Exam 6: Planning Sales Dialogues and Presentations

According to the textbook, what did a recent survey of secretaries, administrative assistants, and other gatekeepers conclude regarding the issue of salespeople making appointments with buyers?

Which of the following characterizes an organized sales dialogue?

Sales calls and sales dialogue mean essentially the same thing.

Features, advantages, and benefits are essentially the same thing and the terms can be used interchangeably.

With respect to the dimensions used when evaluating written sales proposals, which of the following refers to building the buyer's trust and confidence in the seller's ability to deliver, implement, produce, and provide the benefits promised?

What does the sales dialogue template presented in the textbook suggest regarding earning prospect commitment?

Which section of a sales dialogue planning template states how the salesperson will add value to the prospect's business by meeting a need or providing an opportunity?

"Our product will help you increase your revenue" is an example of a good customer value proposition.

Raj is a salesperson for CDE Inc. and has just started a sales call with a prospect. The prospect wants to discuss something other than what Raj had on his agenda. What should Raj do?

The customer needsand proposed solution section of written sales proposals should focus on all of the benefits the seller's product can provide.

Antonio's various customers have very different needs and different ways of interacting. What would Antonio benefit most from using?

Which statement best summarizes the potential advantages of using a canned sales presentation?

Canned sales presentations are appropriate for relational selling.

When planning a sales presentation, which of the following is the crucial thing for a salesperson to do?

In order to complete a sales dialogue planning template, a salesperson will need to identify his or her prospect's current suppliers.

Features address rational buying motives and benefits address emotional buying motives.

What is a need-activated drive to search for and acquire a solution to resolve a need or problem?

Salespeople should propose an agenda for the sales call but be flexible enough to revise it during the sales call to accommodate the needs of the buyer.

Which section of a sales dialogue planning template describes what the salesperson would like to achieve in the sales interaction?

Canned sales presentations assume customers' buying motives are fairly homogeneous.