Exam 8: The Approach: Begin Your Presentation Strategically

The SPIN approach is really nothing more than a needs analysis tool.

"You're saying that automobile quality and service are less important to you than price?" What kind of question is this an example of?

What are the three rules for using questions in your sales approach identified in the textbook?

The opinion approach is especially effective for a new salesperson.

The salesperson was trying to use the curiosity approach when she entered the office of the hospital purchasing department wearing a surgical mask and gown and asked if they were worried about catching a life-threatening disease.

You want to start a needs analysis process with a prospect and find the prospect resists your attempts by telling you the following: "look,this simply just takes up time I do not have!" What would you do?

Which of the following objectives is unique to the questions approach technique?

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

Which of the following are good practices when creating a social media profile?

Which opening statement approach is so weak that it usually must be used in conjunction with another approach?

The SPIN approach uses a series of four categories of questions which must be used in an exact order.In fact,professional sales people never deviate from asking the SPIN questions in the same order.

"Mrs.Smith,I absolutely love the way you've redecorated your store and understand that it has led to an increase in your sales-congratulations!" What kind of opening statement best captures the essence of this scenario?