presentation 
B)  Directed sales presentation 
C)  Written sales presentation 
D)  Organized sales presentation 
E)  Motivational sales presentation 
A)  Canned sales presentation 
B)  Directed sales presentation 
C)  Written sales presentation 
D)  Organized sales presentation 
E)  Motivational sales presentation A

Question 2

Organized presentations are more flexible than canned presentations.

Accepted Answer

A) True 
 B)False  True

Question 3

Which of the following is the best example of a customer value proposition?

Accepted Answer

A)  Our product will help your employees be more productive. 
B)  Our product will help your employees increase productivity by 10%. 
C)  Utilizing the data analysis automation feature of our product will improve your employees' productivity by 10% within six months. 
D)  I propose that if you become our customer, our product will provide you added-value. 
E)  All of the above are good examples of customer value propositions. 
A)  Our product will help your employees be more productive. 
B)  Our product will help your employees increase productivity by 10%. 
C)  Utilizing the data analysis automation feature of our product will improve your employees' productivity by 10% within six months. 
D)  I propose that if you become our customer, our product will provide you added-value. 
E)  All of the above are good examples of customer value propositions. C

Question 4

The Executive Summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

Accepted Answer

A) True 
 B)False

Question 5

The written sales proposal allows for interaction between the buyer and seller.

Accepted Answer

A) True 
 B)False

Question 6

A written sales proposal should be somewhat vague so that the buyer must meet with the salesperson in order to learn the details of the proposal (thus giving the salesperson another opportunity to meet with the buyer).

Accepted Answer

A) True 
 B)False

Question 7

Features provide benefits, and benefits address buying motives.

Accepted Answer

A) True 
 B)False

Question 8

Canned sales presentations are appropriate for relational selling.

Accepted Answer

A) True 
 B)False

Question 9

Natalie's customers are usually interested in features that help their companies appear more "high-tech" while at the same time reducing costs. With respect to the purchase decision process, these prospects are driven primarily by:

Accepted Answer

A)  Physical buying motives 
B)  Rational buying motives 
C)  Emotional buying motives 
D)  Irrational buying motives 
E)  A combination of rational and emotional 
A)  Physical buying motives 
B)  Rational buying motives 
C)  Emotional buying motives 
D)  Irrational buying motives 
E)  A combination of rational and emotional

Question 10

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

Accepted Answer

A)  It may alienate buyers who want to participate in the interaction. 
B)  Sales resistance may be increased because the prospect's objections cannot be anticipated. 
C)  It may be awkward to use with a broad product line. 
D)  It does not handle interruptions well. 
E)  It fails to capitalize on the salesperson's ability to tailor the message to the prospect. 
A)  It may alienate buyers who want to participate in the interaction. 
B)  Sales resistance may be increased because the prospect's objections cannot be anticipated. 
C)  It may be awkward to use with a broad product line. 
D)  It does not handle interruptions well. 
E)  It fails to capitalize on the salesperson's ability to tailor the message to the prospect.

Question 11

Which of the following is a major advantage of effective written sales proposals?

Accepted Answer

A)  They are able to continue selling in the absence of the salesperson. 
B)  They do not bind the 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)  All the above are major advantages. 
A)  They are able to continue selling in the absence of the salesperson. 
B)  They do not bind the 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)  All the above are major advantages.

Question 12

Salespeople must have an objective for each sales call.

Accepted Answer

A) True 
 B)False

Question 13

When scheduling an appointment with a prospect, it's best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.

Accepted Answer

A) True 
 B)False

Question 14

Canned sales presentations allow for heterogeneous buying motives.

Accepted Answer

A) True 
 B)False

Question 15

____________________________ dialogue is another name for an organized sales presentation.

Accepted Answer

The answer of ____________________________ dialogue is another name for an...

Question 16

Which of the following types of sales communications formats is most flexible?

