Deck 9: Begin Your Presentation Strategically

Question 1

The premium approach involves giving a prospect significant discounts when bulk purchases are made.

Answer 1

False

Question 2

Sales approach refers to the time from when salespeople first see the buyer to when they finish discussing the product.

Answer 2

False

Question 3

Some research suggests that we are not consciously aware of the vast majority of our decisions (90 percent or more).

Answer 3

True

Question 4

The first part of most sales calls is spent with small talk about the weather or sports for the purpose of building rapport.

Question 5

Technology can be a wonderful way to creatively and professionally begin a sales presentation and enhance a demonstration.

Question 6

A prospect's initial impression about a salesperson is primarily based on the salesperson's appearance and attitude.

Question 7

Creative imagery is a method used by salespeople to build rapport with prospects.

Question 8

First impressions are often related to a research term, thin-slice judgments. This means that our decisions or judgments about someone or something occur after a detailed cognitive processing.

Question 9

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

Question 10

Because customers are automatically and quickly judging the salesperson, the first seconds and minutes of a sales interaction matter.

Question 11

The need-satisfaction and problem-solution sales presentation methods should always use the questioning approach technique.

Question 12

According to the text, a salesperson should apologize to the prospect for taking his time.

Question 13

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

Question 14

Using questions and statements in a sales approach is possible with any of the four presentation methods mentioned in the text.

Question 15

If you are not aware of the corporate culture, wear business clothes that are suitable and fairly conservative. Rarely will a prospect perceive you negatively if you are overdressed.

Question 16

A salesperson using the product approach would hand a product to the prospect and ask, "What do you think about the new design?"

Question 17

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

Question 18

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

Question 19

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

Question 20

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

Question 21

The need-payoff question of the SPIN approach must always be asked last.

Question 22

A salesperson using the SPIN approach should regularly mention the product.

Question 23

The first question to ask a prospect when using the SPIN approach is referred to as the strategic question.

Question 24

Questions are a commonly used opener by salespeople because questions facilitate a discussion with the prospect.

Question 25

A customer benefit approach statement is useful when a salesperson already understands the prospect's critical needs.

Question 26

Probes help salespeople develop two-way communication with prospects.

Question 27

In the customer benefit approach, the salesperson offers a gift or sample to the prospect.

Question 28

When asking a question, the salesperson should know or anticipate the answer for the question.

Question 29

The showmanship approach involves the use of demonstrations in opening presentations.

Question 30

A salesperson who overcomes a prospect's indifference early in a sales call has a greater chance of making a sale.

Question 31

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

Question 32

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

Question 33

The opinion approach is recommended for new salespeople.

Question 34

By using the SPIN approach, salespeople hope to receive the prospect's approval for analyzing a problem.

Question 35

After asking a prospect a question, a salesperson should remain silent and wait for an answer.

Question 36

The SPIN approach uses a series of four types of questions.

Question 37

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.

Question 38

Direct questions are usually answered in a few sentences, and they provide salespeople with useful details about prospects.

Question 39

When using a nondirective question as an approach method, the salesperson should begin by asking the prospect a closed-ended question.

Question 40

The shock approach uses a surprising demonstration.

Question 41

Within psychology, first impressions are often related to a research term, thin-slice judgments. This means that,

A) our judgments about buying decisions never occur automatically.
B) customers do not judge the salesperson quickly.
C) we are consciously aware of our decisions (90 percent or more).
D) we are actually processing information quite slowly.
E) our decisions or judgments about someone or something occur automatically.

Question 42

Which of the following is NOT a recommended rapport topic for first meetings with prospects?

A) Ask about their interests (hobbies, sports, activities, etc.)
B) Ask about work history
C) Ask for perceptions about a business topic or trend
D) Ask about the activities over a period of time (vacation, previous weekend, etc.)
E) Ask about the buyer's progress on his or her objectives or responsibilities

Question 43

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

A) Capturing the prospect's attention
B) Identifying the main competition
C) Determining the prospect's personality type
D) Closing the sale as quickly as possible
E) Discussing product features and benefits

Question 44

A relaxation and concentration technique called ________ helps many salespeople to cope with stress.

A) stress-relief exercising
B) creative imagery
C) anxiety transference
D) success imaging
E) positive emoting

Question 45

Which of the following is the most suitable rapport topic for ongoing meetings with prospects?

A) Ask about their interests (hobbies, sports, activities, etc.)
B) Ask about work history
C) Ask for perceptions about a business topic or trend
D) Ask about the progress on a project that the buyer previously shared with you.
E) Ask about the activities over a period of time (vacation, previous weekend, etc.)

