Exam 10: Begin Your Presentation Strategically

The primary purpose of asking a rephrasing question is to:

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

To illustrate the benefits of the Dixie Chopper brand lawn mowers to professional landscapers, the salesperson asks prospects to participate in a mowing race. Even if the competing mower has a wider cutting area, the Dixie Chopper always wins because it is the only lawn mower that can travel fifteen miles per hour. What approach does the Dixie Chopper salesperson use?

A direct negative-no question is highly effective for creating interest with prospects.

The situation question used in the SPIN approach must always be asked last.

If a salesperson for a security company were to walk into a prospect's office and say, "According to a recent FBI study, 10 percent of your employees have stolen something tangible from your company," she would be using the _____ approach.

A salesperson asks the prospect," What do you think about our new line of products?" Which approach is being used?

Which of the following questions is an example of a direct question?

All of the following are benefits of the opinion approach EXCEPT:

The complimentary approach is the most common and the least powerful because it does little to capture the prospect's attention and interest.

The introductory approach involves distributing free samples and novelty items.

The last part of most sales calls is "small talk" which aids in building rapport between the salesperson and the prospect.

A salesperson is using the SPIN approach. The prospect states a specific need after the salesperson asks the problem question. The salesperson should move directly into the presentation.

A salesperson asks a prospect, "Who will be the primary user for the camera?" The salesperson is using a direct question.

The customer benefit approach begins with a question that implies the product will help the prospect.

Which of the following is a stage in the selling process during which a salesperson meets, greets, and establishes rapport with the prospect?

According to the text, as a salesperson, you will most likely earn the right to a prospect's time and serious attention by:

In general, using statements or demonstrations in the approach is more effective than asking a prospect questions.

The demonstration approach is appropriate for door-to-door salespeople who use the memorized sales presentation method.

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