Question 1

"You're saying that automobile quality and service are less important to you than price?" What kind of question is this an example of?

Accepted Answer

A) direct 
B) rephrasing 
C) redirect 
D) nondirective 
E) product-specific 
A) direct 
B) rephrasing 
C) redirect 
D) nondirective 
E) product-specific B

Question 2

Which type of presentation method is most likely to be used in a transactional sales interaction?

Accepted Answer

A) formula 
B) need-satisfaction 
C) unstructured 
D) problem-solving 
E) memorized 
A) formula 
B) need-satisfaction 
C) unstructured 
D) problem-solving 
E) memorized E

Question 3

What kind of opening question must be designed so as to provide the salesperson with the opportunity to anticipate the prospect's response?

Accepted Answer

A) customer curiosity approach 
B) customer shock approach 
C) customer centric approach 
D) customer surprise approach 
E) customer benefit approach 
A) customer curiosity approach 
B) customer shock approach 
C) customer centric approach 
D) customer surprise approach 
E) customer benefit approach E

Question 4

Dani likes to introduce the 100 percent organic fruit juice her company has just begun to manufacture by giving retail store managers a small sample bottle to take home and try.What kind of opening statement is Dani using in this statement?

Accepted Answer

A) demonstration 
B) sample product 
C) showmanship 
D) customer benefit 
E) premium 
A) demonstration 
B) sample product 
C) showmanship 
D) customer benefit 
E) premium

Question 5

To use the formula sales presentation, the salesperson needs to know something about the prospect.

Accepted Answer

A) True 
 B)False

Question 6

If you walk into your prospect's office and she says "I'm sorry, but there is no use in us talking.I'm satisfied with my current suppliers.Thanks for coming by." What kind of question would you use to potentially change this negative scenario?

Accepted Answer

A) direct 
B) nondirective 
C) rephrasing 
D) directional 
E) redirect 
A) direct 
B) nondirective 
C) rephrasing 
D) directional 
E) redirect

Question 7

"Ms.Flores (handing her the product to examine), I want to leave samples for you, your cosmetic representative, and your best customers, of Revlon's newest addition to our perfume line." What kind of opening statement best captures this interaction between the salesperson and Ms.Flores?

Accepted Answer

A) customer benefit 
B) premium 
C) introductory 
D) referral 
E) complimentary 
A) customer benefit 
B) premium 
C) introductory 
D) referral 
E) complimentary

Question 8

Ingrid is selling a local area network (LAN) to an engineering company.She is doing a sales presentation to all of the people who will be using the LAN.She has just finished giving a brief history of her company and discussing the firm's philosophy to the 25 people in the room.She has also mentioned a few large companies that her firm has worked with in the past.What is Ingrid attempting to do by providing the company's history and its philosophy?

Accepted Answer

A) building a rapport 
B) establish credibility 
C) bragging about the company's success 
D) educate her audience 
E) showcasing how her company has no competition 
A) building a rapport 
B) establish credibility 
C) bragging about the company's success 
D) educate her audience 
E) showcasing how her company has no competition

Question 9

The memorized sales presentation proceeds rapidly through the sales presentation to the close.

Accepted Answer

A) True 
 B)False

Question 10

To better understand the prospect's needs and force the prospect's participation in the interview, the salesperson should use the questioning approach technique.

Accepted Answer

A) True 
 B)False

Question 11

"So, what you are saying is that at the end of the day, low maintenance costs are the most important feature in determining your buying decision - correct?" What kind of question is this an example of?

Accepted Answer

A) rephrasing 
B) direct 
C) redirect 
D) nondirective 
E) participative 
A) rephrasing 
B) direct 
C) redirect 
D) nondirective 
E) participative

Question 12

Which of the following guidelines is one of the basic rules given in the text for using questions?

Accepted Answer

A) Show the prospect the product. 
B) Leave if you get a negative answer. 
C) Carefully listen to the answer. 
D) If the prospect pauses in his answer, answer for him. 
E) Ask the question again if there is a pause. 
A) Show the prospect the product. 
B) Leave if you get a negative answer. 
C) Carefully listen to the answer. 
D) If the prospect pauses in his answer, answer for him. 
E) Ask the question again if there is a pause.

Question 13

A salesperson does most of the talking and often much of the talk is about benefits that are of no use to the prospect.Customers often perceive this approach as a high-pressure sale.What kind of sales presentation best fits these two statements?

Accepted Answer

A) semi-structure 
B) interactive need-satisfaction 
C) unstructured 
D) memorized 
E) problem-solving 
A) semi-structure 
B) interactive need-satisfaction 
C) unstructured 
D) memorized 
E) problem-solving

Question 14

The opinion approach is especially effective for a new salesperson.

Accepted Answer

A) True 
 B)False

Question 15

List 5 ways in which you can make a favourable first impression.

Accepted Answer

Clothing, neatness, refrain fr

Question 16

Under which of the four types of questions under the SPIN approach would you include the following question; "how many photocopies do you make in an average week?"

Accepted Answer

A) problem 
B) product 
C) situation 
D) need-payoff 
E) implication 
A) problem 
B) product 
C) situation 
D) need-payoff 
E) implication

Question 17

The formula sales presentation has virtually no benefits to the company or the salesperson; hence, it should be avoided.

