Question 1

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

Accepted Answer

A) True 
 B)False  False

Question 2

Which of the following would NOT be a technique for using the question approach to opening the sales presentation?

Accepted Answer

A)  opinion 
B)  curiosity 
C)  customer benefit 
D)  product 
E)  shock 
A)  opinion 
B)  curiosity 
C)  customer benefit 
D)  product 
E)  shock D

Question 3

Topics such as the weather or local political topics are recommended as part of "small talk" to aid in building rapport between the salesperson and the prospect.

Accepted Answer

A) True 
 B)False  False

Question 4

"May I help you" is a perfect example of a direct question that leads the prospect towards a specific topic.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following statements about approach techniques and presentation methods is correct?

Accepted Answer

A)  The benefit technique is recommended for the formula presentation method. 
B)  The showmanship technique is most effective with prospects that you are calling on for the first time. 
C)  The approach technique should be chosen before the presentation method. 
D)  The statement approach technique is effective with any presentation method. 
E)  The interactive need-satisfaction and problem solving sales presentation methods should always use the questions approach technique. 
A)  The benefit technique is recommended for the formula presentation method. 
B)  The showmanship technique is most effective with prospects that you are calling on for the first time. 
C)  The approach technique should be chosen before the presentation method. 
D)  The statement approach technique is effective with any presentation method. 
E)  The interactive need-satisfaction and problem solving sales presentation methods should always use the questions approach technique.

Question 6

While planning a sales call,Sheila makes notes on the buyer she's meeting with,confirms her appointment,checks her directions and prepares a list of questions.What is Sheila likely doing?

Accepted Answer

A)  experiencing sales reluctance 
B)  over planning 
C)  going over an approach checklist 
D)  wasting valuable time 
E)  most like she is a new salesperson 
A)  experiencing sales reluctance 
B)  over planning 
C)  going over an approach checklist 
D)  wasting valuable time 
E)  most like she is a new salesperson

Question 7

Which of the following is NOT a suggestion for making a favourable first impression?

Accepted Answer

A)  Be neat in dress and grooming 
B)  Be enthusiastic and positive toward the interview 
C)  Maintain eye contact with the prospect 
D)  Bring a hot cup of coffee for the buyer as a friendly gesture 
E)  Wear appropriate business clothes 
A)  Be neat in dress and grooming 
B)  Be enthusiastic and positive toward the interview 
C)  Maintain eye contact with the prospect 
D)  Bring a hot cup of coffee for the buyer as a friendly gesture 
E)  Wear appropriate business clothes

Question 8

Which of the following should be part of an approach checklist?

Accepted Answer

A)  confirm your appointment 
B)  prepare your sales aids 
C)  arrive a bit early 
D)  organize your presentation materials 
E)  all of these choices are correct 
A)  confirm your appointment 
B)  prepare your sales aids 
C)  arrive a bit early 
D)  organize your presentation materials 
E)  all of these choices are correct

Question 9

To better understand the prospect's needs and force the prospect's participation in the interview,the salesperson should use the questioning approach technique.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is NOT one of the categories of questions discussed by the text?

Accepted Answer

A)  participative 
B)  direct 
C)  redirect 
D)  open ended 
E)  rephrasing 
A)  participative 
B)  direct 
C)  redirect 
D)  open ended 
E)  rephrasing

Question 11

Which of the following terms is a relaxation technique discussed in the textbook that has been found to decrease stress levels in salespeople?

Accepted Answer

A)  stress-relieving concentration 
B)  creative imagery 
C)  doubt referral 
D)  success imaging 
E)  positive emoting 
A)  stress-relieving concentration 
B)  creative imagery 
C)  doubt referral 
D)  success imaging 
E)  positive emoting

Question 12

Identify and describe the SPIN technique.

Accepted Answer

Situation (what is the prospect's genera

Question 13

Identify and describe the different types of approach techniques.What are some of the variables you would use to determine which of the approach you should take?

Accepted Answer

Question is design to provide students a

Question 14

"Ms.Flores (handing her the product to examine),I want to leave samples for you,your cosmetic representative,and your best customers,of Revlon's newest addition to our perfume line." What kind of opening statement best captures this interaction between the salesperson and Ms.Flores?

Accepted Answer

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

Question 15

It is often said that "you can only make one first impression." Which of the following guidelines have NOT been recommended in the textbook as best practices in helping a salesperson make a favourable first impression?

Accepted Answer

A)  refrain from smoking, eating, or drinking in the prospect's office 
B)  learn how to pronounce the prospect's name 
C)  keep an erect posture - if the prospect offers a chair, sit down 
D)  avoid eye contact during the early part of the presentation to allow the prospect to examine your appearance 
E)  do not apologize for taking the prospect's time 
A)  refrain from smoking, eating, or drinking in the prospect's office 
B)  learn how to pronounce the prospect's name 
C)  keep an erect posture - if the prospect offers a chair, sit down 
D)  avoid eye contact during the early part of the presentation to allow the prospect to examine your appearance 
E)  do not apologize for taking the prospect's time

Question 16

Which of the following are NOT appropriate statements associated with using a customer benefit type opening approach?

Accepted Answer

A)  Use these statements when you know the prospects needs 
B)  Use these statements when you are operating under tight time constraints 
C)  Use these statements when you are trying to determine the actual customer's needs 
D)  Use these statements when you can anticipate a buyer's response to your statement 
E)  Use these statements in conjunction with product benefits 
A)  Use these statements when you know the prospects needs 
B)  Use these statements when you are operating under tight time constraints 
C)  Use these statements when you are trying to determine the actual customer's needs 
D)  Use these statements when you can anticipate a buyer's response to your statement 
E)  Use these statements in conjunction with product benefits

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

List 5 ways in which you can make a favourable first impression.

