chapter 6 selling

Natalie's customers are usually interested in features that help their companies appear more "high-tech" while at the same time reducing costs. With respect to the purchase decision process, these prospects are driven primarily by:

A combination of rational and emotional

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

About 30% of time

Requesting an appointment (i.e., sales call) with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes?

All of the above

Chris wants to improve the chances of getting appointments with prospects. Which of the following will help Chris when making appointments?

All of the above are helpful

Which of the following is true about written sales proposals?

All of the above are true

A sales dialogue planning template may be helpful to salespeople for which of the following reasons?

All the above are correct

Andy's customers have different needs and different ways of interacting. Andy would benefit most from utilizing:

An organized sales dialogue

Bob is a salesperson for CDE Inc. and has just started a sales call with a prospect. The prospect wants to discuss something different than what Bob had on his agenda. Bob should:

Be flexible and alter his agenda

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to allow users to save time by sending work directly to the copier over the wireless network is one of its ________________.

Benefits

In an organized sales dialogue (presentation,) the salesperson's ability to develop a customized solution is heavily dependent upon:

Both a and d

It is essential for salespeople to focus on the customer when planning the sales call because:

Both a and d

Which the following best describes the relative participation of the buyer and seller in an organized sales dialogue (presentation)?

Both b and d are correct

Written sales proposals are designed to motivate the buyer to commit to the seller's proposed solution (i.e., make a purchase). To facilitate the purchase process, each written sales proposal should contain a(n) ____.

Both b and d are important

The last section of the Sales Dialogue Planning Template is:

Build Value through Follow-Up Action

A telemarketing organization would probably want its salespeople to use a

Canned sales presentation

Ethan is a purchasing manager for an industrial chemical company. Kim is a salesperson for a raw materials provider is contacting Ethan in an effort to initiate a relationship. Kim is adopting a _______________________ format, which is probably the worst sales presentation format for this situation.

Canned sales presentation

Which of the following types of sales communications formats is most likely to be associated with telemarketing?

Canned sales presentation

Which of the following types of sales communications formats make the assumption that customer needs and buying motives are homogeneous?

Canned sales presentation

Which of the following types of sales communications formats requires the least amount of buyer involvement/input?

Canned sales presentation

Sally is looking for a way to clearly communicate why her prospects should do business with her. Sally should learn how to:

Develop customer value propositions

Which of the following is not one of the common types of sales communications formats?

Directed sales presentation

During the first few minutes of the sales call, salespeople should:

Do all of the above

The sales dialogue planning template contains sections for each of the following, except ____.

Each of the above are sections in the sales presentation checklist

Natalie's customers are usually interested in features that help their companies appear more "high-tech." With respect to the purchase decision process, these prospects are driven primarily by:

Emotional buying motives

Salespeople know that buyers do not want to spend a lot of time reading sales proposals that are inappropriate for solving their particular needs. Accordingly, salespeople need to make sure they write an enticing ____.

Executive Summary

Victoria is selling a high-end commercial copy machine to medium-sized business organizations. The machine's ability to function on a wireless network is one of its ________________.

Features

With respect to the purchase decision process, prospects are most interested in:

Features that produce benefits addressing their buying motives

As a general rule, when should the salesperson begin focusing on the price of the product?

Once the prospect's needs have been defined and the salesperson has shown how those needs can be addressed with the product or service

Sales dialogue planning templates are primarily useful for ____ presentations.

Organized

Which of the following types of sales presentations depends heavily upon the salesperson's ability to uncover the buyer's needs?

Organized sales dialogue

Which of the following types of sales communications formats is most flexible?

Organized sales dialogues

Ethan is a purchasing manager for an industrial chemical company. Kim is a salesperson for a raw materials provider is contacting Ethan in an effort to initiate a relationship. Kim is adopting a _______________________ format, which is probably the best format for this situation.

Organized sales presentation

Which of the following is not a type of buying motive?

Physical

Natalie's customers are usually interested in features that help their companies save money. With respect to the purchase decision process, these prospects are driven primarily by:

Rational buying motives

When planning sales presentations, the salesperson must:

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

Tim, a buyer for a large office complex, releases an RFP. An RFP is a(n) ____.

Request For Proposals

Which of the following is not one of the dimensions typically used when evaluating sales proposals?

Resistance

The sales dialogue planning template contains sections for each of the following, except ____.

Resolving complaints

The _________________ is a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.

Sales Dialogue template

Which of the following best reflects the relationship between sales calls and sales dialogue?

Sales dialogue refers to business conversations which could include one or more sales calls.

Limitations of the canned sales presentation include all of the following except:

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

During the first few minutes of the sales call, salespeople should do all of the following except:

Stick to the agenda

Chris wants to improve the chances of getting appointments with prospects. All of the following will help Chris when making appointments except:

Take the prospect to lunch or dinner

Which of the following is not a recommendation for creating an effective customer value proposition?

Tell them what they want to hear

Which of the following is a major advantage of effective written sales proposals?

They are able to continue selling in the absence of the salesperson.

Which of the following is untrue about written sales proposals?

They work well for canned sales presentations because they tell the salesperson exactly what to say.

Bill is a salesperson in a highly competitive industry. Because his prospects usually evaluate multiple offerings, Bill should make sure he:

Understands the competitive positioning of his product

Which of the following is the best example of a customer value proposition?

Utilizing the data analysis autamation feature of our poduct will improve your employees productivity by 10% within six months

Sally is interested in creating a completely self-contained sales proposal. She should probably develop a ____.

Written sales presentation

Which of the following is not a type of buying motive?

physical