Question 1

Which of the following best describes the relationship between sales calls and sales dialogues?

Accepted Answer

A)   A sales call is essentially the same thing as a sales dialogue.
B)   Many sales dialogues occur during a sales call.
C)   Sales dialogue refers to business conversations that could include one or more sales calls.
D)   Sales dialogue occurs prior to a sales call.

Question 2

Canned sales presentations allow for heterogeneous buying motives and flexible delivery.

Accepted Answer

A) True 
 B)False

Question 3

When writing a sales proposal, providing a technical dump of data is an effective way to communicate.

Accepted Answer

A) True 
 B)False

Question 4

Which the following best summarizes the benefit of using an organized sales dialogue?

Accepted Answer

A)   salesperson does most of the talking when determining needs and presenting the solution
B)   greater flexibility to adapt to buyer feedback and changing circumstances during the presentation
C)   improved consistency in delivering the same message to all buyers
D)   greater control over the outcome of the sales interaction

Question 5

In the introduction to Chapter 6, Kevin Davis reinforces the concept of the salesperson as a student. What must a salesperson understand in order to be considered a value-added salesperson?

Accepted Answer

A)   customer needs and buying environments
B)   production capacity within their facility and technology used
C)   customer buying behaviour and budget
D)   installation and training capacity of their company

Question 6

Most buyers today evaluate written sales proposals on the basis of content and are relatively forgiving when it comes to format such as language usage, grammar, and spelling.

Accepted Answer

A) True 
 B)False

Question 7

While some portions of written sales proposals are standardized, such as product descriptions, a salesperson should strive to personalize each written proposal to the unique needs and wants of prospective customers.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

Which type of sales communications format makes the assumption that customer needs and buying motives are homogeneous?

Accepted Answer

A)   a canned sales presentation
B)   a directed sales presentation
C)   a written sales proposal
D)   an organized sales dialogue

Question 10

Which type of sales communication format requires the greatest amount of buyer involvement and input?

Accepted Answer

A)   a directed sales presentation
B)   an organized sales dialogue
C)   a written sales presentation
D)   a canned sales presentation

Question 11

In the introduction to Chapter 6, Tom Reilly, a leading sales trainer, consultant, and writer, suggests that 95 percent of salespeople routinely plan what?

Accepted Answer

A)   their prospect follow up
B)   their customer service follow up
C)   their sales calls
D)   their sales territory

Question 12

One of the disadvantages of using customer value propositions is that they can be quite complex and therefore difficult to understand.

Accepted Answer

A) True 
 B)False

Question 13

With respect to sales communications formats, what is an RFP?

Accepted Answer

A)   request for proposal
B)   routine for presentation
C)   reorder format protocol
D)   request for pricing

Question 14

Ideally, a sales presentation should focus on value and take place only after the salesperson has completed one of the following. What should be completed before the sales presentation?

Accepted Answer

A)   the PRIZM process
B)   a competitive scan
C)   the ADAPT process
D)   qualify the sales prospect

Question 15

Which statement best summarizes the limitations of the canned sales presentation?

Accepted Answer

A)   It fails to capitalize on the salesperson's ability to tailor the message to the prospect.
B)   Sales resistance may be increased because the prospect's objections cannot be anticipated.
C)   It may be awkward to use with a narrow product line.
D)   New, untrained salespeople find it difficult to use.

Question 16

Sales technology is assisting precall planning far beyond checking out the prospects Web site.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Which type of sales communication format is most likely to be associated with telemarketing?

Accepted Answer

A)   a directed sales presentation
B)   a written sales proposal
C)   an organized sales dialogue
D)   a canned sales presentation

Question 19

What flexible planning tool assists the salesperson in assembling pertinent information to be covered with the prospect?

Accepted Answer

A)   a sales dialogue template
B)   an organized presentation outline
C)   a canned presentation script
D)   a written proposal checklist

Question 20

With respect to the dimensions used when evaluating written sales proposals, which of the following refers to the seller's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants?

Accepted Answer

A)   reliability
B)   assurance
C)   tangibles
D)   empathy

Exam 6: Planning Sales Dialogues and Presentations

Ideally, a sales presentation should focus on value and take place only after the salesperson has completed one of the following. What should be completed before the sales presentation?

Correct AnswerverifiedShow Answer

Most buyers today evaluate written sales proposals on the basis of content and are relatively forgiving when it comes to format such as language usage, grammar, and spelling.

Correct AnswerverifiedShow Answer

In the introduction to Chapter 6, Kevin Davis reinforces the concept of the salesperson as a student. What must a salesperson understand in order to be considered a value-added salesperson?

Correct AnswerverifiedShow Answer

Which of the following best describes the relationship between sales calls and sales dialogues?

Correct AnswerverifiedShow Answer

Which statement best summarizes the limitations of the canned sales presentation?

Correct AnswerverifiedShow Answer

One of the disadvantages of using customer value propositions is that they can be quite complex and therefore difficult to understand.

Correct AnswerverifiedShow Answer

Canned sales presentations allow for heterogeneous buying motives and flexible delivery.

Correct AnswerverifiedShow Answer

What flexible planning tool assists the salesperson in assembling pertinent information to be covered with the prospect?

Correct AnswerverifiedShow Answer

Sales technology is assisting precall planning far beyond checking out the prospects Web site.

Correct AnswerverifiedShow Answer

In the introduction to Chapter 6, Tom Reilly, a leading sales trainer, consultant, and writer, suggests that 95 percent of salespeople routinely plan what?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which type of sales communications format makes the assumption that customer needs and buying motives are homogeneous?

Correct AnswerverifiedShow Answer

When writing a sales proposal, providing a technical dump of data is an effective way to communicate.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

With respect to sales communications formats, what is an RFP?

Correct AnswerverifiedShow Answer

Which type of sales communication format is most likely to be associated with telemarketing?

Correct AnswerverifiedShow Answer

With respect to the dimensions used when evaluating written sales proposals, which of the following refers to the seller's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants?

Correct AnswerverifiedShow Answer

While some portions of written sales proposals are standardized, such as product descriptions, a salesperson should strive to personalize each written proposal to the unique needs and wants of prospective customers.

Correct AnswerverifiedShow Answer

Which type of sales communication format requires the greatest amount of buyer involvement and input?

Correct AnswerverifiedShow Answer

Which the following best summarizes the benefit of using an organized sales dialogue?

Correct AnswerverifiedShow Answer

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