Accepted Answer

A) True 
 B)False

Question 18

When selling to a group, it is necessary to modify the ten-step selling process by omitting the trial close step.

Accepted Answer

A) True 
 B)False

Question 19

While planning a sales call, Sheila makes notes on the buyer she's meeting with, confirms her appointment, checks her directions and prepares a list of questions.What is Sheila likely doing?

Accepted Answer

A) experiencing sales reluctance 
B) over planning 
C) going over an approach checklist 
D) wasting valuable time 
E) most like she is a new salesperson 
A) experiencing sales reluctance 
B) over planning 
C) going over an approach checklist 
D) wasting valuable time 
E) most like she is a new salesperson

Question 20

What is the difference between the memorized sales presentation and the formula sales presentation methods?

Accepted Answer

The formula sales presentation method as

"You're saying that automobile quality and service are less important to you than price?" What kind of question is this an example of?

Which type of presentation method is most likely to be used in a transactional sales interaction?

What kind of opening question must be designed so as to provide the salesperson with the opportunity to anticipate the prospect's response?

Dani likes to introduce the 100 percent organic fruit juice her company has just begun to manufacture by giving retail store managers a small sample bottle to take home and try.What kind of opening statement is Dani using in this statement?

To use the formula sales presentation, the salesperson needs to know something about the prospect.

If you walk into your prospect's office and she says "I'm sorry, but there is no use in us talking.I'm satisfied with my current suppliers.Thanks for coming by." What kind of question would you use to potentially change this negative scenario?

"Ms.Flores (handing her the product to examine), I want to leave samples for you, your cosmetic representative, and your best customers, of Revlon's newest addition to our perfume line." What kind of opening statement best captures this interaction between the salesperson and Ms.Flores?

The memorized sales presentation proceeds rapidly through the sales presentation to the close.

To better understand the prospect's needs and force the prospect's participation in the interview, the salesperson should use the questioning approach technique.

"So, what you are saying is that at the end of the day, low maintenance costs are the most important feature in determining your buying decision - correct?" What kind of question is this an example of?

Which of the following guidelines is one of the basic rules given in the text for using questions?

A salesperson does most of the talking and often much of the talk is about benefits that are of no use to the prospect.Customers often perceive this approach as a high-pressure sale.What kind of sales presentation best fits these two statements?

The opinion approach is especially effective for a new salesperson.

List 5 ways in which you can make a favourable first impression.

Under which of the four types of questions under the SPIN approach would you include the following question; "how many photocopies do you make in an average week?"

The formula sales presentation has virtually no benefits to the company or the salesperson; hence, it should be avoided.

When selling to a group, it is necessary to modify the ten-step selling process by omitting the trial close step.

While planning a sales call, Sheila makes notes on the buyer she's meeting with, confirms her appointment, checks her directions and prepares a list of questions.What is Sheila likely doing?

What is the difference between the memorized sales presentation and the formula sales presentation methods?

The Life, Times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Presentation Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time, Territory, and Self-Management

Retail, Business Services, and Nonprofit Selling

Filters

Exam 8: The Approach Begin Your Presentation Strategically

"You're saying that automobile quality and service are less important to you than price?" What kind of question is this an example of?

Which type of presentation method is most likely to be used in a transactional sales interaction?

What kind of opening question must be designed so as to provide the salesperson with the opportunity to anticipate the prospect's response?

Dani likes to introduce the 100 percent organic fruit juice her company has just begun to manufacture by giving retail store managers a small sample bottle to take home and try.What kind of opening statement is Dani using in this statement?

To use the formula sales presentation, the salesperson needs to know something about the prospect.

If you walk into your prospect's office and she says "I'm sorry, but there is no use in us talking.I'm satisfied with my current suppliers.Thanks for coming by." What kind of question would you use to potentially change this negative scenario?

"Ms.Flores (handing her the product to examine), I want to leave samples for you, your cosmetic representative, and your best customers, of Revlon's newest addition to our perfume line." What kind of opening statement best captures this interaction between the salesperson and Ms.Flores?

The memorized sales presentation proceeds rapidly through the sales presentation to the close.

To better understand the prospect's needs and force the prospect's participation in the interview, the salesperson should use the questioning approach technique.

"So, what you are saying is that at the end of the day, low maintenance costs are the most important feature in determining your buying decision - correct?" What kind of question is this an example of?

Which of the following guidelines is one of the basic rules given in the text for using questions?

A salesperson does most of the talking and often much of the talk is about benefits that are of no use to the prospect.Customers often perceive this approach as a high-pressure sale.What kind of sales presentation best fits these two statements?

The opinion approach is especially effective for a new salesperson.

List 5 ways in which you can make a favourable first impression.

Under which of the four types of questions under the SPIN approach would you include the following question; "how many photocopies do you make in an average week?"

The formula sales presentation has virtually no benefits to the company or the salesperson; hence, it should be avoided.

When selling to a group, it is necessary to modify the ten-step selling process by omitting the trial close step.

While planning a sales call, Sheila makes notes on the buyer she's meeting with, confirms her appointment, checks her directions and prepares a list of questions.What is Sheila likely doing?

What is the difference between the memorized sales presentation and the formula sales presentation methods?

The Life, Times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Presentation Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time, Territory, and Self-Management

Retail, Business Services, and Nonprofit Selling

Filters