Question 1

The primary purpose of asking a rephrasing question is to:

Accepted Answer

A)  probe for the prospect's objections. 
B)  identify the prospect's concern. 
C)  encourage free discussion. 
D)  clarify the prospect's meaning. 
E)  emphasize an area of agreement. 
A)  probe for the prospect's objections. 
B)  identify the prospect's concern. 
C)  encourage free discussion. 
D)  clarify the prospect's meaning. 
E)  emphasize an area of agreement.

Question 2

A salesperson who overcomes a prospect's indifference early in a sales call has a greater chance of making a sale.

Accepted Answer

A) True 
 B)False

Question 3

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.
-Austin would most likely use creative imagery to:

Accepted Answer

A)  establish seller empathy. 
B)  cope with pre-call stress. 
C)  incorporate dramatic visual aids. 
D)  facilitate two-way communication. 
E)  develop synergy with the prospect. 
A)  establish seller empathy. 
B)  cope with pre-call stress. 
C)  incorporate dramatic visual aids. 
D)  facilitate two-way communication. 
E)  develop synergy with the prospect.

Question 4

When the salesperson for Thymes Unlimited walked into the office of the department store buyer,she laid a sample of the company's newest line of hand-blown glass candleholders in front of the buyer and said nothing as she waited for the buyer to comment on the candleholder.This salesperson used the _____ approach.

Accepted Answer

A)  showmanship 
B)  silent benefit 
C)  shock 
D)  product 
E)  curiosity 
A)  showmanship 
B)  silent benefit 
C)  shock 
D)  product 
E)  curiosity

Question 5

A salesperson should use probes to:

Accepted Answer

A)  obtain information from the prospect. 
B)  control the motivation of the prospect. 
C)  maintain one-way communication. 
D)  limit prospect participation. 
E)  create a buyer-seller chain of command. 
A)  obtain information from the prospect. 
B)  control the motivation of the prospect. 
C)  maintain one-way communication. 
D)  limit prospect participation. 
E)  create a buyer-seller chain of command.

Question 6

The opinion approach is recommended for new salespeople.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following statements about problem questions in the multiple-question approach is true?

Accepted Answer

A)  The questions seek to identify general problems. 
B)  The goal is for the prospect to admit having a problem. 
C)  The problem questions are asked first in the sequence. 
D)  It is unnecessary to separate unimportant problems from important problems. 
E)  The salesperson moves directly to the presentation after identifying a specific problem. 
A)  The questions seek to identify general problems. 
B)  The goal is for the prospect to admit having a problem. 
C)  The problem questions are asked first in the sequence. 
D)  It is unnecessary to separate unimportant problems from important problems. 
E)  The salesperson moves directly to the presentation after identifying a specific problem.

Question 8

A prospect responds positively to the need-payoff question in the SPIN approach.What should the salesperson do next?

Accepted Answer

A)  Request a purchase 
B)  Ask direct questions 
C)  Provide statistical data 
D)  Move into a sales presentation 
E)  Ask additional "problem" questions 
A)  Request a purchase 
B)  Ask direct questions 
C)  Provide statistical data 
D)  Move into a sales presentation 
E)  Ask additional "problem" questions

Question 9

The _____ approach involves mentioning the name of a person known to both the buyer and seller.

Accepted Answer

A)  curiosity 
B)  question 
C)  referral 
D)  demonstration 
E)  introductory 
A)  curiosity 
B)  question 
C)  referral 
D)  demonstration 
E)  introductory

Question 10

You have decided to open your sales presentation with either a demonstration or a statement.List what three basic objectives you should hope to accomplish with the technique you choose.

Accepted Answer

Both the statement and demonstration app

Question 11

An automobile dealer asks a couple visiting the car lot,"Since the birth of the triplets,don't you find it difficult to wedge three car seats and all the baby paraphernalia into your old Toyota?" What type of question is he using?

Accepted Answer

A)  Beneficial 
B)  Implication 
C)  Need 
D)  Strategic 
E)  Product 
A)  Beneficial 
B)  Implication 
C)  Need 
D)  Strategic 
E)  Product

Question 12

One of the ways a salesperson earns the right to the prospect's attention is by exhibiting specific product knowledge.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is a stage in the selling process during which a salesperson meets,greets,and establishes rapport with the prospect?

