Exam 10: Begin Your Presentation Strategically

Clearwater Hampers Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. The company's leading salesperson, Peter Austin, is preparing the approach he will use during his first sales call on the CEO of Diamonite, a company that specializes in designing, manufacturing, and installing aircraft interiors for executives and heads of state. -"Hi,I'm Peter Austin from Clearwater Hampers.How would you like to give your clients a unique gift that will clearly demonstrate your gratitude for their business?" Austin's question suggests that he is using the _____ approach.

Demonstration openings are effective because the prospect is encouraged to participate in the discussion with the salesperson.

Which of the following is the best example of a nondirective question?

The way a salesperson phrases the need-payoff question when using the SPIN approach is similar to phrasing in the _____ approach.

Clearwater Hampers Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. The company's leading salesperson, Peter Austin, is preparing the approach he will use during his first sales call on the CEO of Diamonite, a company that specializes in designing, manufacturing, and installing aircraft interiors for executives and heads of state. -What type of approach will Austin be using if he enters the CEO's office and says,"Good morning.I'm Peter Austin from Clearwater Hampers."

A salesperson asks the prospect," What do you think about our new line of products?" Which approach is being used?

The three categories into which approach techniques can be grouped are:

After asking a prospect a question,a salesperson should remain silent and wait for an answer.

When using questions in the selling process,a salesperson should most likely:

A salesman opens his presentation by saying "Hi,Mr.Johnson.I am Grover Forbes from Pearson Chemicals." The salesman is using the showmanship approach.

Another name for a nondirective question is a(n)_____ question.

Benefit statements are useful in situations where you do not know the prospect's critical needs and when you have sufficient time to make a presentation.

"You're saying that automobile quality and service are less important to you than price?" is an example a _____ question.

Which of the following statements about approach techniques and presentation methods is most likely true?

While using a nondirective question as an approach method,the salesperson should begin the discussion with an open-ended question.

The last part of most sales calls is "small talk" which aids in building rapport between the salesperson and the prospect.

"How often would you use a garage door opener?" is an example of a _____ question.

According to research,buyer's reaction to the salesperson in the early minutes of the sales presentation is less important than an effective closing.

Which of the following questions is an example of a direct question?

Arvin Hampton begins his approach by saying,"I'm new at selling home safety equipment,so I was wondering if you could tell me the most commonly purchased items?" Hampton is using the _____ approach.