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Exam 6: Planning Sales Dialogues and Presentations

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Question 31

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Canned sales presentations allow for heterogeneous buying motives.

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Question 32

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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

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Question 33

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Relative to cold-calling, setting an appointment has no real advantages.

Features provide benefits, and benefits address buying motives.

One of the disadvantages of using Customer Value Propositions is that they are meant to be complex and therefore, difficult to understand.

_____________________________ presentation is a sales presentation type that allows a salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls.

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

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

____________ refer to a quality are characteristic of a product or service that is designed to provide value to a buyer.

"I need to reduce our costs" is an example of an emotional buying motive.

Customer value propositions should be specific with respect to tangible outcomes.

In order to complete a Sales Dialogue Planning template, a salesperson will need identify his/her prospect's current suppliers.

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

When planning for the sales call, the salesperson should develop an agenda.

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.

One of the recommendations for writing an effective value proposition is to promise only what can be _____________________delivered.

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.

The Sales Dialogue Planning template is a tool that can help salespeople facilitate trust building.

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

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