Question 46

During the approach, a salesperson following Core Principles should:

A) implement creative imagery.
B) use the showmanship approach.
C) eliminate distractions for the prospect.
D) focus on the needs of the prospect.
E) ask the prospect direct questions.

Question 47

For salespeople, ________ refers to the time from when the salesperson first sees the buyer to when they begin to discuss the product.

A) the approach
B) the preapproach
C) data mining
D) qualifying
E) leading

Question 48

Which of the following is an approach technique that involves asking questions?

A) Complimentary
B) Premium
C) Showmanship
D) Product
E) Curiosity

Question 49

Which of the following approaches is NOT commonly used with need-satisfaction sales presentations?

A) Curiosity
B) Shock
C) Showmanship
D) Customer Benefit
E) Opinion

Question 50

What should a salesperson do if the prospect's name is unusual and difficult to spell?

A) Ask the prospect for the correct spelling
B) Reduce the usage of the name in the conversation
C) Pronounce the name in the way it is comfortable
D) Spell the name phonetically
E) Use the most common spelling

Question 51

All of the following are statement approach techniques EXCEPT:

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

Question 52

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

A) dressing conservatively for sales calls and presentations.
B) expressing a sincere desire to solve the buyer's problem.
C) ignoring sales presentation interruptions.
D) being on time for your appointments.
E) maintaining eye contact with the prospect.

Question 53

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

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 54

Which statement related to the use of technology during demonstration is NOT true?

A) Technology use may make it difficult to capture the prospect's attention
B) If technology can be incorporated into a demonstration approach, it can be a powerful attention-grabber
C) Technology can be a wonderful way to creatively and professionally begin a sales presentation
D) Use of technology can enhance a demonstration
E) Sounds, visuals, and touch cause the prospect's mind to instantly focus on the salesperson's words and actions.

Question 55

A prospect will most likely listen to the salesperson if the salesperson:

A) works for a reputable company.
B) exhibits marketing and sales experience.
C) requests many appointments with the prospect.
D) shows that a product will benefit the prospect.
E) displays a well-groomed and pleasant appearance.

Question 56

Approach techniques can be grouped into three general categories. These three categories are:

A) Participative, standard and benefit
B) Compliment, referral and participative
C) Probe, parry and thrust
D) Statement, demonstration and question
E) Question, compliment and benefit

Question 57

Which of the following is NOT a recommended guideline for making favorable first impressions on a prospective buyer?

A) Refrain from smoking in the prospect's office
B) Learn how to pronounce the prospect's name
C) Keep an erect posture, but if possible, sit down
D) Wear fairly conservative clothing
E) Apologize for taking the prospect's time

Question 58

Creative imagery is a(n):

A) sales presentation method.
B) tool for improving approaches.
C) method for handling stress.
D) type of marketing tool.
E) prospecting technique.

Question 59

Which of the following is an example of a question that a salesperson might and as part of using creative imagery?

A) "Would this prospect be interested in saving money?"
B) "Does the prospect have the money to buy from me?"
C) "Does the prospect have the desire to buy the product?"
D) "What are the chances that the prospect will ask a question I can't answer?"
E) "How much of a discount needs to be given for me to make this sale today?"

Question 60

Which of the following is an example of a demonstration technique?

A) Curiosity approach
B) Shock approach
C) Premium approach
D) Product approach
E) Complimentary approach

Question 61

In the ________ approach, the salesperson gives a prospect a free sample or gift.

A) complimentary
B) premium
C) souvenir
D) customer benefit
E) gift

Question 62

Dixie Chopper is advertised as the world's fastest lawn mower. When the Dixie Chopper salesperson approached Keith Oxley, owner of Oxley Landscaping, he said, "Bill Mason told me that you're an impatient man and that I ought to show you my product." What type of approach statement was the Dixie Chopper salesperson using?

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

Question 63

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) Referral
B) Premium
C) Complimentary
D) Showmanship
E) Product

Question 64

To illustrate how fire-retardant his company's children clothing was, the salesperson took a pair of toddler-sized pajamas, placed them in the department store buyer's trashcan and set them on fire. Unfortunately, the buyer's plastic trashcan was not fire-resistant. The resulting fire damaged the buyer's carpeting and desk. This explains:

A) why the curiosity approach should not be used except on rare occasions.
B) how the showmanship approach can be inappropriate or fail.
C) why question approaches are used with such frequency.
D) why pre-approaches are important to sales success.
E) why customer benefit approaches are complex.

Question 65

The ________ approach is considered weak because it fails to grab the attention of a prospect.

