Professional Selling: Chapter 6

When planning an effective sales presentation, a salesperson must:

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

The sales message varies little from customer to customer in a(n) _____.

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

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) _____.

Which of the following is a characteristic of written sales proposals?

Written sales proposals are better than their verbal counterparts because:

An executive summary should:

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

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

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

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:

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:

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

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.

Which of the following is a characteristic of good customer value propositions?

A good customer value proposition should:

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

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:

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:

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

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

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

Because buyers make _____ in their decision processes, salespeople should be prepared for it.

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

Jim is a newly appointed salesperson for Spick and Span 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?

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:

A(n) _____ is needed to ensure that a buyer-seller relationship moves in a positive direction.

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

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

A(n) _________ refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships

_________ 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.

_________ are referred to as complete self-contained sales presentations on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered.

The last section of a written sales proposal is _________.

A(n) _________ is a sales presentation that allows a salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls.

________ allow flexibility to adapt to buyer feedback.A

A sales dialogue template always starts with _________.

The last section of the sales dialogue template is building value through _________.The last section of the sales dialogue template is building value through _________.

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

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