Question 1

By using the SPIN approach, salespeople hope to gain a prospect's permission to analyze a problem.

Accepted Answer

A) True 
 B)False

Question 2

An automobile dealer asks a couple visiting the car lot, "Since the birth of the triplets, don't you find it difficult to wedge three car seats and all the baby paraphernalia into your old Toyota?" What type of question is he using?

Accepted Answer

A)  Beneficial 
B)  Implication 
C)  Need 
D)  Strategic 
E)  Product 
A)  Beneficial 
B)  Implication 
C)  Need 
D)  Strategic 
E)  Product

Question 3

Why would a salesperson use probes in an approach?

Accepted Answer

Probes, sometimes called quest

Question 4

For making a favorable first impression, the salesperson should apologize for taking the prospect's time.

Accepted Answer

A) True 
 B)False

Question 5

Demonstration openings are effective because the prospect is encouraged to participate in the discussion with the salesperson.

Accepted Answer

A) True 
 B)False

Question 6

Describe the four statement approaches frequently used by salespeople.

Accepted Answer

Four statement approaches frequently use

Question 7

The showmanship approach involves doing something unusual to catch the prospect's attention and interest.

Accepted Answer

A) True 
 B)False

Question 8

Meaghan asked the florist, "Are the refrigeration costs for your fresh-cut flowers too high?" This is an example of a _____ question.

Accepted Answer

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

Question 9

Austin enters the CEO's office with a small basket of cheese, wine caviar, and other luxury food items for the CEO to enjoy later. What type of an approach is Austin using?

Accepted Answer

A)  Premium 
B)  Curiosity 
C)  Complementary 
D)  Action 
E)  SPIN 
A)  Premium 
B)  Curiosity 
C)  Complementary 
D)  Action 
E)  SPIN

Question 10

Petra Lamar approached her prospect with the following words, "Hello, Dr. Keeler, Willa Fox with the County General Hospital suggested that I contact you concerning our new MRI scanner." What type of approach statement was Petra Lamar using?

Accepted Answer

A)  Introductory 
B)  Referral 
C)  Premium 
D)  Complimentary 
E)  Product 
A)  Introductory 
B)  Referral 
C)  Premium 
D)  Complimentary 
E)  Product

Question 11

The opinion approach challenges a potential buyer's expertise by spouting a memorized pitch.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following statements about approach techniques and presentation methods is most likely true?

Accepted Answer

A)  The benefit technique is used only with the formula sales method. 
B)  The showmanship technique does not always include a demonstration. 
C)  The approach technique should be chosen before the sales presentation method. 
D)  The statement approach technique is effective with any sales presentation method. 
E)  The need-satisfaction sales presentation method should always use the questions approach technique. 
A)  The benefit technique is used only with the formula sales method. 
B)  The showmanship technique does not always include a demonstration. 
C)  The approach technique should be chosen before the sales presentation method. 
D)  The statement approach technique is effective with any sales presentation method. 
E)  The need-satisfaction sales presentation method should always use the questions approach technique.

Question 13

Rubin is making a sales call on McHenry Heating and Air Conditioning tomorrow. This afternoon, he sent a bunch of balloons and a note to the firm's buyer that said, "Did you know tomorrow is your lucky day?" What type of approach is used by Rubin?

Accepted Answer

A)  Curiosity 
B)  Product 
C)  Opinion 
D)  SPIN 
E)  Customer benefit 
A)  Curiosity 
B)  Product 
C)  Opinion 
D)  SPIN 
E)  Customer benefit

Question 14

A salesperson walked into the wholesale floral center and said, "Ms. Ruiz, in my job I visit a lot of nurseries, and I believe you grow the most beautiful flowers I have ever seen." This is an example of the _____ approach.

Accepted Answer

A)  introductory 
B)  complimentary 
C)  referral 
D)  demonstration 
E)  product 
A)  introductory 
B)  complimentary 
C)  referral 
D)  demonstration 
E)  product

Question 15

The opinion approach is recommended for new salespeople.

Accepted Answer

A) True 
 B)False

Question 16

A salesman opens his presentation by saying "Hi, Mr. Johnson. I am Grover Forbes from Pearson Chemicals." The salesman is using the showmanship approach.

Accepted Answer

A) True 
 B)False

Question 17

Why would a salesperson use an opinion approach?

Accepted Answer

The opinion approach is especially good

Question 18

The beginning of the sales presentation is called the preapproach.

Accepted Answer

A) True 
 B)False

Question 19

According to the Golden Rule of Selling, salespeople should begin their sales presentation knowing the key customer benefits that will be discussed.