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

Question 66

Ed Curtiss is a sales representative with a small electronics firm. Ed's employer has made significant design changes to its top-selling scientific calculator. Ed has a meeting with the superintendent of a large, urban school district and hopes to make a large sale of the calculators, which would be suitable for high school math students. The ________ approach would most likely be effective for Ed.

A) customer benefit
B) showmanship
C) product
D) referral
E) introductory

Question 67

Sheryl Madison is a salesperson working for Vanilla Dream, a patisserie. During a sales call, she walks into a restaurant manager's office, places a couple of specialty mini cakes at his table and says nothing as she waits for the manager to taste the cakes and comment on her product. Which of the following approaches has Sheryl used?

A) Premium approach
B) Introductory approach
C) Product approach
D) Complimentary approach
E) Customer benefit approach

Question 68

The product approach works best with:

A) brand name items.
B) generic products.
C) straight rebuy situations.
D) high-tech business products.
E) products that are new and unique.

Question 69

Sid Tucker is a salesperson working for Shades, a cosmetic company. He offers a small basket filled with complimentary products from Shades' new line of winter makeup to the manager of a large department store. Identify the type of approach used by Tucker.

A) Premium approach
B) Introductory approach
C) Product approach
D) Complimentary approach
E) Customer benefit approach

Question 70

Ashana Vogel, a book salesperson, approaches a prospect with the following words, "Hello, Dr. Stein-your colleague Josh Stockard suggested I contact you concerning our new accounting workbooks." What type of approach is Ashana using?

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

Question 71

Which of the following statement is most likely true about the question approach?

A) The usage of questions in the presentation reduces prospect participation.
B) The questioning approach is ineffective with the problem-solution presentation.
C) Some question should be phrased as direct negative-no types to solicit brief responses.
D) Using questions as openers is an effective but infrequently used approach method.
E) Spontaneous questions are more effective than pre planned questions.

Question 72

Which of the following is an example of the introductory approach?

A) "Mr. Lawrence, you certainly sell a lot of perennials to landscaping companies."
B) "Good afternoon, your company needs a secure local area network."
C) "Hello, Mr. Ariana at Country Stay Inn told me that you might be interested in my company's new line of mildew-proof shower curtains."
D) "Here, Ms. Li, try one of my company's throat lozenges."
E) "Hello, my name is Lisa G. Smith, and I represent Wilson Computers."

Question 73

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

A) It helps to create a selling environment
B) It helps capture the attention of the prospect
C) It is used to stimulate the prospect's interest
D) It can be used to uncover the prospect's needs
E) It provides a transition into the sales presentation

Question 74

Jack Dane, an insurance salesperson, approaches a prospect with the words, "Hello Mr. Dean, your brother suggested I contact you concerning our new life policies." What type of approach statement is Jack Dane using?

A) Referral approach
B) Introductory approach
C) Multi-question approach
D) Complimentary approach
E) Customer benefit approach

Question 75

The ________ approach involves mentioning the name of a person known to both the buyer and seller.

A) curiosity
B) question
C) referral
D) demonstration
E) introductory

Question 76

Gillian likes to introduce the fat-free chocolate her company has just begun to manufacture by giving retail store managers a small sample bar to take home and try. Gillian is using the ________ approach.

A) demonstration
B) product
C) showmanship
D) customer benefit
E) premium

Question 77

A salesperson walks into a patisserie and says to the proprietor," Ms Kylie, your pastries are delicious. I have never tasted any better in my whole career." This is an example of a(n):

A) opinion approach.
B) introductory approach.
C) multi-question approach.
D) complimentary approach.
E) customer benefit approach.

Question 78

When the salesperson for Cloud Nine walked into the office of the department store buyer, she laid a sample of the company's newest line of hand-blown glass candleholders in front of the buyer and said nothing as she waited for the buyer to comment on the candleholder. The Cloud Nine salesperson has used the ________ approach.

A) showmanship
B) silent benefit
C) shock
D) product
E) curiosity

Question 79

Ashana Vogel, a book salesperson, approaches a prospect with the following words, "Hello, Dr. Stein-your colleague Josh Stockard suggested I contact you concerning our new accounting workbooks." Which of the following would reduce the effectiveness of this approach?

A) Dr. Stein lacks respect for Josh Stockard.
B) Dr. Stein dislikes the AIDA approach.
C) Vogel employs a SPIN approach.
D) Vogel is unable to develop a FAB presentation.
E) Dr. Stein is already acquainted with Vogel.

Question 80

A salesperson enters a wholesale floral center and says, "Ms. Wong, 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.

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