Accepted Answer

A)  Qualifying 
B)  Data mining 
C)  Preapproach 
D)  Leading 
E)  Approach 
A)  Qualifying 
B)  Data mining 
C)  Preapproach 
D)  Leading 
E)  Approach

Question 14

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

Accepted Answer

A)  "How many brands of cereal does your convenience store sell?" 
B)  "Has your business outgrown your current facility?" 
C)  "Do you eat out with your family very often?" 
D)  "Do you like to go to NASCAR races?" 
E)  "How many accountants do you employ?" 
A)  "How many brands of cereal does your convenience store sell?" 
B)  "Has your business outgrown your current facility?" 
C)  "Do you eat out with your family very often?" 
D)  "Do you like to go to NASCAR races?" 
E)  "How many accountants do you employ?"

Question 15

According to the Golden Rule of Selling,salespeople should begin their sales presentation knowing the key customer benefits that will be discussed.

Accepted Answer

A) True 
 B)False

Question 16

For making a favorable first impression,the salesperson should apologize for taking the prospect's time.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following types of approaches is most likely to be misinterpreted as high-pressure selling?

Accepted Answer

A)  Opinion 
B)  Referral 
C)  Introductory 
D)  Complimentary 
E)  Shock 
A)  Opinion 
B)  Referral 
C)  Introductory 
D)  Complimentary 
E)  Shock

Question 18

A salesperson using the product approach would hand his/her product to the prospect and ask,"What do you think of that?"

Accepted Answer

A) True 
 B)False

Question 19

The demonstration approach is appropriate for door-to-door salespeople who use the memorized sales presentation method.

Accepted Answer

A) True 
 B)False

Question 20

During the approach,a Golden Rule salesperson should:

Accepted Answer

A)  implement creative imagery. 
B)  use the showmanship approach. 
C)  eliminate distractions for the prospect. 
D)  focus on the needs of the prospect. 
E)  ask the prospect direct questions. 
A)  implement creative imagery. 
B)  use the showmanship approach. 
C)  eliminate distractions for the prospect. 
D)  focus on the needs of the prospect. 
E)  ask the prospect direct questions.

The primary purpose of asking a rephrasing question is to:

A salesperson who overcomes a prospect's indifference early in a sales call has a greater chance of making a sale.

A salesperson should use probes to:

The opinion approach is recommended for new salespeople.

Which of the following statements about problem questions in the multiple-question approach is true?

A prospect responds positively to the need-payoff question in the SPIN approach.What should the salesperson do next?

The _____ approach involves mentioning the name of a person known to both the buyer and seller.

You have decided to open your sales presentation with either a demonstration or a statement.List what three basic objectives you should hope to accomplish with the technique you choose.

An automobile dealer asks a couple visiting the car lot,"Since the birth of the triplets,don't you find it difficult to wedge three car seats and all the baby paraphernalia into your old Toyota?" What type of question is he using?

One of the ways a salesperson earns the right to the prospect's attention is by exhibiting specific product knowledge.

Which of the following is a stage in the selling process during which a salesperson meets,greets,and establishes rapport with the prospect?

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

According to the Golden Rule of Selling,salespeople should begin their sales presentation knowing the key customer benefits that will be discussed.

For making a favorable first impression,the salesperson should apologize for taking the prospect's time.

Which of the following types of approaches is most likely to be misinterpreted as high-pressure selling?

A salesperson using the product approach would hand his/her product to the prospect and ask,"What do you think of that?"

The demonstration approach is appropriate for door-to-door salespeople who use the memorized sales presentation method.

During the approach,a Golden Rule salesperson should:

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 primary purpose of asking a rephrasing question is to:

A salesperson who overcomes a prospect's indifference early in a sales call has a greater chance of making a sale.

A salesperson should use probes to:

The opinion approach is recommended for new salespeople.

Which of the following statements about problem questions in the multiple-question approach is true?

A prospect responds positively to the need-payoff question in the SPIN approach.What should the salesperson do next?

The _____ approach involves mentioning the name of a person known to both the buyer and seller.

You have decided to open your sales presentation with either a demonstration or a statement.List what three basic objectives you should hope to accomplish with the technique you choose.

An automobile dealer asks a couple visiting the car lot,"Since the birth of the triplets,don't you find it difficult to wedge three car seats and all the baby paraphernalia into your old Toyota?" What type of question is he using?

One of the ways a salesperson earns the right to the prospect's attention is by exhibiting specific product knowledge.

Which of the following is a stage in the selling process during which a salesperson meets,greets,and establishes rapport with the prospect?

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

According to the Golden Rule of Selling,salespeople should begin their sales presentation knowing the key customer benefits that will be discussed.

For making a favorable first impression,the salesperson should apologize for taking the prospect's time.

Which of the following types of approaches is most likely to be misinterpreted as high-pressure selling?

A salesperson using the product approach would hand his/her product to the prospect and ask,"What do you think of that?"

The demonstration approach is appropriate for door-to-door salespeople who use the memorized sales presentation method.

During the approach,a Golden Rule salesperson should:

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