Exam 8: The Approach: Begin Your Presentation Strategically

Another term that a salesperson might use for a question is a probe.However,probes should only be used when the salesperson knows the answer to the question being proposed.

How do salespeople earn the right to have a prospect's attention?

Which of the following should a salesperson consider when using questions in a sales presentation?

Which of the following is NOT an example of a question that a salesperson might ask as part of using creative imagery?

An example of an opening statement approach would be to highlight the cost savings associated with developing a long term relationship with your company.

Professional salespeople using the premium approach tend to only show the product to the prospect when he/she is sure a sale will happen.

Which of the following statements may earn the salesperson the right to the prospect's time and attention?

The situation you face determines which approach technique you should use to begin your sales presentation to a client.Often,many situational variables impact the situation you will face.Which of the following is NOT a common situational variable identified in the textbook?

Manny walked into the office of the buyer for a large discount store and placed a small box of what appeared to be multicoloured rocks about the size of an Oreo cookie on her desk.Then Manny sat down and waited for the prospect to make some kind of comment about what he had put on her desk.What kind of demonstration opening is Manny using?

Dani likes to introduce the 100 percent organic fruit juice her company has just begun to manufacture by giving retail store managers a small sample bottle to take home and try.What kind of opening statement is Dani using in this statement?

Identify three different types of opening statements and provide an example of each?

SPIN isan acronym describing a sequential questioning approach used by salespeople.It involves four different types of questions asked in a particular order.Which of the following is not one of those sequential steps?

First impressions are often overrated and play no role in supporting your ability to increase sales for your company.

"One of your colleagues at Kwantlen Polytechnic University suggested I contact you about our advanced interactive sales simulators." What type of approach statement is being used in this statement?

Knowing his prospect would be concerned about the possibility of contamination of the foods he was processing with his packing equipment,Luca opened by saying,"Did you know that 2 deaths in Canada last year were attributed to toxic lubricants in food processing equipment.To prove to you the conveyer belt lubricant I'm offering you is non-toxic,I'm going to eat a spoon-full right now." With that,Luca opened the can of grease in front of him and began eating.What approach was Luca using?

What type of question is designed to elicit a "yes" or "no" response from a prospect?

When a salesperson uses questions in his/her sales presentation,he/she should only ask questions that he/she can anticipate the answer to.

A salesperson for a security company walks into a prospect's office and says; "Did you know that according to a recent RCMP study,10 percent of your employees have stolen something tangible from your company?" What kind of opening question approach is the salesperson using?

If you walk into your prospect's office and she says "I'm sorry,but there is no use in us talking.I'm satisfied with my current suppliers.Thanks for coming by." What kind of question would you use to potentially change this negative scenario?

John is very much interested in learning more about the prospect's business and asks several questions designed to provide John with insights about the prospect's business opportunities and challenges.Which of the following develops two-way communication and increases the prospect's participation?