Final 3410 MKTG Mizzou
When conducting an organized sales dialogue, a salesperson should do most of the
talking. - correct answer false
With multimedia sales presentations becoming more routine, written sales proposals
are declining in importance. - correct answer false
Customer value propositions should be specific with respect to tangible outcomes. -
correct answer true
Customer value propositions are created to overcome price objections. - correct
answer false
Most buyers are willing to overlook poor spelling and grammatical mistakes in a
written proposal as long as the product is beneficial and affordable. - correct answer
false
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 prospect information
An executive summary should: - correct answer spell out a customer's problems, the
nature of the proposed solution, and the resulting benefits to the customer.
Which of the following is a characteristic of good customer value propositions? -
correct answer spell out a customer's problems, the nature of the proposed solution,
and the resulting benefits to the customer.
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 - correct answer appeal to his customers' emotional buying motives.
