Question 1

Which of the following is the difference between emotional and rational buying motives?​

Accepted Answer

A)  ​The rational buying motives of a prospect are easy to discover, while emotional buying movies are not.
B)  Rational buying motives remain the same for all customers, but emotional buying motives change from customer to customer.
C)  ​Customers prioritize their emotional buying motives over their rational buying motives.
D)  ​Every customer may have an emotional buying motive to buy a product, but they may or may not have a rational buying motive.
E)  ​Prospects are more likely to share their emotional buying motives with the salesperson and less likely to share their rational buying motives.F) A) and D)
G) A) and C)

Question 2

Sally is a relatively experienced salesperson.Her customers want information on all the features,benefits,legal information,and pricing data about the product Sally is selling.She should probably develop a(n) -_____.​

Accepted Answer

A)  ​directed sales presentation
B)  written sales proposal
C)  ​organized sales proposal
D)  ​canned sales presentation
E)  ​customized sales presentationF) A) and E)
G) All of the above

Question 3

A sales dialogue template always starts with _________.

Accepted Answer

prospect i...

Question 4

In the context of building trust through the use of sales dialogue templates,a salesperson can build trust through his or her _____.​

Accepted Answer

A)  ​behavior
B)  knowledge of grammar
C)  ​presentation skills
D)  ​simplicity
E)  ​agreementF) D) and E)
G) A) and E)

Question 5

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

Accepted Answer

Canned sal...

Question 6

With multimedia sales presentations becoming more routine,written sales proposals are declining in importance.

Accepted Answer

A) True 
 B)False

Question 7

A good example of a statement that would improve a salesperson's chances of getting an appointment is:​

Accepted Answer

A)  ​"Our product will increase your revenue in a year."
B)  "Our product is popular among all your competitors."
C)  ​"Our product will speed up all your production-related activities."
D)  ​"Our product is easy to use and requires minimum maintenance."
E)  ​"Our product will increase your profit margins by 12 percent in a year."F) C) and D)
G) B) and D)

Question 8

Once a salesperson has an appointment with a prospect and all the objectives have been established,the salesperson should:​

Accepted Answer

A)  ​record specific information on the prospect, such as the company name and key decision makers.
B)  introduce him or herself and familiarize the prospect with the salesperson's company.
C)  ​proceed with questions designed to assess the prospect's situation.
D)  ​send the sales agenda to the customer.
E)  ​appeal to the prospect's primary buying motive by presenting the product's benefits.F) C) and E)
G) C) and D)

Question 9

Most initial sales calls on new prospects require a(n)_________.

Accepted Answer

The answer of Most initial sales calls on new prospects...

Question 10

Before,during,and after a sale,a selling strategy must focus on:​

Accepted Answer

A)  ​how the customer defines value.
B)  persuading the prospect or customer to make a purchase.
C)  ​planning more sales calls on prospective and existing customers.
D)  ​addressing individual customers and different selling situations.
E)  ​providing an overview and background of a firm, with an emphasis on the company's capabilities.F) C) and E)
G) B) and D)

Exam 6: Planning Sales Dialogues and Presentations

With multimedia sales presentations becoming more routine,written sales proposals are declining in importance.

Correct Answer
verified

Most initial sales calls on new prospects require a(n)_________.

Correct Answer
verified

A good example of a statement that would improve a salesperson's chances of getting an appointment is:

Correct Answer
verified

A sales dialogue template always starts with _________.

Correct Answer
verified
prospect i...
View Answer

Once a salesperson has an appointment with a prospect and all the objectives have been established,the salesperson should:

Correct Answer
verified

In the context of building trust through the use of sales dialogue templates,a salesperson can build trust through his or her _____.

Correct Answer
verified

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

Correct Answer
verified
Canned sal...
View Answer

Sally is a relatively experienced salesperson.Her customers want information on all the features,benefits,legal information,and pricing data about the product Sally is selling.She should probably develop a(n) -_____.

Correct Answer
verified

Before,during,and after a sale,a selling strategy must focus on:

Correct Answer
verified

Which of the following is the difference between emotional and rational buying motives?

Correct Answer
verified

Exam 6: Planning Sales Dialogues and Presentations

With multimedia sales presentations becoming more routine,written sales proposals are declining in importance.

Correct AnswerverifiedShow Answer

Most initial sales calls on new prospects require a(n)_________.

Correct AnswerverifiedShow Answer

A good example of a statement that would improve a salesperson's chances of getting an appointment is:​

Correct AnswerverifiedShow Answer

A sales dialogue template always starts with _________.

Correct Answerverifiedprospect i...View AnswerShow Answer

Once a salesperson has an appointment with a prospect and all the objectives have been established,the salesperson should:​

Correct AnswerverifiedShow Answer

In the context of building trust through the use of sales dialogue templates,a salesperson can build trust through his or her _____.​

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedCanned sal...View AnswerShow Answer

Sally is a relatively experienced salesperson.Her customers want information on all the features,benefits,legal information,and pricing data about the product Sally is selling.She should probably develop a(n) -_____.​

Correct AnswerverifiedShow Answer

Before,during,and after a sale,a selling strategy must focus on:​

Correct AnswerverifiedShow Answer

Which of the following is the difference between emotional and rational buying motives?​

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

A good example of a statement that would improve a salesperson's chances of getting an appointment is:

Correct Answer
verified

Correct Answer
verified
prospect i...
View Answer

Once a salesperson has an appointment with a prospect and all the objectives have been established,the salesperson should:

Correct Answer
verified

In the context of building trust through the use of sales dialogue templates,a salesperson can build trust through his or her _____.

Correct Answer
verified

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

Correct Answer
verified
Canned sal...
View Answer

Sally is a relatively experienced salesperson.Her customers want information on all the features,benefits,legal information,and pricing data about the product Sally is selling.She should probably develop a(n) -_____.

Correct Answer
verified

Before,during,and after a sale,a selling strategy must focus on:

Correct Answer
verified

Which of the following is the difference between emotional and rational buying motives?

Correct Answer
verified