MAR 4400 - EXAM 2 (Chapter 6)
Which of the following is the best example of a product feature that would appeal to a buyer's rational buying motive?
"Always Right watches come with a three-year warranty."
A good example of a statement that would improve a salesperson's chances of getting an appointment is:
"Our product will increase your profit margins by 12 percent in a year."
Customer value propositions are created to overcome price objections.
False
Most buyers are willing to overlook poor spelling and grammatical mistakes in a written proposal as long as the product is beneficial and affordable.
False
One of the disadvantages of using customer value propositions is that they are complex and difficult to understand.
False
Sales calls and sales dialogues are the same thing.
False
The only objective that should be included in any sales dialogue planning is to get an order.
False
The only objective that should be included in any sales dialogue planning is to get an order.
False
The statement "Our product will help you increase your revenue" is an example of a good customer value proposition.
False
When conducting an organized sales dialogue, a salesperson should do most of the talking.
False
With multimedia sales presentations becoming more routine, written sales proposals are declining in importance.
False
Which of the following is a characteristic of good customer value propositions?
Good customer value propositions are as specific as possible on tangible outcomes.
Jim is a newly appointed salesperson for SpickandSpan vacuum cleaners. It is his first day on the job, and he is meeting his first prospective buyer. Which of the following would be the best way for Jim to start the sales dialogue?
Jim should introduce himself and his company.
Which of the following is essential for a sales proposal to be considered effective?
The proposal should have a logical flow that a customer can easily follow.
Which of the following is a characteristic of written sales proposals?
They are frequently used in competitive bidding situations.
Customer value propositions should be specific with respect to tangible outcomes.
True
When scheduling an appointment with a prospect, it is a good idea to specify the amount of time needed for the meeting.
True
Which of the following states the importance of evaluating sales proposals before submitting them to buyers?
Well-written sales proposals describe all of the seller's fees, prices, and expenses the buyer will incur.
Andy is a salesperson. His customers are geographically distributed and speak different languages. They have different needs and different ways of interacting with him, such as through phone calls, e-mails, and on social media. Andy would benefit the most from utilizing:
an organized sales dialogue to reach them.
Harry is a salesperson for Luxa, a car company. During sales dialogues with potential customers, Harry usually talks about Luxa being a premium car company that is extremely popular among the wealthiest people in the world. Harry does this to:
appeal to his customers' emotional buying motives.
In the context of building trust through the use of sales dialogue templates, a salesperson can build trust through his or her _____.
behavior
Nessa is a salesperson who has customers that speak different languages and come from different cultures. She finds it difficult to get her customers to trust her because of their ethnic and cultural differences. The best way for Nessa to facilitate trust-building with her customers is:
by making use of a flexible sales dialogue template to guide the sales dialogue.
The sales message varies little from customer to customer in a(n) _____.
canned sales presentation
Because buyers make _____ in their decision processes, salespeople should be prepared for it.
competitive comparisons
Before, during, and after a sale, a selling strategy must focus on:
how the customer defines value.
Before, during, and after a sale, a selling strategy must focus on:
how the customer defines value.
In a sales dialogue template, the _____ section lists all key people involved in the buying process, and provides their names, job titles, departments, and roles in the purchase decision.
prospect information
Natalie's customers are small business owners who are just starting out and are usually interested in products that help their companies save money. According to the purchase decision process, these prospects are driven primarily by:
rational buying motives.
A good customer value proposition should:
reflect on product or service dimensions that add value.
Once a salesperson has an appointment with a prospect and all the objectives have been established, the salesperson should:
send the sales agenda to the customer.
Once a salesperson has an appointment with a prospect and all the objectives have been established, the salesperson should:
send the sales agenda to the customer.
A(n) _____ is needed to ensure that a buyer-seller relationship moves in a positive direction.
statement of follow-up action
During an organized sales dialogue (presentation), a salesperson's ability to propose and develop a customized solution is heavily dependent upon:
the salesperson's ability to uniquely address a buyer's problems and needs.
Written sales proposals are better than their verbal counterparts because:
they provide a permanent record of claims and intentions.
In the context of planning sales dialogues and presentations, which of the following statements is true?
It is essential to understand the competitive situation while planning sales dialogues and presentations.
Jim is a newly appointed salesperson for SpickandSpan vacuum cleaners. It is his first day on the job, and he is meeting his first prospective buyer. Which of the following would be the best way for Jim to start the sales dialogue?
Jim should introduce himself and his company.
Which of the following is the difference between emotional and rational buying motives?
The rational buying motives of a prospect are easy to discover, while emotional buying movies are not.
