Deck 6: Planning Sales Dialogues and Presentations

Question 1

It is essential for salespeople to focus on the customer when planning the sales call because:

A) Doing so reduces the probability of the buyer perceiving the salesperson as noncustomer-oriented and/or overly aggressive
B) Doing so will guarantee the sale being made
C) Doing so will allow the salesperson to talk most of the time during the need-discovery meeting.
D) It is the only way to ensure the canned sales presentation will work properly
E) Both a and d

Answer 1

E

Question 2

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) ____.

A) Executive summary
B) Pricing and sales agreement
C) Company description
D) Suggested action and timetable
E) Both b and d are important

Answer 2

E

Question 3

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

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.

Answer 3

B

Question 4

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

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 5

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

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

Question 6

In an organized sales dialogue (presentation,) the salesperson's ability to develop a customized solution is heavily dependent upon:

A) The salesperson's ability to listen during needs discovery.
B) The salesperson's ability to speak convincingly.
C) The buyer's ability to articulate his/her needs.
D) The salesperson's ability to use visual aids
E) Both a and d

Question 7

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

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

Question 8

Which of the following is true about written sales proposals?

A) They are usually associated with high-dollar-volume sales.
B) They are frequently used in competitive bidding situations.
C) They are often viewed as more credible because they are in writing.
D) They are often scrutinized by various people in the buying organization.
E) All of the above are true.

Question 9

Which of the following types of sales communications formats is most likely to be associated with telemarketing?

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

Question 10

Which of the following is untrue about written sales proposals?

A) They are usually associated with high-dollar-volume sales.
B) They work well for canned sales presentations because they tell the salesperson exactly what to say.
C) They are often viewed as more credible because they are in writing.
D) They are often scrutinized by various people in the buying organization.
E) They are frequently used in competitive bidding situations.

Question 11

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

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

Question 12

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

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

Question 13

Ethan is a purchasing manager for an industrial chemical company. Kim is a salesperson for a raw materials provider is contacting Ethan in an effort to initiate a relationship. Kim is adopting a _______________________ format, which is probably the worst sales presentation format for this situation.

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

Question 14

Tim, a buyer for a large office complex, releases an RFP. An RFP is a(n) ____.

A) Request For Proposals
B) Request For Parts
C) Reorder Failing Parts
D) Request For Personnel
E) Radio Frequency Protocol

Question 15

Ethan is a purchasing manager for an industrial chemical company. Kim is a salesperson for a raw materials provider is contacting Ethan in an effort to initiate a relationship. Kim is adopting a _______________________ format, which is probably the best format for this situation.

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

Question 16

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

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

Question 17

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

A) Sales calls and sales dialogue are the same thing.
B) Many sales dialogues occur during a sales call.
C) Sales dialogue refers to business conversations which could include one or more sales calls.
D) Sales dialogue occurs prior to a sales call.
E) None of the above are accurate.

Question 18

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

A) Reliability
B) Assurance
C) Resistance
D) Empathy
E) Tangibles

Question 19

When planning sales presentations, the salesperson must:

A) List all the features and benefits his/her product provides
B) Identify the major competitive advantages of his/her product
C) Write a script to guide the sales encounter
D) Remember that most prospects have the same needs and expectations.
E) Remember to focus on customer needs and how the customer defines value

Question 20

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) Needs and Benefits Analysis
B) Company Description
C) Executive Summary
D) Cover page
E) Introduction

Question 21

Bill is a salesperson in a highly competitive industry. Because his prospects usually evaluate multiple offerings, Bill should make sure he:

A) Understands the competitive positioning of his product
B) Is able to handle multiple forms of resistance
C) Covers extra features and benefits
D) Covers the features and benefits his competitors' products don't possess
E) Is prepared to lower his price

Question 22

Sally is looking for a way to clearly communicate why her prospects should do business with her. Sally should learn how to:

A) Negotiate effectively
B) Develop customer value propositions
C) Handle buyer resistance
D) Promote her product's features and benefits
E) Develop effective visual aids

Question 23

When uncovering needs for an organized dialogue (presentation,) approximately how much time should the salesperson speak?

