Question 1

_______________refers to comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

Accepted Answer

The answer of _______________refers to comprehensive communications that convey multiple...

Question 2

When attempting to schedule an appointment with a prospect, the salesperson should suggest a date and time.

Accepted Answer

The salesperson should suggest a date and time that works for both parties in order to facilitate the scheduling process and ensure a successful appointment.

Question 3

The first part of a written sales proposal is a/an _____________________.

Accepted Answer

The answer of The first part of a written sales...

Question 4

The ________________is a complete self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered.

Accepted Answer

The answer of The ________________is a complete self-contained sales presentation...

Question 5

In a written sales proposal, immediately following the executive summary is a description of the customer's _________________and proposed solution(s).

Accepted Answer

The answer of In a written sales proposal, immediately following...

Question 6

A _______is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.

Accepted Answer

The answer of A _______is an in-person meeting between a...

Question 7

When scheduling an appointment with a prospect, it's best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.

Accepted Answer

It's important for a salesperson to have an idea of how long a meeting may take so they can allocate their time and plan accordingly. It also helps to set expectations with the prospect about the length of the meeting.

Question 8

_____________________________ 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.

Accepted Answer

The answer of _____________________________ presentation is a sales presentation type...

Question 9

The most popular method for setting appointments is by telephone.

Accepted Answer

According to various studies and surveys, telephone is still considered the most popular and effective method for setting appointments. However, with advancements in technology, online scheduling and email communications are also gaining popularity.

Question 10

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

Accepted Answer

First impressions are still important, even if a salesperson will see the same prospects multiple times. Each interaction can shape the prospect's impression of the salesperson and their company, and first impressions can be difficult to change.

Question 11

____________________________ dialogue is another name for an organized sales presentation.

Accepted Answer

The answer of ____________________________ dialogue is another name for an...

Question 12

Relative to cold-calling, setting an appointment demonstrates respect for the prospect's time.

Accepted Answer

Setting an appointment shows that you value the prospect's time and are not trying to intrude on their schedule without permission. It allows them to plan ahead and make time for your call or meeting, rather than being caught off guard by a cold call.

Question 13

The most popular method for setting appointments is by e-mail.

Accepted Answer

The answer of The most popular method for setting appointments...

Question 14

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

Accepted Answer

Setting an appointment allows for a specific time and date to discuss the potential sale, making the conversation more focused and efficient. It also allows for the salesperson to adequately prepare for the meeting and potentially gather more information about the prospect beforehand. Cold-calling, on the other hand, can often lead to unproductive conversations or rejections.

Question 15

When scheduling an appointment with a prospect, it's a good idea to specify the amount of time need for the meeting.

Accepted Answer

Specifying the amount of time needed for the meeting helps the prospect set aside the appropriate amount of time for the meeting and ensures that both parties have realistic expectations for the discussion.

Question 16

________________ are sales presentations that include scripted sales calls, memorized presentations, and automated presentations.

Accepted Answer

The answer of ________________ are sales presentations that include scripted...

Question 17

Many gatekeepers view cold-calling as a violation of proper business etiquette.

Accepted Answer

Cold-calling is often seen as an invasive and disruptive sales tactic, and many gatekeepers may view it as a breach of business etiquette.

Question 18

When planning for a sales dialogue, the salesperson should attempt to anticipate objections the prospect may raise.

Accepted Answer

It is important for a salesperson to anticipate objections in order to be prepared to address them effectively during the sales dialogue. This can help build credibility and trust with the prospect and increase the chances of closing the sale.

Question 19

_______________________refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.

Accepted Answer

The answer of _______________________refers to business conversations between buyers and...

Question 20

When attempting to schedule an appointment with a prospect, the salesperson should avoid suggesting a date and time.

Accepted Answer

The salesperson should suggest a specific date and time for the appointment, but be flexible and willing to work around the prospect's schedule if necessary. Avoid being too pushy, but also don't leave it entirely up to the prospect to choose a date and time.

Quiz 6: Planning Sales Dialogues and Presentations