Question 1

The showmanship approach involves doing something unusual to catch the prospect's attention and interest.

Accepted Answer

A) True 
 B)False

Question 2

The shock approach uses a surprising demonstration.

Accepted Answer

A) True 
 B)False

Question 3

In general,using statements or demonstrations in the approach is more effective than asking a prospect questions.

Accepted Answer

A) True 
 B)False

Question 4

For salespeople,the approach refers to the time when they first see the buyer to when they begin to discuss the product.

Accepted Answer

A) True 
 B)False

Question 5

The situation question used in the SPIN approach must always be asked last.

Accepted Answer

A) True 
 B)False

Question 6

All of the following are benefits of the opinion approach EXCEPT:

Accepted Answer

A)  revealing unexplored product opportunities. 
B)  helping new salespeople to engage prospects. 
C)  using technology to show product applications. 
D)  encouraging prospects to discuss their needs. 
E)  showing appreciation for a prospect's expertise. 
A)  revealing unexplored product opportunities. 
B)  helping new salespeople to engage prospects. 
C)  using technology to show product applications. 
D)  encouraging prospects to discuss their needs. 
E)  showing appreciation for a prospect's expertise.

Question 7

Which of the following is an example of a situation question that might be used in the SPIN approach?

Accepted Answer

A)  "Does your computer seem really slow when compared to the one your neighbor owns?" 
B)  "Are you happy with how your present oven prepares your food?" 
C)  "How many children under the age of 10 live in your apartment building?" 
D)  "Have your secretaries ever complained about the speed of your copier machine?" 
E)  "What was your first reaction when your son was diagnosed with asthma?" 
A)  "Does your computer seem really slow when compared to the one your neighbor owns?" 
B)  "Are you happy with how your present oven prepares your food?" 
C)  "How many children under the age of 10 live in your apartment building?" 
D)  "Have your secretaries ever complained about the speed of your copier machine?" 
E)  "What was your first reaction when your son was diagnosed with asthma?"

Question 8

The opinion approach challenges a potential buyer's expertise by spouting a memorized pitch.

Accepted Answer

A) True 
 B)False

Question 9

What is an objective of both the statement and demonstration approach?

Accepted Answer

A)  Capture the prospect's attention 
B)  Remind the prospect of product features 
C)  Determine the prospect's personality type 
D)  Close the sale quickly 
E)  Make a favorable first impression 
A)  Capture the prospect's attention 
B)  Remind the prospect of product features 
C)  Determine the prospect's personality type 
D)  Close the sale quickly 
E)  Make a favorable first impression

Question 10

Petra Lamar approached her prospect with the following words,"Hello,Dr.Keeler,Willa Fox with the County General Hospital suggested that I contact you concerning our new MRI scanner." What type of approach statement was Petra Lamar using?

Accepted Answer

A)  Introductory 
B)  Referral 
C)  Premium 
D)  Complimentary 
E)  Product 
A)  Introductory 
B)  Referral 
C)  Premium 
D)  Complimentary 
E)  Product

Question 11

By using the SPIN approach,salespeople hope to gain a prospect's permission to analyze a problem.

Accepted Answer

A) True 
 B)False

Question 12

A salesperson using the SPIN approach should regularly mention the product during the discussion.

Accepted Answer

A) True 
 B)False

Question 13

A salesperson asks a prospect,"Who will be the primary user for the camera?" The salesperson is using a direct question.

Accepted Answer

A) True 
 B)False

Question 14

Creative imagery is a:

Accepted Answer

A)  presentation method that replaces a demonstration when selling over the telephone. 
B)  presentation technique that replaces a demonstration when selling a service. 
C)  technique used by salespeople that allows them to better cope with stress. 
D)  manner of selecting clothing that ensures a good first impression. 
E)  presentation technique that employs the use of technology. 
A)  presentation method that replaces a demonstration when selling over the telephone. 
B)  presentation technique that replaces a demonstration when selling a service. 
C)  technique used by salespeople that allows them to better cope with stress. 
D)  manner of selecting clothing that ensures a good first impression. 
E)  presentation technique that employs the use of technology.

Question 15

If a prospect responds negatively to a need-payoff question in the SPIN approach,the salesperson should:

Accepted Answer

A)  ask direct questions. 
B)  go directly into the presentation. 
C)  use a trial close to gather feedback. 
D)  begin demonstration of the product. 
E)  start over with problem, implication, and need-payoff questions. 
A)  ask direct questions. 
B)  go directly into the presentation. 
C)  use a trial close to gather feedback. 
D)  begin demonstration of the product. 
E)  start over with problem, implication, and need-payoff questions.