A) About 80% of the time
B) About 50% of the time
C) About 30% of time
D) About 100% of the time
E) About 0% of the time

Question 24

Which of the following is not a type of buying motive?

A) Rational
B) Emotional
C) Physical
D) Combination of rational an emotional

Question 25

Which the following best describes the relative participation of the buyer and seller in an organized sales dialogue (presentation)?

A) The salesperson does most of the talking throughout the entire call
B) The buyer does most of the talking when the salesperson is uncovering needs
C) The buyer does most of the talking throughout the entire call
D) The salesperson does most of the talking when presenting the solution
E) Both b and d are correct

Question 26

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

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

Question 27

Which of the following is not a type of buying motive?

A) Rational
B) Emotional
C) Physical
D) Combination of rational and emotional
E) All of the above are types of buying motives

Question 28

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

A) Customer value proposition
B) Sales call objective
C) Beginning the sales dialogue
D) Current Suppliers
E) Each of the above are sections in the sales presentation checklist

Question 29

The _________________ is a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.

A) Features and benefits schedule
B) Written sales presentation
C) Buyer profile
D) Sales dialogue template
E) Sales Call Flexible Planning Tool (SCFP)

Question 30

Andy's customers have different needs and different ways of interacting. Andy would benefit most from utilizing:

A) A canned sales presentation format.
B) A written proposal format taking advantage of proposal boilerplates/templates
C) A memorized sales presentation
D) An organized sales dialogue
E) All of the above will produce similar results

Question 31

Sales dialogue planning templates are primarily useful for ____ presentations.

A) Written
B) Organized
C) Canned
D) Directed
E) A, B, and C are correct

Question 32

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

A) Tell them what they want to hear
B) Be as specific as possible
C) Keep the statement simple
D) Include key benefits likely to be most important to the particular prospect
E) All of the above are appropriate recommendations

Question 33

When going on a job interview, which of the following should you remember?

A) You will only get one chance to make a first impression
B) You will be evaluated solely by your experience and not your appearance
C) Poor grammar is becoming more acceptable today
D) It's fairly easy to recover if you make a poor first impression
E) All of the above

Question 34

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

A) Customer value proposition
B) Sales call objective
C) Beginning the sales dialogue
D) Current Suppliers
E) Resolving complaints

Question 35

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:

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

Question 36

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

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

Question 37

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

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.

Question 38

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

A) It will help salespeople to make sure they identify and address all influential members of the buying team.
B) It allows salespeople to track objections across customers.
C) It helps salespeople ensure that they address all of the buyer's objections.
D) It provides feedback to salespeople regarding the types of customers with which they are doing business.
E) All the above are correct

Question 39

Which of the following types of sales presentations depends heavily upon the salesperson's ability to uncover the buyer's needs?

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

Question 40

Natalie's customers are usually interested in features that help their companies save money. With respect to the purchase decision process, these prospects are driven primarily by:

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

Question 41

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to function on a wireless network is one of its ________________.

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

Question 42

With respect to the purchase decision process, prospects are most interested in:

A) Features that produce benefits addressing their buying motives
B) All features and benefits of a particular product
C) Only the features and benefits they are familiar with
D) Only the features and benefits others have talked about
E) All of the above

Question 43

Bob is a salesperson for CDE Inc. and has just started a sales call with a prospect. The prospect wants to discuss something different than what Bob had on his agenda. Bob should:

A) Be flexible and alter his agenda
B) Immediately change the topic of the conversation back to what is on his agenda
C) Ask to speak with someone else
D) Remind the customer of his agenda and ask permission to "get back on task"
E) End the sales call early

Question 44

A sales call is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.

Question 45

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 ________________.

