Question

Which of the following sections of a written sales proposal includes testimonials, endorsements, and case histories of customers?

	a.	Customer needs and proposed solution
	b.	Seller profile
	c.	Pricing and sales agreement
	d.	Executive summary
	e.	Implementation section

The Lords' University uses automated presentations during education fairs to help prospective students get an idea about the different subjects offered and the facilities available on campus. In the context of sales communication, it can be said that the university most likely uses _____.

	a.	written sales presentations
	b.	directed sales presentations
	c.	canned sales presentations
	d.	organized sales dialogues
	e.	adaptive sales presentations

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Answer 1

B. Seller profile is the correct answer as it would include all the relevant information of the seller which makes it easy for the customer to make decisions and hence all the mentioned points are included in seller profile. Rest of the options are wrong as in implementation section only the process is there, in customer needs the problems are defined and what is it that we are trying to achieve, in pricing section the agreement and actual cost is mentioned.

C: Correct answer is written sales presentation canned presentation as the presentation is organized in a well-planned manner and every step shows that what is it that the university has to offer.

Adaptive is incorrect as it does not follow a standard presentation method, rather it is based on students adapting capability, directed is incorrect as only a slideshow is being used here and likewise rest of the options do not conform to the concept mentioned in the question.