Accepted Answer

A)  Directed sales presentation 
B)  Written sales presentation 
C)  Organized sales dialogues 
D)  Canned sales presentation 
E)  Motivational sales presentation 
A)  Directed sales presentation 
B)  Written sales presentation 
C)  Organized sales dialogues 
D)  Canned sales presentation 
E)  Motivational sales presentation

Question 17

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to allow users to save time by sending work directly to the copier over the wireless network is one of its ________________.

Accepted Answer

A)  Features 
B)  Benefits 
C)  Rational buying motives 
D)  Emotional buying motives 
E)  Both a and c are correct 
A)  Features 
B)  Benefits 
C)  Rational buying motives 
D)  Emotional buying motives 
E)  Both a and c are correct

Question 18

Which of the following is not one of the common types of sales communications formats?

Accepted Answer

A)  Canned sales presentation 
B)  Directed sales presentation 
C)  Written sales presentation 
D)  Organized sales presentation 
E)  Memorized sales presentation 
A)  Canned sales presentation 
B)  Directed sales presentation 
C)  Written sales presentation 
D)  Organized sales presentation 
E)  Memorized sales presentation

Question 19

It is important to focus on the buyer when planning the sales call.

Accepted Answer

A) True 
 B)False

Question 20

When attempting to schedule an appointment with a prospect, the salesperson should avoid suggesting a date and time.

Accepted Answer

A) True 
 B)False

Which of the following types of sales communications formats make the assumption that customer needs and buying motives are homogeneous?

Organized presentations are more flexible than canned presentations.

Which of the following is the best example of a customer value proposition?

The Executive Summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

The written sales proposal allows for interaction between the buyer and seller.

A written sales proposal should be somewhat vague so that the buyer must meet with the salesperson in order to learn the details of the proposal (thus giving the salesperson another opportunity to meet with the buyer).

Features provide benefits, and benefits address buying motives.

Canned sales presentations are appropriate for relational selling.

Natalie's customers are usually interested in features that help their companies appear more "high-tech" while at the same time reducing costs. With respect to the purchase decision process, these prospects are driven primarily by:

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

Which of the following is a major advantage of effective written sales proposals?

Salespeople must have an objective for each sales call.

When scheduling an appointment with a prospect, it's best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.

Canned sales presentations allow for heterogeneous buying motives.

____________________________ dialogue is another name for an organized sales presentation.

Which of the following types of sales communications formats is most flexible?

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to allow users to save time by sending work directly to the copier over the wireless network is one of its ________________.

Which of the following is not one of the common types of sales communications formats?

It is important to focus on the buyer when planning the sales call.

When attempting to schedule an appointment with a prospect, the salesperson should avoid suggesting a date and time.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales

Filters

Exam 6: Planning Sales Dialogues and Presentations

Which of the following types of sales communications formats make the assumption that customer needs and buying motives are homogeneous?

Organized presentations are more flexible than canned presentations.

Which of the following is the best example of a customer value proposition?

The Executive Summary is the portion of the written sales proposal that is written only for the buying organization's upper management (executives).

The written sales proposal allows for interaction between the buyer and seller.

A written sales proposal should be somewhat vague so that the buyer must meet with the salesperson in order to learn the details of the proposal (thus giving the salesperson another opportunity to meet with the buyer).

Features provide benefits, and benefits address buying motives.

Canned sales presentations are appropriate for relational selling.

Natalie's customers are usually interested in features that help their companies appear more "high-tech" while at the same time reducing costs. With respect to the purchase decision process, these prospects are driven primarily by:

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

Which of the following is a major advantage of effective written sales proposals?

Salespeople must have an objective for each sales call.

When scheduling an appointment with a prospect, it's best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.

Canned sales presentations allow for heterogeneous buying motives.

____________________________ dialogue is another name for an organized sales presentation.

Which of the following types of sales communications formats is most flexible?

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to allow users to save time by sending work directly to the copier over the wireless network is one of its ________________.

Which of the following is not one of the common types of sales communications formats?

It is important to focus on the buyer when planning the sales call.

When attempting to schedule an appointment with a prospect, the salesperson should avoid suggesting a date and time.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales

Filters