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

Question 46

Chris wants to improve the chances of getting appointments with prospects. All of the following will help Chris when making appointments except:

A) Give the prospect a reason to grant the meeting
B) Request a specific amount of time
C) Suggest a specific time
D) Take the prospect to lunch or dinner
E) All of the above are helpful

Question 47

Sales presentations are comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

Question 48

How can salespeople improve their chances of getting an appointment?

A) Request a specific amount of the prospect's time
B) Give the prospect a reason to grant the appointment
C) Suggest a specific time and date convenient to the prospect
D) None of the above are correct
E) A, B, and C are correct

Question 49

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

Question 50

When engaged in sales presentation planning, a salesperson should first determine how the benefits of his/her product will benefit the prospect, and then set a specific objective.

Question 51

Chris wants to improve the chances of getting appointments with prospects. Which of the following will help Chris when making appointments?

A) Give the prospect a reason to grant the meeting
B) Request a specific amount of time
C) Suggest a specific time
D) Suggest a specific date
E) All of the above are helpful

Question 52

The last section of the Sales Dialogue Planning Template is:

A) Earn Prospect Commitment
B) Build Value through Follow-Up Action
C) Handle Resistance
D) Assess Sales Call Performance
E) None of the above

Question 53

Sales calls and sales dialogue mean the same thing.

Question 54

What should salespeople do once they've made an appointment with a prospect?

A) Send a fax, e-mail, or letter that outlines the agenda for the meeting and reminds the buyer of the appointment
B) Call the buyer and thank them for granting the appointment
C) Review the corresponding precall information to ensure the prospect is qualified
D) Make sure they're available to meet with the prospect at the agreed upon date
E) All of the above

Question 55

Sales dialogue refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.

Question 56

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

A) Communicate recognition that the prospect's time is important
B) Improved time and territory management
C) Gaining the prospect's undivided attention
D) Demonstrates a respect for proper business etiquette
E) All of the above

Question 57

Canned sales presentations allow for heterogeneous buying motives.

Question 58

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

A) Be friendly
B) Stick to the agenda
C) Be positive
D) Show sensitivity to the customer's needs and opinions
E) They should do all of the above

Question 59

During the first few minutes of the sales call, salespeople should:

A) Be friendly and positive
B) Be flexible
C) Have an agenda
D) Show sensitivity to the customer's needs and opinions
E) Do all of the above

Question 60

As a general rule, when should the salesperson begin focusing on the price of the product?

A) Never
B) Once the prospect's needs have been defined and the salesperson has shown how those needs can be addressed with the product or service
C) Once the prospect's needs have been defined but just prior to the salesperson introducing solutions.
D) At the beginning of the sales dialogue to ensure the buyer can afford the product (and avoiding wasting time if the buyer can't afford the product)
E) After asking the buyer to make a purchase (and then only if the buyer asks for the price)

Question 61

A scripted presentation is a form of written sales proposal

Question 62

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

Question 63

Organized presentations are more flexible than canned presentations.

Question 64

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

Question 65

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).

Question 66

The Needs and Benefits Analysis section of written sales proposals should focus on all of the benefits the seller's product can provide.

Question 67

Canned sales presentations are appropriate for relational selling.

Question 68

An effective written sales proposal should include a suggested action and timetable section.

Question 69

Written sales proposals are often difficult and time-consuming to write. However, once written a sales proposal can be used over and over with many different types of buyers.

Question 70

If written correctly, a written sales proposal is a form of canned sales presentation.

Question 71

Most buyers are willing to overlook poor spelling and grammatical mistakes in a written proposal as long as the product is beneficial and affordable.

Question 72

An organized presentation is a form of canned sales presentation.

Question 73

A memorized presentation is a form of canned sales presentation.

Question 74

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

Question 75

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

Question 76

A written sales proposal should include an implementation timetable.

Question 77

A written sales proposal should not include an implementation timetable because it assumes the buyer will make a purchase (which irritates most buyers).

Question 78

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

Question 79

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

Question 80

Written sales proposals are usually standardized.