Accepted Answer

Clothing,neatness,refrain from

Question 19

Karen sells cars at a local dealership.She notices a potential customer looking carefully at a convertible red sports car.She approaches the potential customer,introduces herself and asks; "What features are you looking for in a sports car?" What kind of probe is Karen using?

Accepted Answer

A)  direct 
B)  redirect 
C)  rephrasing 
D)  participative 
E)  open-ended 
A)  direct 
B)  redirect 
C)  rephrasing 
D)  participative 
E)  open-ended

Question 20

"Hello Mr.Lucas,Mrs.Jones,one of your colleagues in the accounting department suggested I contact you about our new payroll system." Which of the following statements best captures the nature of this interaction between the salesperson and Mr.Lucas?

Accepted Answer

A)  colleague approach 
B)  "just like you approach" 
C)  referral approach 
D)  acquaintance approach 
E)  a premium relationship approach 
A)  colleague approach 
B)  "just like you approach" 
C)  referral approach 
D)  acquaintance approach 
E)  a premium relationship approach

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

Which of the following would NOT be a technique for using the question approach to opening the sales presentation?

Topics such as the weather or local political topics are recommended as part of "small talk" to aid in building rapport between the salesperson and the prospect.

"May I help you" is a perfect example of a direct question that leads the prospect towards a specific topic.

Which of the following statements about approach techniques and presentation methods is correct?

While planning a sales call,Sheila makes notes on the buyer she's meeting with,confirms her appointment,checks her directions and prepares a list of questions.What is Sheila likely doing?

Which of the following is NOT a suggestion for making a favourable first impression?

Which of the following should be part of an approach checklist?

To better understand the prospect's needs and force the prospect's participation in the interview,the salesperson should use the questioning approach technique.

Which of the following is NOT one of the categories of questions discussed by the text?

Which of the following terms is a relaxation technique discussed in the textbook that has been found to decrease stress levels in salespeople?

Identify and describe the SPIN technique.

Identify and describe the different types of approach techniques.What are some of the variables you would use to determine which of the approach you should take?

"Ms.Flores (handing her the product to examine),I want to leave samples for you,your cosmetic representative,and your best customers,of Revlon's newest addition to our perfume line." What kind of opening statement best captures this interaction between the salesperson and Ms.Flores?

It is often said that "you can only make one first impression." Which of the following guidelines have NOT been recommended in the textbook as best practices in helping a salesperson make a favourable first impression?

Which of the following are NOT appropriate statements associated with using a customer benefit type opening approach?

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

List 5 ways in which you can make a favourable first impression.

Karen sells cars at a local dealership.She notices a potential customer looking carefully at a convertible red sports car.She approaches the potential customer,introduces herself and asks; "What features are you looking for in a sports car?" What kind of probe is Karen using?

"Hello Mr.Lucas,Mrs.Jones,one of your colleagues in the accounting department suggested I contact you about our new payroll system." Which of the following statements best captures the nature of this interaction between the salesperson and Mr.Lucas?

The Life,times,and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, products, technologies

Prospecting : The Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Presentation: Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time,Territory,and Self-Management

Retail, business, services, and Nonprofit Selling

Filters

Exam 8: The Approach: Begin Your Presentation Strategically

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

Which of the following would NOT be a technique for using the question approach to opening the sales presentation?

Topics such as the weather or local political topics are recommended as part of "small talk" to aid in building rapport between the salesperson and the prospect.

"May I help you" is a perfect example of a direct question that leads the prospect towards a specific topic.

Which of the following statements about approach techniques and presentation methods is correct?

While planning a sales call,Sheila makes notes on the buyer she's meeting with,confirms her appointment,checks her directions and prepares a list of questions.What is Sheila likely doing?

Which of the following is NOT a suggestion for making a favourable first impression?

Which of the following should be part of an approach checklist?

To better understand the prospect's needs and force the prospect's participation in the interview,the salesperson should use the questioning approach technique.

Which of the following is NOT one of the categories of questions discussed by the text?

Which of the following terms is a relaxation technique discussed in the textbook that has been found to decrease stress levels in salespeople?

Identify and describe the SPIN technique.

Identify and describe the different types of approach techniques.What are some of the variables you would use to determine which of the approach you should take?

"Ms.Flores (handing her the product to examine),I want to leave samples for you,your cosmetic representative,and your best customers,of Revlon's newest addition to our perfume line." What kind of opening statement best captures this interaction between the salesperson and Ms.Flores?

It is often said that "you can only make one first impression." Which of the following guidelines have NOT been recommended in the textbook as best practices in helping a salesperson make a favourable first impression?

Which of the following are NOT appropriate statements associated with using a customer benefit type opening approach?

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

List 5 ways in which you can make a favourable first impression.

Karen sells cars at a local dealership.She notices a potential customer looking carefully at a convertible red sports car.She approaches the potential customer,introduces herself and asks; "What features are you looking for in a sports car?" What kind of probe is Karen using?

"Hello Mr.Lucas,Mrs.Jones,one of your colleagues in the accounting department suggested I contact you about our new payroll system." Which of the following statements best captures the nature of this interaction between the salesperson and Mr.Lucas?

The Life,times,and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, products, technologies

Prospecting : The Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Presentation: Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time,Territory,and Self-Management

Retail, business, services, and Nonprofit Selling

Filters