Exam 8: The Approach: Begin Your Presentation Strategically

The textbook offers several practical tips that salespersons should keep in mind when selling in a multicultural settings or internationally.Which of the following is NOT one of those tips?

(Multiple Choice)

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Question 21

Which of the following questions are examples of a direct question?

(Multiple Choice)

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Question 22

You have been asked to describe "creative imagery" as a stress reduction technique.Which of the following is NOT likely to be part of your descriptive?

(Multiple Choice)

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Question 23

Which of the following types of opening statements is the most common and least powerful way to begin a sales presentation?

(Multiple Choice)

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Question 24

Francois,a sales representative for an accounting software service provider will be making a sales call on Martin,Smith and Dhillon Ltd a local accounting firm.He will be meeting the procurement officer in the next couple of days to demonstrate the value added his product line provides.The day before the meeting,he had a bunch of balloons and a note that said,"Friday will be your lucky day," sent to accounting firm's procurement officer.What kind of approach is Francois using?

(Multiple Choice)

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Question 25

"Mrs.Kamel,would you be interested in seeing our new line of photocopiers which I feel may save your company $25,000 per year in printing costs?" What kind of approach is this question an example of?

(Multiple Choice)

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Question 26

The salesperson walked into the wholesale floral centre and said,"Ms.Allyn,in my job I visit a lot of nurseries,and I believe you grow the most beautiful flowers I have ever seen." Which kind of opening statement best describes this interaction?

(Multiple Choice)

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Question 27

Which of these statements about the customer benefit approach is NOT true?

(Multiple Choice)

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Question 28

Which of the following guidelines is one of the basic rules given in the text for using questions?

(Multiple Choice)

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Question 29

A salesperson should always be prepared to change any part of her sales presentation to meet the particular characteristics of a specific selling situation.

(True/False)

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Question 30

Sergi began his sales presentation by saying,"I'm new at selling safety equipment,so I was wondering if you could tell me what you believe are the attributes of our product that helps you be our number one re-seller." What kind of approach is Sergi using with his customer?

(Multiple Choice)

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Question 31

Which of the following questions would you classify as being "needs analysis" focused?

(Multiple Choice)

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Question 32

Which of the following statements about direct questions is true?

(Multiple Choice)

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Question 33

Which of the following is an example of some of the benefits of using probing techniques by sales professionals?

(Multiple Choice)

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Question 34

The objective of the questions approach technique is to:

(Multiple Choice)

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Question 35

What kind of opening question must be designed so as to provide the salesperson with the opportunity to anticipate the prospect's response?

(Multiple Choice)

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Question 36

Approach techniques can be grouped into three general categories.What are those three categories?

(Multiple Choice)

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Question 37

Under which of the four types of questions under the SPIN approach would you include the following question; "how many photocopies do you make in an average week?"

(Multiple Choice)

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Question 38

"So,what you are saying is that at the end of the day,low maintenance costs are the most important feature in determining your buying decision - correct?" What kind of question is this an example of?

(Multiple Choice)

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(36)

Question 39

The primary reason salespeople use questions in their approach is to get the attention and interest of the prospect.

(True/False)

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Question 40

Showing 21 - 40 of 72

The textbook offers several practical tips that salespersons should keep in mind when selling in a multicultural settings or internationally.Which of the following is NOT one of those tips?

Which of the following questions are examples of a direct question?

You have been asked to describe "creative imagery" as a stress reduction technique.Which of the following is NOT likely to be part of your descriptive?

Which of the following types of opening statements is the most common and least powerful way to begin a sales presentation?

"Mrs.Kamel,would you be interested in seeing our new line of photocopiers which I feel may save your company $25,000 per year in printing costs?" What kind of approach is this question an example of?

The salesperson walked into the wholesale floral centre and said,"Ms.Allyn,in my job I visit a lot of nurseries,and I believe you grow the most beautiful flowers I have ever seen." Which kind of opening statement best describes this interaction?

Which of these statements about the customer benefit approach is NOT true?

Which of the following guidelines is one of the basic rules given in the text for using questions?

A salesperson should always be prepared to change any part of her sales presentation to meet the particular characteristics of a specific selling situation.

Sergi began his sales presentation by saying,"I'm new at selling safety equipment,so I was wondering if you could tell me what you believe are the attributes of our product that helps you be our number one re-seller." What kind of approach is Sergi using with his customer?

Which of the following questions would you classify as being "needs analysis" focused?

Which of the following statements about direct questions is true?

Which of the following is an example of some of the benefits of using probing techniques by sales professionals?

The objective of the questions approach technique is to:

What kind of opening question must be designed so as to provide the salesperson with the opportunity to anticipate the prospect's response?

Approach techniques can be grouped into three general categories.What are those three categories?

Under which of the four types of questions under the SPIN approach would you include the following question; "how many photocopies do you make in an average week?"

"So,what you are saying is that at the end of the day,low maintenance costs are the most important feature in determining your buying decision - correct?" What kind of question is this an example of?

The primary reason salespeople use questions in their approach is to get the attention and interest of the prospect.

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

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