Exam 8: The Approach Begin Your Presentation Strategically

The interactive need-satisfaction sales presentation method is most appropriate where the salesperson provides all the information to the client.

"One of your colleagues at Kwantlen Polytechnic University suggested I contact you about our advanced interactive sales simulators." What type of approach statement is being used in this statement?

Discuss the following statement: "The problem-solution approach to selling is so unstructured that it has no prescribed steps."

The primary reason salespeople use questions in their approach is to get the attention and interest of the prospect.

The memorized selling approach is based on the AIDA procedure of developing and giving the sales presentation.

Which of the following types of opening statements is the most common and least powerful way to begin a sales presentation?

The formula sales presentations call for very little talking on the part of the salesperson.In fact, the objective of these types of sales presentations is simply to ascertain customers' needs.

Which of the following is NOT an example of a question that a salesperson might ask as part of using creative imagery?

Which of the following should NOT be part of an approach checklist?

The situation you face determines which approach technique you should use to begin your sales presentation to a client.Often, many situational variables impact the situation you will face.Which of the following is NOT a common situational variable identified in the textbook?

Which of the following objectives is unique to the questions approach technique?

Which of the following sales presentation methods is most often used by experienced salespersons selling directly to businesses?

You have been asked to describe "creative imagery" as a stress reduction technique.Which of the following is NOT likely to be part of your descriptive?

A problem-solution sales presentation method has normally six different but interrelated steps that should be followed carefully.

Which opening statement approach is so weak that it usually must be used in conjunction with another approach?

Francois, a sales representative for an accounting software service provider will be making a sales call on Martin, Smith and Dhillon Ltd a local accounting firm.He will be meeting the procurement officer in the next couple of days to demonstrate the value added his product line provides.The day before the meeting, he had a bunch of balloons and a note that said, "Friday will be your lucky day," sent to accounting firm's procurement officer.What kind of approach is Francois using?

"Mrs.Kamel, would you be interested in seeing our new line of photocopiers which I feel may save your company $25,000 per year in printing costs?" What kind of approach is this question an example of?

Which of the following presentation methods allows for greater customization according to the textbook?

Karen sells cars at a local dealership.She notices a potential customer looking carefully at a convertible red sports car.She approaches the potential customer, introduces herself and asks; "What features are you looking for in a sports car?" What kind of probe is Karen using?

Which of the following would you NOT consider to be an advantage of a structured sales presentation?