Question 1

One of the recommendations for writing an effective value proposition is to keep it fairly ____________.

Accepted Answer

The answer of One of the recommendations for writing an...

Question 2

The added value or favorable outcome derived from features of the product or service the seller offers are called ____________.

Accepted Answer

The answer of The added value or favorable outcome derived...

Question 3

The last section of the sales dialogue template is Build Value Through _______________ Action.

Accepted Answer

The answer of The last section of the sales dialogue...

Question 4

With respect to evaluating sales proposals, ________________reflects the salesperson's ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer's needs and wants.

Accepted Answer

The answer of With respect to evaluating sales proposals, ________________reflects...

Question 5

_____________buying motives include motives such as security, status, and need to be liked.

Accepted Answer

The answer of _____________buying motives include motives such as security,...

Question 6

With respect to evaluating sales proposals, ________________confirms the salesperson's thorough understanding of the buyer's business and his or her specific needs and wants

Accepted Answer

The answer of With respect to evaluating sales proposals, ________________confirms...

Question 7

The last section of a written sales proposal is the _____________________.

Accepted Answer

The answer of The last section of a written sales...

Question 8

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

Accepted Answer

The answer of ____________ refer to a quality are characteristic...

Question 9

_____________buying motives are typically related to the economics of the situation, including costs, profitability, quality, services offered, and the total value of the sellers offering as perceived by the customer.

Accepted Answer

The answer of _____________buying motives are typically related to the...

Question 10

_______________are a need-activated drive to search for and acquire a solution to resolve a need or problem.

Accepted Answer

The answer of _______________are a need-activated drive to search for...

Question 11

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

Accepted Answer

The answer of The sales dialogue ______________ is a flexible...

Question 12

The ______________________________is a statement of how the sales offering will add value to the prospect's business by meeting a need of providing an opportunity.

Accepted Answer

The answer of The ______________________________is a statement of how the...

Question 13

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

Accepted Answer