Exam 10: Begin Your Presentation Strategically

Meaghan asked the florist,"Are the refrigeration costs for your fresh-cut flowers too high?" This is an example of a _____ question.

Why is the product not mentioned in the SPIN approach?

Building rapport quickly with new customers is facilitated through the steps of creative imagery.

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. -To use questions effectively in his approach,Austin most likely needs to:

Which of the following is an example of the introductory approach?

Why would a salesperson use probes in an approach?

A salesperson walked into the wholesale floral center and said,"Ms.Ruiz,in my job I visit a lot of nurseries,and I believe you grow the most beautiful flowers I have ever seen." This is an example of the _____ approach.

To illustrate how fire-retardant his company's children clothing was,the salesperson took a pair of toddler-sized pajamas,placed them in the department store buyer's trashcan and set them on fire.Unfortunately,the buyer's plastic trashcan was not fire-resistant.The resulting fire damaged the buyer's carpeting and desk.This explains:

The complimentary approach is the most common and the least powerful because it does little to capture the prospect's attention and interest.

Probes help salespeople develop two-way communication with prospects.

Rubin is making a sales call on McHenry Heating and Air Conditioning tomorrow.This afternoon,he sent a bunch of balloons and a note to the firm's buyer that said,"Did you know tomorrow is your lucky day?" What type of approach is used by Rubin?

Which of the following types of approaches is especially good for a new salesperson?

If you walk into your prospect's office and she says "I'm sorry,but there's no use in our talking.I'm satisfied with my current suppliers.Thanks for coming by." You should use a _____ question to move the conversation from the negative ground to a more positive condition.

In the sales process,what is the approach? What occurs during the approach? What is the significance of this step in the sales process?

Opening a presentation with questions is common among salespeople.Briefly describe three questioning approaches.

Why would a salesperson use an opinion approach?

"Do you know why you should be using synthetic motor oil in your new Lexus?" the service manager asked Henri Wilton when he brought his new car to the Lexus dealership for a routine servicing.What type of approach is the service manager using?

In the referral approach,a salesperson mentions the name of a mutual acquaintance.

The equipment salesperson asked the professional landscaper,"Did you know the Red Max brand backpack blower can save you time and money because it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?

The beginning of the sales presentation is called the preapproach.