Question 16

The _____ approach is considered weak because it fails to capture the prospect's attention and interest.

Accepted Answer

A)  referral 
B)  introductory 
C)  premium 
D)  complimentary 
E)  product 
A)  referral 
B)  introductory 
C)  premium 
D)  complimentary 
E)  product

Question 17

When asking a question,the salesperson should know or anticipate the answer for the question.

Accepted Answer

A) True 
 B)False

Question 18

"Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the young couple planning their honeymoon trip to Europe.What kind of an approach was the travel agent using?

Accepted Answer

A)  Product 
B)  Customer benefit 
C)  Premium 
D)  Demonstration 
E)  Complimentary 
A)  Product 
B)  Customer benefit 
C)  Premium 
D)  Demonstration 
E)  Complimentary

Question 19

A technique called creative imagery allows salespeople to better cope with stress.

Accepted Answer

A) True 
 B)False

Question 20

Becca 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.Becca is using the _____ approach.

Accepted Answer

A)  sales promotion 
B)  product 
C)  showmanship 
D)  customer benefit 
E)  premium 
A)  sales promotion 
B)  product 
C)  showmanship 
D)  customer benefit 
E)  premium

The showmanship approach involves doing something unusual to catch the prospect's attention and interest.

The shock approach uses a surprising demonstration.

In general,using statements or demonstrations in the approach is more effective than asking a prospect questions.

For salespeople,the approach refers to the time when they first see the buyer to when they begin to discuss the product.

The situation question used in the SPIN approach must always be asked last.

All of the following are benefits of the opinion approach EXCEPT:

Which of the following is an example of a situation question that might be used in the SPIN approach?

The opinion approach challenges a potential buyer's expertise by spouting a memorized pitch.

What is an objective of both the statement and demonstration approach?

Petra Lamar approached her prospect with the following words,"Hello,Dr.Keeler,Willa Fox with the County General Hospital suggested that I contact you concerning our new MRI scanner." What type of approach statement was Petra Lamar using?

By using the SPIN approach,salespeople hope to gain a prospect's permission to analyze a problem.

A salesperson using the SPIN approach should regularly mention the product during the discussion.

A salesperson asks a prospect,"Who will be the primary user for the camera?" The salesperson is using a direct question.

Creative imagery is a:

If a prospect responds negatively to a need-payoff question in the SPIN approach,the salesperson should:

The _____ approach is considered weak because it fails to capture the prospect's attention and interest.

When asking a question,the salesperson should know or anticipate the answer for the question.

"Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the young couple planning their honeymoon trip to Europe.What kind of an approach was the travel agent using?

A technique called creative imagery allows salespeople to better cope with stress.

Becca 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.Becca is using the _____ approach.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 10: Begin Your Presentation Strategically

The showmanship approach involves doing something unusual to catch the prospect's attention and interest.

The shock approach uses a surprising demonstration.

In general,using statements or demonstrations in the approach is more effective than asking a prospect questions.

For salespeople,the approach refers to the time when they first see the buyer to when they begin to discuss the product.

The situation question used in the SPIN approach must always be asked last.

All of the following are benefits of the opinion approach EXCEPT:

Which of the following is an example of a situation question that might be used in the SPIN approach?

The opinion approach challenges a potential buyer's expertise by spouting a memorized pitch.

What is an objective of both the statement and demonstration approach?

Petra Lamar approached her prospect with the following words,"Hello,Dr.Keeler,Willa Fox with the County General Hospital suggested that I contact you concerning our new MRI scanner." What type of approach statement was Petra Lamar using?

By using the SPIN approach,salespeople hope to gain a prospect's permission to analyze a problem.

A salesperson using the SPIN approach should regularly mention the product during the discussion.

A salesperson asks a prospect,"Who will be the primary user for the camera?" The salesperson is using a direct question.

Creative imagery is a:

If a prospect responds negatively to a need-payoff question in the SPIN approach,the salesperson should:

The _____ approach is considered weak because it fails to capture the prospect's attention and interest.

When asking a question,the salesperson should know or anticipate the answer for the question.

"Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the young couple planning their honeymoon trip to Europe.What kind of an approach was the travel agent using?

A technique called creative imagery allows salespeople to better cope with stress.

Becca 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.Becca is using the _____ approach.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters