Question 1

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:​

Accepted Answer

A)  ​by creating a script to guide the sales dialogue.
B)  by sending them a written proposal that demonstrates high standards for excellence in format.
C)  ​by using canned presentations to interact with all her customers.
D)  ​by presenting a timetable to her customers that details a schedule of key implementation events.
E)  ​by making use of a flexible sales dialogue template to guide the sales dialogue.F) C) and E)
G) A) and B)

Question 2

An executive summary should:​

Accepted Answer

A)  ​make it as easy as possible for a buyer to make a positive purchase decision.
B)  spell out a customer's problems, the nature of the proposed solution, and the resulting benefits to the customer.
C)  ​offer a succinct overview and background of a firm, but emphasize only the company's capabilities.
D)  ​emphasize the benefits resulting from the solution and not the product or service being sold.
E)  ​present a sales agreement for a buyer to sign off on and complete.F) A) and E)
G) B) and C)

Question 3

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:​

Accepted Answer

A)  ​a canned sales presentation format to reach them.
B)  a written proposal format to reach them.
C)  ​a memorized sales presentation to reach them.
D)  ​an organized sales dialogue to reach them.
E)  ​a boilerplate presentation to reach them.F) C) and D)
G) B) and D)

Question 4

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?​

Accepted Answer

A)  ​Jim should talk about the price of his product.
B)  Jim should introduce himself and his company.
C)  ​Jim should talk about the features and benefits of his product.
D)  ​Jim should talk about the strengths and weaknesses of SpickandSpan's competitors.
E)  ​Jim should demonstrate his product and help the prospect understand how the product meets his or her needs.F) A) and B)
G) B) and D)

Question 5

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.​

Accepted Answer

A)  ​executive summary
B)  customer value proposition
C)  ​prospect information
D)  ​sales call objective
E)  ​pricing and sales agreementF) A) and E)
G) C) and E)

Question 6

Drew is a salesperson who is almost always successful during the initial sales dialogue.Prospects usually respond to all of the questions that Drew asks,but he is rarely successful at closing the sale and getting a commitment from them.Drew's failure is most likely due to:​

Accepted Answer

A)  ​his fear of rejection from the prospects.
B)  not recognizing that the prospects are busy individuals.
C)  ​not seeking a commitment at the right time.
D)  ​not knowing the prospect's emotional buying motives.
E)  ​not having an appropriate sales call objective.F) A) and B)
G) A) and C)

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

Which of the following states the importance of evaluating sales proposals before submitting them to buyers?​

Accepted Answer

A)  Well-written sales proposals guarantee that the buyer will buy the salesperson's product.
B)  Well-written sales proposals ensure that the customer agrees with the seller.
C)  Well-written sales proposals can appropriately assume what is important to the buyer, without asking the buyer.
D)  Well-written sales proposals can be used instead of a sales dialogue and save the salesperson a lot of time.
E)  Well-written sales proposals describe all of the seller's fees, prices, and expenses the buyer will incur.F) A) and B)
G) A) and E)

Question 9

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:​

Accepted Answer

A)  ​abstract buying motives.
B)  rational buying motives.
C)  ​emotional buying motives.
D)  ​the benefits provided by the product.
E)  ​a combination of rational and emotional buying motives.F) A) and B)
G) B) and E)

Question 10

In context of the purchase decision process,prospects are most interested in:​

Accepted Answer

A)  ​features that produce benefits addressing their buying motives.
B)  the features and benefits that the salesperson reinforces with oral claims.
C)  ​the features and benefits they are familiar with.
D)  ​the features and benefits the salesperson has talked about.
E)  ​the brand and image of the product in the market.F) B) and C)
G) C) and D)

Question 11

Which of the following is essential for a sales proposal to be considered effective?​

Accepted Answer

A)  ​The proposal should give customers a financial justification for buying a product.
B)  The proposal should have a logical flow that a customer can easily follow.
C)  ​The proposal should be written in a flat and technical manner.
D)  ​The points in the proposal should be boilerplate that use the same wording for all customers.
E)  ​The proposal should be able to appropriately assume what is important to a buyer, without asking the buyer.F) A) and B)
G) B) and E)

Question 12

A good customer value proposition should:​

Accepted Answer

A)  ​have complicated statements with a large number of technical terms.
B)  reflect on product or service dimensions that add value.
C)  ​guarantee benefits that cannot be delivered yet.
D)  ​list all the benefits of a salesperson's offerings.
E)  ​be as specific as possible on intangible outcomes.F) B) and D)
G) C) and D)

Question 13

A(n)_________ is the added value or favorable outcome derived from features of a product or service a seller offers.​

Accepted Answer

The answer of A(n)_________ is the added value or favorable...

Question 14

Which of the following is the best example of a product feature that would appeal to a buyer's rational buying motive?​

Accepted Answer

A)  ​"AlwaysRight watches come with a three-year warranty."
B)  "SqueakyClean detergents have a very appealing scent."
C)  ​"ActiveDay coffee is the country's favorite hot drink."
D)  ​"SurroundLoud stereos are used by celebrities."
E)  ​"SparklyWhite toothpaste is the number one toothpaste in the world."F) D) and E)
G) A) and B)

Question 15

When planning an effective sales presentation,a salesperson must:​

Accepted Answer

A)  ​make sure to focus on the price of his or her product.
B)  remember to begin the presentation by asking for an order from the prospect.
C)  ​memorize a script and recite it verbatim.
D)  ​remember that most prospects have the same needs and expectations.
E)  ​focus on customer needs.F) C) and E)
G) B) and E)

Question 16

Customer value propositions are created to overcome price objections.

