Question 1

Give as many suggestions as you can for making a good first impression.

Accepted Answer

Wear suitable and conservative business clothes. Be neat in dress and grooming. Refrain from smoking, chewing gum, or drinking in the prospect's office. Keep an erect posture to project confidence. Leave all unnecessary materials outside the office. If possible, sit down-even asking to if not offered. Be enthusiastic and positive. Smile and do not apologize for taking the prospect's time. Do not imply that you were just passing by or that the call was not planned. Maintain eye contact. Give a firm handshake. Make sure you can pronounce your prospect's name, and any other names of people you are introduced to-use their names in the conversation.

Question 2

A salesperson should use probes to:

Accepted Answer

A)  obtain information from the prospect. 
B)  control the motivation of the prospect. 
C)  maintain one-way communication. 
D)  limit prospect participation. 
E)  create a buyer-seller chain of command. 
A)  obtain information from the prospect. 
B)  control the motivation of the prospect. 
C)  maintain one-way communication. 
D)  limit prospect participation. 
E)  create a buyer-seller chain of command. A

Question 3

When Monty asked the prospect for her order, she responded, "I've listened to your presentation, and I'm still not convinced your brand of paint is superior to the one we currently use. Thanks but no thanks." Monty should use a _____ question to point the prospect back to the areas of the sales presentation when the prospect agreed with his statements.

Accepted Answer

A)  direct 
B)  nondirective 
C)  redirect 
D)  directional 
E)  rephrasing 
A)  direct 
B)  nondirective 
C)  redirect 
D)  directional 
E)  rephrasing C

Question 4

For salespeople, the approach refers to the time when they first see the buyer to when they begin to discuss the product.

Accepted Answer

A) True 
 B)False

Question 5

The three categories into which approach techniques can be grouped are:

Accepted Answer

A)  participative, standard, and benefit. 
B)  compliment, referral, and participative. 
C)  question, participative, and controlled. 
D)  statement, demonstration, and question. 
E)  question, compliment, and benefit. 
A)  participative, standard, and benefit. 
B)  compliment, referral, and participative. 
C)  question, participative, and controlled. 
D)  statement, demonstration, and question. 
E)  question, compliment, and benefit.

Question 6

The shock approach uses a surprising demonstration.

Accepted Answer

A) True 
 B)False

Question 7

Probes help salespeople develop two-way communication with prospects.

Accepted Answer

A) True 
 B)False

Question 8

What is an objective of both the statement and demonstration approach?

Accepted Answer

A)  Capture the prospect's attention 
B)  Remind the prospect of product features 
C)  Determine the prospect's personality type 
D)  Close the sale quickly 
E)  Make a favorable first impression 
A)  Capture the prospect's attention 
B)  Remind the prospect of product features 
C)  Determine the prospect's personality type 
D)  Close the sale quickly 
E)  Make a favorable first impression

Question 9

Which of the following is an example of a problem question that might be used in the SPIN approach?

Accepted Answer

A)  "How many brands of cereal does your convenience store sell?" 
B)  "Has your business outgrown your current facility?" 
C)  "Do you eat out with your family very often?" 
D)  "Do you like to go to NASCAR races?" 
E)  "How many accountants do you employ?" 
A)  "How many brands of cereal does your convenience store sell?" 
B)  "Has your business outgrown your current facility?" 
C)  "Do you eat out with your family very often?" 
D)  "Do you like to go to NASCAR races?" 
E)  "How many accountants do you employ?"

Question 10

According to research, buyer's reaction to the salesperson in the early minutes of the sales presentation is less important than an effective closing.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following would most likely benefit a salesperson?

Accepted Answer

A)  Empathize with the prospect and ask personal questions. 
B)  Use only questions for which you can anticipate the answer. 
C)  Use more open ended questions and less close ended questions. 
D)  Ask a redirecting question when your prospect waits to respond. 
E)  Do not repeat or summarize what the prospect has just said. 
A)  Empathize with the prospect and ask personal questions. 
B)  Use only questions for which you can anticipate the answer. 
C)  Use more open ended questions and less close ended questions. 
D)  Ask a redirecting question when your prospect waits to respond. 
E)  Do not repeat or summarize what the prospect has just said.

