Topic 6: Planning Sales Dialogues and Presentations

Question 1

customer focused sales dialogue (3)

Answer 1

• initiating customer relationships
• developing customer relationships
• enhancing customer relationships

Question 2

type of sales communications (3)`

Answer 2

1. canned presentations
2. written sales proposals
3. organized sales dialogues and presentations

Question 3

written sales proposals (2)

Answer 3

• the proposal is completely self-contained sales presentation
• accompanies by sales calls before and after

Question 4

Components of a Written Proposal (5)

Answer 4

• executive summary
• customer needs & proposed solutions
• seller profile
• pricing & sales agreement
• suggested action & time table

Question 5

Evaluating Sales Proposal (5)

Answer 5

1. reliability
2. assurance
3. tangibles
4. empathy
5. responsiveness

Question 6

customer value proposition

Answer 6

: A statement of how the sales offering will add value to the prospect’s business by meeting a need or providing an opportunity

Question 7

buying motives rational

Answer 7

relates to the economics of the situation, including cost, profitability, quality, services offered, and the total value of the seller’s offering as perceived by the customer

Question 8

buying motives emotional

Answer 8

• motives such as security, status, and need to be liked