Module 6 Quiz--Professional Selling (Hippeli)

As discussed in our lecture, when presenting your product you should always explain the features, the _____________ , and most importantly, emphasize the _____________.

1. Benefits. 2. Emotional Connection.

When uncovering needs for an organized dialogue (presentation), approximately how much time should the salesperson speak?

About 30% of time.

Limitations of the canned sales presentation include all of the following except: A. It may be awkward to use with a broad product line. B. Sales resistance may be increased because the prospect's objections cannot be anticipated. C. It may alienate buyers who want to participate in the interaction. D. It fails to capitalize on the salesperson's ability to tailor the message to the prospect. E. It does not handle interruptions well.

B. Sales resistance may be increased because the prospect's objections cannot be anticipated.

A sales dialogue planning template may be helpful to salespeople for which of the following reasons? A. It allows salespeople to track objections across customers. B. It helps salespeople ensure that they address all of the buyer's objections. C. All answers are correct. D. It provides feedback to salespeople regarding the types of customers with which they are doing business. E. It will help salespeople to make sure they identify and address all influential members of the buying team.

C. All answers are correct.

Which of the following is true about written sales proposals? A. They are often scrutinized by various people in the buying organization. B. They are frequently used in competitive bidding situations. C. They are usually associated with high-dollar-volume sales. D. They are often viewed as more credible because they are in writing. E. All the answers are true.

E. All the answers are true.

Which of the following types of sales presentations depends heavily upon the salesperson's ability to uncover the buyer's needs? A. Memorized sales presentation B. Motivational sales presentation C. Canned sales presentation D. Directed sales presentation E. Organized sales dialogues (presentations)

E. Organized sales dialogues (presentations).

Which of the following is the best example of a customer value proposition? A. I propose that if you become our customer, our product will provide you added-value. B. Our product will help your employees be more productive. C. Our product will help your employees increase productivity by 10%. D. All answers listed are correct. E. Utilizing the data analysis automation feature of our product will improve your employees' productivity by 10% within six months.

E. Utilizing the data analysis automation feature of our product will improve your employees' productivity by 10% within six months.

When planning sales dialogues, the salesperson must:

Remember to focus on customer needs and how the customer defines value.

Sales presentation planning begins with a(n):

Specifically stated objective.