Question 12

A prospect responds positively to the need-payoff question in the SPIN approach. What should the salesperson do next?

Accepted Answer

A)  Request a purchase 
B)  Ask direct questions 
C)  Provide statistical data 
D)  Move into a sales presentation 
E)  Ask additional "problem" questions 
A)  Request a purchase 
B)  Ask direct questions 
C)  Provide statistical data 
D)  Move into a sales presentation 
E)  Ask additional "problem" questions

Question 13

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

Accepted Answer

A)  create reciprocity. 
B)  steer clear of any preconceived answers. 
C)  anticipate the answers of the questions. 
D)  remove all distractions from the immediate environment. 
E)  agree to everything the prospect says. 
A)  create reciprocity. 
B)  steer clear of any preconceived answers. 
C)  anticipate the answers of the questions. 
D)  remove all distractions from the immediate environment. 
E)  agree to everything the prospect says.

Question 14

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

Accepted Answer

(1) Customer Benefit Approach: Using thi

Question 15

While using a nondirective question as an approach method, the salesperson should begin the discussion with an open-ended question.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Arvin Hampton begins his approach by saying, "I'm new at selling home safety equipment, so I was wondering if you could tell me the most commonly purchased items?" Hampton is using the _____ approach.

Accepted Answer

A)  curiosity 
B)  product 
C)  showmanship 
D)  premium 
E)  opinion 
A)  curiosity 
B)  product 
C)  showmanship 
D)  premium 
E)  opinion

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Which of the following types of approaches is most likely to be misinterpreted as high-pressure selling?

Accepted Answer

A)  Opinion 
B)  Referral 
C)  Introductory 
D)  Complimentary 
E)  Shock 
A)  Opinion 
B)  Referral 
C)  Introductory 
D)  Complimentary 
E)  Shock

Question 20

Why is it effective to open a presentation with a demonstration? Describe two demonstration methods used by salespeople.

Accepted Answer

Openings that use demonstrations and dra

Give as many suggestions as you can for making a good first impression.

A salesperson should use probes to:

For salespeople, the approach refers to the time when they first see the buyer to when they begin to discuss the product.

The three categories into which approach techniques can be grouped are:

The shock approach uses a surprising demonstration.

Probes help salespeople develop two-way communication with prospects.

What is an objective of both the statement and demonstration approach?

Which of the following is an example of a problem question that might be used in the SPIN approach?

According to research, buyer's reaction to the salesperson in the early minutes of the sales presentation is less important than an effective closing.

Which of the following would most likely benefit a salesperson?

A prospect responds positively to the need-payoff question in the SPIN approach. What should the salesperson do next?

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

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

While using a nondirective question as an approach method, the salesperson should begin the discussion with an open-ended question.

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

Arvin Hampton begins his approach by saying, "I'm new at selling home safety equipment, so I was wondering if you could tell me the most commonly purchased items?" Hampton is using the _____ approach.

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

Which of the following types of approaches is most likely to be misinterpreted as high-pressure selling?

Why is it effective to open a presentation with a demonstration? Describe two demonstration methods used by salespeople.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 10: Begin Your Presentation Strategically

Give as many suggestions as you can for making a good first impression.

A salesperson should use probes to:

For salespeople, the approach refers to the time when they first see the buyer to when they begin to discuss the product.

The three categories into which approach techniques can be grouped are:

The shock approach uses a surprising demonstration.

Probes help salespeople develop two-way communication with prospects.

What is an objective of both the statement and demonstration approach?

Which of the following is an example of a problem question that might be used in the SPIN approach?

According to research, buyer's reaction to the salesperson in the early minutes of the sales presentation is less important than an effective closing.

Which of the following would most likely benefit a salesperson?

A prospect responds positively to the need-payoff question in the SPIN approach. What should the salesperson do next?

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

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

While using a nondirective question as an approach method, the salesperson should begin the discussion with an open-ended question.

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

Arvin Hampton begins his approach by saying, "I'm new at selling home safety equipment, so I was wondering if you could tell me the most commonly purchased items?" Hampton is using the _____ approach.

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

Which of the following types of approaches is most likely to be misinterpreted as high-pressure selling?

Why is it effective to open a presentation with a demonstration? Describe two demonstration methods used by salespeople.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters