Question 1

Natalie's customers are small business owners who have launched their operations recently. They are usually interested in purchasing products that help their companies save money. According to the purchase decision process, these prospects are driven primarily by:

Accepted Answer

A)   competitive depositioning.
B)   rational buying motives.
C)   emotional buying motives.
D)   the benefits provided by the product.
E)   the acceleration principle.F) B) and E)
G) A) and B)

Question 2

Before, during, and after a sale, a selling strategy must focus on:

Accepted Answer

A)   how a customer defines value.
B)   observing and measuring customer behavior or output.
C)   ensuring that a prospect or customer makes a purchase.
D)   satisfying immediate self-interests.
E)   a seller's efficiency and productivity.F) B) and C)
G) A) and B)

Question 3

It is essential that salespeople do not overpromise to buyers on written sales proposals but still maintain a positive and supportive tone because written sales proposals:

Accepted Answer

A)   provide a permanent record of claims and intentions.
B)   do not bind a selling organization to anything in particular.
C)   are easy to write and do not take a lot time to put together.
D)   are always more effective than oral presentations.
E)   do not have to vary from customer to customer.F) A) and B)
G) C) and D)

Question 4

The Lords' University uses automated presentations during education fairs to help prospective students get an idea about the different subjects offered and the facilities available on campus. In the context of sales communication, it can be said that the university most likely uses _____.

Accepted Answer

A)   written sales presentations
B)   directed sales presentations
C)   organized sales dialogues
D)   canned sales presentations
E)   adaptive sales presentationsF) B) and D)
G) B) and C)

Question 5

Most initial sales calls on new prospects require a(n)  _____ that indicates that the seller thinks the prospect's time is important.

Accepted Answer

A)   appointment
B)   flow
C)   standard
D)   motive
E)   appreciationF) A) and D)
G) A) and C)

Question 6

Which of the following is true of Section 8 of a sales dialogue template?

Accepted Answer

A)   It is the last section of a sales dialogue template.
B)   During this section, a salesperson introduces an agenda in a sales call.
C)   It involves a salesperson asking for a customer's purchase decision.
D)   It involves a salesperson preparing for questions and objections raised by a prospect.
E)   During this section, a salesperson focuses completely on pricing issues.F) C) and D)
G) C) and E)

Question 7

Many salespeople find that canned presentations are relatively ineffective to introduce their company, to demonstrate the product, or for some other limited purpose.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is a reason that salespeople must invest a significant amount of time in planning sales calls on prospective and existing customers?

Accepted Answer

A)   All buyers are trained as purchasing agents.
B)   Salespeople work mainly with a single type of buyers.
C)   Buyers have little time to spend on doing background checks on sellers.
D)   There is a shortage of information at their fingertips.
E)   Buyers are generally well-informed and have little time to waste.F) B) and D)
G) A) and D)

Question 9

Which of the following is a characteristic of good customer value propositions?

Accepted Answer

A)   Good customer value propositions tell a customer what he or she wants to hear.
B)   Good customer value propositions make promises and guarantees to ensure that a customer places an order.
C)   Good customer value propositions use vague statements that make it easier for a salesperson to make a sale.
D)   Good customer value propositions are as specific as possible on tangible outcomes.
E)   Good customer value propositions only reflect on the product or service dimensions that a customer will pay for.F) A) and B)
G) A) and D)

Question 10

In the context of sales dialogue, which of the following activities is a part of the ADAPT process used by salespeople before making sales presentations?

Accepted Answer

A)   Assessing a customer's situation
B)   Aligning future buying behaviors for improved performance
C)   Providing purpose for future buying behaviors
D)   Developing a plan to understand customer needs
E)   Testing a seller's efficiency and productivityF) C) and E)
G) A) and D)

Question 11

A good customer value proposition should:

Accepted Answer

A)   have complicated statements with a large number of technical terms.
B)   reflect on product or service dimensions that add value.
C)   be based on a superficial customer assessment.
D)   list all the benefits of a salesperson's offerings.
E)   be as specific as possible on intangible outcomes that add value.F) D) and E)
G) C) and E)

Question 12

During organized sales dialogues (presentations) , salespeople are able to propose and develop customized solutions once they:

Accepted Answer

A)   have convinced buyers to sign a sales agreement.
B)   are sure of minimal buyer-seller interaction.
C)   have signed a nondisclosure agreement with buyers.
D)   have identified buyers' problems and needs.
E)   are successful in persuading prospects or customers to make a purchase.F) C) and D)
G) None of the above

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is true of a salesperson's agenda that he or she shares with a buyer at the beginning of a sales call?

Accepted Answer

A)   Buyers are usually satisfied with a proposed agenda and are not interested in modifying it.
B)   It may or may not have been previously agreed to by the buyer.
C)   It must be established after a salesperson has gathered more information for use in a sales dialogue.
D)   It must be formally written especially in sales situations involving one-on-one encounters with customers.
E)   It should not be flexible.F) A) and E)
G) A) and B)

Question 15

A(n)  _____ is a sales presentation that allows a salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls.

Accepted Answer

A)   Persuasive sales proposal
B)   Written sales proposal
C)   Canned sales presentation
D)   Formula sales presentation
E)   Organized sales presentationF) A) and E)
G) A) and D)

Question 16

In giving a reason why an appointment should be granted, a well-informed salesperson can appeal to the prospect's primary buying motive as related to one of the benefits of the salesperson's offering.

Accepted Answer

A) True 
 B)False

Question 17

During the need-fulfillment stage of the trust-based relationship selling presentation format, _____.

Accepted Answer

A)   a buyer should be talking 60 to 70 percent of the time
B)   a salesperson must show how his or her product and its benefits will meet the needs of a buyer
C)   a salesperson increases a buyer's awareness about potential needs that might exist
D)   a salesperson restates and clarifies a buyer's needs
E)   a buyer spends time creating a request for proposalF) None of the above
G) C) and E)

Question 18

Organized sales presentations should be tested for effectiveness, ideally with real customers, before they are implemented with the entire salesforce.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is a way to protect proprietary information required in a written sales proposal?

Accepted Answer

A)   Making it a technical data dump
B)   Including testimonials and endorsements
C)   Using a poor layout
D)   Placing a confidential notice on the cover
E)   Writing it in seller jargonF) A) and E)
G) C) and D)

Question 20

When planning an effective sales presentation, salespeople must:

Accepted Answer

A)   focus on their company's needs.
B)   remember to seek customer commitment before beginning with the presentation.
C)   list all possible benefits of their product on the slides so that they can read them out loud later.
D)   remember that most prospects have the same needs and expectations.
E)   focus on customer needs.F) A) and B)
G) A) and D)

Exam 6: Planning Sales Dialog and Presentations

In the context of sales dialogue, which of the following activities is a part of the ADAPT process used by salespeople before making sales presentations?

Correct AnswerverifiedShow Answer

Organized sales presentations should be tested for effectiveness, ideally with real customers, before they are implemented with the entire salesforce.

Correct AnswerverifiedShow Answer

Before, during, and after a sale, a selling strategy must focus on:

Correct AnswerverifiedShow Answer

During organized sales dialogues (presentations) , salespeople are able to propose and develop customized solutions once they:

Correct AnswerverifiedShow Answer

Which of the following is a characteristic of good customer value propositions?

Correct AnswerverifiedShow Answer

Natalie's customers are small business owners who have launched their operations recently. They are usually interested in purchasing products that help their companies save money. According to the purchase decision process, these prospects are driven primarily by:

Correct AnswerverifiedShow Answer

In giving a reason why an appointment should be granted, a well-informed salesperson can appeal to the prospect's primary buying motive as related to one of the benefits of the salesperson's offering.

Correct AnswerverifiedShow Answer

During the need-fulfillment stage of the trust-based relationship selling presentation format, _____.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The Lords' University uses automated presentations during education fairs to help prospective students get an idea about the different subjects offered and the facilities available on campus. In the context of sales communication, it can be said that the university most likely uses _____.

Correct AnswerverifiedShow Answer

A(n) _____ is a sales presentation that allows a salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls.

Correct AnswerverifiedShow Answer

It is essential that salespeople do not overpromise to buyers on written sales proposals but still maintain a positive and supportive tone because written sales proposals:

Correct AnswerverifiedShow Answer

Many salespeople find that canned presentations are relatively ineffective to introduce their company, to demonstrate the product, or for some other limited purpose.

Correct AnswerverifiedShow Answer

A good customer value proposition should:

Correct AnswerverifiedShow Answer

Which of the following is a reason that salespeople must invest a significant amount of time in planning sales calls on prospective and existing customers?

Correct AnswerverifiedShow Answer

Which of the following is true of a salesperson's agenda that he or she shares with a buyer at the beginning of a sales call?

Correct AnswerverifiedShow Answer

Which of the following is a way to protect proprietary information required in a written sales proposal?

Correct AnswerverifiedShow Answer

Most initial sales calls on new prospects require a(n) _____ that indicates that the seller thinks the prospect's time is important.

Correct AnswerverifiedShow Answer

When planning an effective sales presentation, salespeople must:

Correct AnswerverifiedShow Answer

Which of the following is true of Section 8 of a sales dialogue template?

Correct AnswerverifiedShow Answer

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