. In a written sales proposal, the section that concisely explains a salesperson's understanding of a customer's position, problems, and needs is the _____.

	a.	executive summary
	b.	situation analysis
	c.	implementation section
	d.	timetable section
	e.	sales agreement

It is essential that salespeople do not overpromise to buyers on written sales proposals but still maintain a positive and supportive tone because written sales proposals:

	a.	do not have to vary from customer to customer.
	b.	provide a permanent record of claims and intentions.
	c.	are easy to write and do not take a lot time to put together.
	d.	are always more effective than oral presentations.
	e.	do not bind a selling organization to anything in particular.

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

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

Encouraging buyer feedback and focusing on creating value for the buyer are both key requirements for an effective _____.

	a.	sales dialogue
	b.	verbal support
	c.	account classification
	d.	proof provider
	e.	territory analysis