Question 1

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

Accepted Answer

Salespeople often customize their presentations to address the specific needs and concerns of their customers. This allows them to better connect with the customer and ultimately increase their chances of making a sale.

Question 2

Organized presentations are more flexible than canned presentations.

Accepted Answer

Organized presentations, while still having a structure and plan, allow for more adaptability and customization based on audience feedback and engagement during the presentation. Canned presentations are pre-planned and typically do not allow for much deviation from the script.

Question 3

A written sales proposal should not include an implementation timetable because it assumes the buyer will make a purchase (which irritates most buyers).

Accepted Answer

A written sales proposal should include an implementation timetable as it shows the buyer that the seller is prepared and accountable for delivering on their promises. It also helps the buyer understand what to expect if they do decide to make a purchase. However, the timetable should be presented in a way that is flexible and allows for negotiation and customization based on the buyer's needs and timeline.

Question 4

A scripted presentation is a form of written sales proposal

Accepted Answer

The answer of A scripted presentation is a form of...

Question 5

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.

Accepted Answer

The answer of Written sales proposals are often difficult and...

Question 6

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

Accepted Answer

Canned sales presentations are pre-written and rehearsed presentations that assume all customers have similar buying motives. This approach ignores individual differences among customers and may lead to missed sales opportunities.

Question 7

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

Accepted Answer

The answer of The Executive Summary is the portion of...

Question 8

A written sales proposal should include an implementation timetable.

Accepted Answer

Including an implementation timetable in a written sales proposal is important as it helps to establish a clear timeline for delivering the proposed solution to the client. This can help build credibility and trust with the client and ensure that both parties are on the same page regarding the expected timeline for project completion.

Question 9

An organized presentation is a form of canned sales presentation.

Accepted Answer

The answer of An organized presentation is a form of...

Question 10

A written sales proposal should be somewhat vague so that the buyer must meet with the salesperson in order to learn the details of the proposal (thus giving the salesperson another opportunity to meet with the buyer).

Accepted Answer

A written sales proposal should not be vague but should clearly and thoroughly explain the details of the proposed product or service. Being intentionally vague can lead to distrust from the buyer and potentially harm the salesperson's credibility. A clear and informative proposal can demonstrate the value and benefits of the product or service and increase the likelihood of a successful sale.

Question 11

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

Accepted Answer

The salesperson should not do most of the talking. Instead, they should focus on listening to the customer and asking questions to understand their needs and preferences. The customer should be doing most of the talking in a successful sales dialogue.

Question 12

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

Accepted Answer

During a canned sales presentation, the salesperson follows a pre-planned script and talks most of the time without giving the customer much chance to speak.

Question 13

Canned sales presentations are appropriate for relational selling.

Accepted Answer

Canned sales presentations are typically scripted and impersonal, which is not suitable for relational selling. Relational selling involves building a connection with the customer and tailoring the sales pitch to meet their specific needs and interests. Therefore, canned sales presentations are not usually effective in this approach.

Question 14

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

Accepted Answer

While multimedia technology can enhance and support a sales pitch, a well-written sales proposal is still a crucial component of the sales process. It allows the salesperson to convey their message clearly and concisely, and provides the potential client with a concrete understanding of the product or service being offered.

Question 15

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

Accepted Answer

The answer of The Needs and Benefits Analysis section of...

Question 16

Written sales proposals are usually standardized.

Accepted Answer

While certain sections of a sales proposal may be standardized, such as company background or pricing information, the proposal itself should be tailored to the specific needs and goals of each individual prospect. A personalized and targeted approach is more effective in convincing the prospect to purchase.

Question 17

Most buyers are willing to overlook poor spelling and grammatical mistakes in a written proposal as long as the product is beneficial and affordable.

Accepted Answer

While the product being beneficial and affordable is important, poor spelling and grammatical errors can impact the credibility and professionalism of the seller. It is important to take the time to ensure that written proposals are well-written and error-free.

Question 18

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

Accepted Answer

The answer of The written sales proposal allows for interaction...

Question 19

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

Accepted Answer

Including a suggested action and timetable section helps to establish clear expectations and increase the likelihood of closing the sale. This section should outline the next steps for both the buyer and seller and include specific deadlines for each action.

Question 20

If written correctly, a written sales proposal is a form of canned sales presentation.

Accepted Answer

The answer of If written correctly, a written sales proposal...

Quiz 6: Planning Sales Dialogues and Presentations