Accepted Answer

A) True 
 B)False

Question 20

The _____ approach is considered weak because it fails to capture the prospect's attention and interest.

Accepted Answer

A)  referral 
B)  introductory 
C)  premium 
D)  complimentary 
E)  product 
A)  referral 
B)  introductory 
C)  premium 
D)  complimentary 
E)  product

By using the SPIN approach, salespeople hope to gain a prospect's permission to analyze a problem.

An automobile dealer asks a couple visiting the car lot, "Since the birth of the triplets, don't you find it difficult to wedge three car seats and all the baby paraphernalia into your old Toyota?" What type of question is he using?

Why would a salesperson use probes in an approach?

For making a favorable first impression, the salesperson should apologize for taking the prospect's time.

Demonstration openings are effective because the prospect is encouraged to participate in the discussion with the salesperson.

Describe the four statement approaches frequently used by salespeople.

The showmanship approach involves doing something unusual to catch the prospect's attention and interest.

Meaghan asked the florist, "Are the refrigeration costs for your fresh-cut flowers too high?" This is an example of a _____ question.

Austin enters the CEO's office with a small basket of cheese, wine caviar, and other luxury food items for the CEO to enjoy later. What type of an approach is Austin using?

Petra Lamar approached her prospect with the following words, "Hello, Dr. Keeler, Willa Fox with the County General Hospital suggested that I contact you concerning our new MRI scanner." What type of approach statement was Petra Lamar using?

The opinion approach challenges a potential buyer's expertise by spouting a memorized pitch.

Which of the following statements about approach techniques and presentation methods is most likely true?

Rubin is making a sales call on McHenry Heating and Air Conditioning tomorrow. This afternoon, he sent a bunch of balloons and a note to the firm's buyer that said, "Did you know tomorrow is your lucky day?" What type of approach is used by Rubin?

A salesperson walked into the wholesale floral center and said, "Ms. Ruiz, in my job I visit a lot of nurseries, and I believe you grow the most beautiful flowers I have ever seen." This is an example of the _____ approach.

The opinion approach is recommended for new salespeople.

A salesman opens his presentation by saying "Hi, Mr. Johnson. I am Grover Forbes from Pearson Chemicals." The salesman is using the showmanship approach.

Why would a salesperson use an opinion approach?

The beginning of the sales presentation is called the preapproach.

According to the Golden Rule of Selling, salespeople should begin their sales presentation knowing the key customer benefits that will be discussed.

The _____ approach is considered weak because it fails to capture the prospect's attention and interest.

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

By using the SPIN approach, salespeople hope to gain a prospect's permission to analyze a problem.

An automobile dealer asks a couple visiting the car lot, "Since the birth of the triplets, don't you find it difficult to wedge three car seats and all the baby paraphernalia into your old Toyota?" What type of question is he using?

Why would a salesperson use probes in an approach?

For making a favorable first impression, the salesperson should apologize for taking the prospect's time.

Demonstration openings are effective because the prospect is encouraged to participate in the discussion with the salesperson.

Describe the four statement approaches frequently used by salespeople.

The showmanship approach involves doing something unusual to catch the prospect's attention and interest.

Meaghan asked the florist, "Are the refrigeration costs for your fresh-cut flowers too high?" This is an example of a _____ question.

Austin enters the CEO's office with a small basket of cheese, wine caviar, and other luxury food items for the CEO to enjoy later. What type of an approach is Austin using?

Petra Lamar approached her prospect with the following words, "Hello, Dr. Keeler, Willa Fox with the County General Hospital suggested that I contact you concerning our new MRI scanner." What type of approach statement was Petra Lamar using?

The opinion approach challenges a potential buyer's expertise by spouting a memorized pitch.

Which of the following statements about approach techniques and presentation methods is most likely true?

Rubin is making a sales call on McHenry Heating and Air Conditioning tomorrow. This afternoon, he sent a bunch of balloons and a note to the firm's buyer that said, "Did you know tomorrow is your lucky day?" What type of approach is used by Rubin?

A salesperson walked into the wholesale floral center and said, "Ms. Ruiz, in my job I visit a lot of nurseries, and I believe you grow the most beautiful flowers I have ever seen." This is an example of the _____ approach.

The opinion approach is recommended for new salespeople.

A salesman opens his presentation by saying "Hi, Mr. Johnson. I am Grover Forbes from Pearson Chemicals." The salesman is using the showmanship approach.

Why would a salesperson use an opinion approach?

The beginning of the sales presentation is called the preapproach.

According to the Golden Rule of Selling, salespeople should begin their sales presentation knowing the key customer benefits that will be discussed.

The _____ approach is considered weak because it fails to capture the prospect's attention and interest.

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