Accepted Answer

A) True 
 B)False

Question 17

In the context of planning sales dialogues and presentations,which of the following statements is true?​

Accepted Answer

A)  ​It is essential to uncover the emotional buying needs of a buyer before planning sales dialogues and presentations.
B)  It is essential to understand the competitive situation while planning sales dialogues and presentations.
C)  ​It is essential to plan sales dialogues and presentations before questioning a buyer using the ADAPT questioning system.
D)  ​It is essential to plan the sales dialogue and presentation in a manner that takes up most of the buyer's time.
E)  ​It is essential to plan the sales dialogue and presentation in a manner that ensures the salesperson gets to speak most of the time.F) A) and C)
G) A) and B)

Question 18

Which of the following sales communications formats requires the least amount of buyer involvement or input?​

Accepted Answer

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

Question 19

When scheduling an appointment with a prospect,it is a good idea to specify the amount of time needed for the meeting.

Accepted Answer

A) True 
 B)False

Question 20

During an organized sales dialogue (presentation) ,a salesperson's ability to propose and develop a customized solution is heavily dependent upon:​

Accepted Answer

A)  ​the salesperson's ability to listen and speak convincingly during needs discovery.
B)  the salesperson's spelling and grammar, and ability to speak convincingly.
C)  ​a buyer's ability to uniquely articulate his or her problems and needs.
D)  ​the salesperson's ability to uniquely address a buyer's problems and needs.
E)  ​the salesperson's ability to persuade a prospect or customer to make a purchase.F) A) and E)
G) A) and B)

Exam 6: Planning Sales Dialogues and Presentations

When planning an effective sales presentation,a salesperson must:​

Correct AnswerverifiedShow Answer

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.​

Correct AnswerverifiedShow Answer

A good customer value proposition should:​

Correct AnswerverifiedShow Answer

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:​

Correct AnswerverifiedShow Answer

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?​

Correct AnswerverifiedShow Answer

In context of the purchase decision process,prospects are most interested in:​

Correct AnswerverifiedShow Answer

Which of the following is essential for a sales proposal to be considered effective?​

Correct AnswerverifiedShow Answer

An executive summary should:​

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

During an organized sales dialogue (presentation) ,a salesperson's ability to propose and develop a customized solution is heavily dependent upon:​

Correct AnswerverifiedShow Answer

Which of the following sales communications formats requires the least amount of buyer involvement or input?​

Correct AnswerverifiedShow Answer

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:​

Correct AnswerverifiedShow Answer

Which of the following is the best example of a product feature that would appeal to a buyer's rational buying motive?​

Correct AnswerverifiedShow Answer

A(n)_________ is the added value or favorable outcome derived from features of a product or service a seller offers.​

Correct AnswerverifiedShow Answer

Which of the following states the importance of evaluating sales proposals before submitting them to buyers?​

Correct AnswerverifiedShow Answer

Drew is a salesperson who is almost always successful during the initial sales dialogue.Prospects usually respond to all of the questions that Drew asks,but he is rarely successful at closing the sale and getting a commitment from them.Drew's failure is most likely due to:​

Correct AnswerverifiedShow Answer

Customer value propositions are created to overcome price objections.

Correct AnswerverifiedShow Answer

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:​

Correct AnswerverifiedShow Answer

When scheduling an appointment with a prospect,it is a good idea to specify the amount of time needed for the meeting.

Correct AnswerverifiedShow Answer

In the context of planning sales dialogues and presentations,which of the following statements is true?​

Correct AnswerverifiedShow Answer

When planning an effective sales presentation,a salesperson must:

Correct Answer
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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.

Correct Answer
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A good customer value proposition should:

Correct Answer
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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:

Correct Answer
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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?

Correct Answer
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In context of the purchase decision process,prospects are most interested in:

Correct Answer
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Which of the following is essential for a sales proposal to be considered effective?

Correct Answer
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An executive summary should:

Correct Answer
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Correct Answer
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During an organized sales dialogue (presentation) ,a salesperson's ability to propose and develop a customized solution is heavily dependent upon:

Correct Answer
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Which of the following sales communications formats requires the least amount of buyer involvement or input?

Correct Answer
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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:

Correct Answer
verified

Which of the following is the best example of a product feature that would appeal to a buyer's rational buying motive?

Correct Answer
verified

A(n)_________ is the added value or favorable outcome derived from features of a product or service a seller offers.

Correct Answer
verified

Which of the following states the importance of evaluating sales proposals before submitting them to buyers?

Correct Answer
verified

Drew is a salesperson who is almost always successful during the initial sales dialogue.Prospects usually respond to all of the questions that Drew asks,but he is rarely successful at closing the sale and getting a commitment from them.Drew's failure is most likely due to:

Correct Answer
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Correct Answer
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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:

Correct Answer
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Correct Answer
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In the context of planning sales dialogues and presentations,which of the following statements is true?

Correct Answer
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