Question 1

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

Accepted Answer

A)   The ABC method suggests that a good salesperson should always be closing for something.
B)   Most buyers expect a salesperson to ask for commitment and appreciate the effort if it is made at the appropriate time in the sales dialogue.
C)   Asking for prospect commitment is always a challenge and should be undertaken only after all of the sections of the template have been successfully completed.
D)   A salesperson demonstrates empathy by letting the customer propose commitment.E) A) and B)
F) None of the above

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

A)   customer value proposition
B)   sales call objective
C)   linking buying motives, benefits, support information, and other reinforcement methods
D)   current suppliers and other key competitorsE) None of the above
F) A) and B)

Question 4

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

Accepted Answer

A)   customer value proposition
B)   sales call objective
C)   buying motive
D)   purchase criteriaE) All of the above
F) A) and D)

Question 5

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

Accepted Answer

A)   list all the features and benefits of his or her product
B)   identify the major competitive advantages of his or her product
C)   write a script to guide the sales encounter
D)   remember to focus on customer needs and how the customer defines valueE) A) and B)
F) B) and D)

Question 6

Canned sales presentations are appropriate for relational selling.

Accepted Answer

A) True 
 B)False

Question 7

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?

Accepted Answer

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) B) and C)
F) C) and D)

Question 8

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?

Accepted Answer

A)   prospect information
B)   customer value proposition
C)   sales call objective
D)   linking buying motives, benefits, support information, and other reinforcement methodsE) A) and D)
F) All of the above

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A)   a canned sales presentation format
B)   a written proposal format taking advantage of proposal templates
C)   a memorized sales presentation
D)   an organized sales dialogueE) A) and B)
F) B) and C)

Question 11

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.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

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?

Accepted Answer

A)   Making an appointment communicates recognition that the seller's time is important.
B)   Making an appointment is in everyone's interests in terms of time and territory management.
C)   Making an appointment is no guarantee of gaining the prospect's undivided attention.
D)   Making an appointment is a requirement of proper business etiquette.E) All of the above
F) C) and D) D

Question 16

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

Accepted Answer

A)   flexibility and adaptability to the specific needs of the customer
B)   consistency in the message, completeness, and being logically structured
C)   easy to deliver by experienced salespeople and understandable
D)   the triple e: being engaging, efficient, and effectiveE) A) and B)
F) None of the above

Question 17

Sales calls and sales dialogue mean essentially the same thing.

Accepted Answer

A) True 
 B)False  False

Question 18

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?

Accepted Answer

A)   reliability
B)   assurance
C)   tangibles
D)   empathyE) B) and C)
F) A) and D)

Question 19

Which of the following characterizes an organized sales dialogue?

Accepted Answer

A)   a high level of customer involvement
B)   a written sales proposal if needed
C)   a plan of attack based on improvisation
D)   a canned sales presentationE) A) and B)
F) A) and C) A

Question 20

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

Accepted Answer

A) True 
 B)False

Exam 6: Planning Sales Dialogues and Presentations

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Canned sales presentations are appropriate for relational selling.

Correct AnswerverifiedShow Answer

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?

Correct AnswerverifiedShow Answer

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?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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?

Correct AnswerverifiedD

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

Correct AnswerverifiedShow Answer

Sales calls and sales dialogue mean essentially the same thing.

Correct AnswerverifiedFalse

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?

Correct AnswerverifiedShow Answer

Which of the following characterizes an organized sales dialogue?

Correct AnswerverifiedA

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

Correct AnswerverifiedShow Answer

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D

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False

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A

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