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

canned presentations (2)

Answer 3

• include scripted sales calls, memorized, and automated presentations
• does not vary from buyer to buyer

Question 4

written sales proposals (2)

Answer 4

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

Question 5

organized sales dialogues and presentations (2)

Answer 5

• address individual customer and different selling situations
• allow flexibility to adapt to buyer feedback

Question 6

Components of a Written Proposal (5)

Answer 6

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

Question 7

Evaluating Sales Proposal (5)

Answer 7

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

Question 8

customer value proposition

Answer 8

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

Question 9

buying motives rational

Answer 9

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 10

buying motives emotional

Answer 10

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

Question 11

feature

Answer 11

a quality or characteristic of a product or service that is designed to provide value to a buyer

Question 12

benefit

Answer 12

the added value or favourable outcome derived from features of the product or service seller offers