Exam 10: Begin Your Presentation Strategically

Which of the following statements is true about a nondirective question?

A direct negative-no question is highly effective for creating interest with prospects.

What are the three general categories of approach techniques? What is the relationship between the approach technique and the sales presentation method?

Gina asked the customer,"Do you need a purse to go with these new shoes you just bought?" This is an example of a _____ question.

The implication and need-payoff questions used in SPIN are examples of ____ questions.

If a salesperson for a security company were to walk into a prospect's office and say,"According to a recent FBI study,10 percent of your employees have stolen something tangible from your company," she would be using the _____ approach.

To illustrate the benefits of the Dixie Chopper brand lawn mowers to professional landscapers,the salesperson asks prospects to participate in a mowing race.Even if the competing mower has a wider cutting area,the Dixie Chopper always wins because it is the only lawn mower that can travel fifteen miles per hour.What approach does the Dixie Chopper salesperson use?

A prospect's initial impression about a salesperson is primarily based on the salesperson's appearance and attitude.

Why is it effective to open a presentation with a demonstration? Describe two demonstration methods used by salespeople.

A salesperson is using the SPIN approach.The prospect states a specific need after the salesperson asks the problem question.The salesperson should move directly into the presentation.

Describe the four statement approaches frequently used by salespeople.

According to the text,as a salesperson,you will most likely earn the right to a prospect's time and serious attention by:

The introductory approach involves distributing free samples and novelty items.

Which of the following would most likely benefit a salesperson?

When Monty asked the prospect for her order,she responded,"I've listened to your presentation,and I'm still not convinced your brand of paint is superior to the one we currently use.Thanks but no thanks." Monty should use a _____ question to point the prospect back to the areas of the sales presentation when the prospect agreed with his statements.

Give as many suggestions as you can for making a good first impression.

The customer benefit approach is most useful when the salesperson:

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 enters the CEO's office with a small basket of cheese,wine caviar,and other luxury food items for the CEO to enjoy later.What type of an approach is Austin using?

The product approach works best with:

The customer benefit approach begins with a question that implies the product will help the prospect.