Deck 6: Planning Sales Dialogues and Presentations

Question 1

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

Answer 1

C

Question 2

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.

Answer 2

C

Question 3

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.

Answer 3

B

Question 4

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 5

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 6

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 7

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 8

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 9

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 10

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 11

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 12

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 13

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 14

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 15

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 16

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 17

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 18

Which of the following types of sales communications formats requires the greatest 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 19

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 20

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.

Question 21

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 22

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 23

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 24

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 25

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 26

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 27

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 28

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 29

With respect to the purchase decision process, prospect's 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 30

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 31

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 32

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 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

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

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

Question 35

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 36

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 37

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

Question 38

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 39

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 40

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 41

Sales calls and sales dialogue mean the same thing.

Question 42

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

Question 43

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 44

Salespeople modify organized presentations based on the needs of the customers.

Question 45

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 46

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

Question 47

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

Question 48

Written sales proposals are usually standardized.

Question 49

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 50

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

Question 51

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

Question 52

Canned sales presentations are appropriate for relational selling.

Question 53

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

Question 54

Canned sales presentations allow for heterogeneous buying motives.

Question 55

Organized presentations are more flexible than canned presentations.

Question 56

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

Question 57

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 58

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 59

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 60

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 61

The most important factors driving the customer's purchase decision process are referred to as buying motives.

Question 62

Salespeople should propose and agenda for the sales call but be flexible enough to revise the agenda during the sales call.

Question 63

When making a customer value proposition, it's okay to set the prospect's expectations too high relative to the value you can deliver.

Question 64

"I am looking for ways to improve our image" is an example of an rational buying motive.

Question 65

The only objective that should be included in any sales dialogue planning is to "close the sale."

Question 66

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

Question 67

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

Question 68

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

Question 69

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

Question 70

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

Question 71

Salespeople must have an objective for each sales call.

Question 72

Because a salesperson will see the same prospects multiple times, "first impressions" aren't that important.

Question 73

Customer Value Propositions are created to overcome price objections.

Question 74

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

Question 75

Features provide benefits, and benefits address buying motives.

Question 76

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

Question 77

"I am looking for ways to improve our image" is an example of an emotional buying motive.

Question 78

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

Question 79

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

Question 80

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