Deck 9: Begin Your Presentation Strategically

Question 1

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

Answer 1

True

Question 2

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

Answer 2

True

Question 3

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

Answer 3

False

Question 4

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

Question 5

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

Question 6

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

Question 7

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

Question 8

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

Question 9

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

Question 10

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

Question 11

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

Question 12

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

Question 13

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

Question 14

The opinion approach is recommended for new salespeople.

Question 15

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

Question 16

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

Question 17

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

Question 18

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

Question 19

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

Question 20

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

Question 21

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

Question 22

During the approach,a Golden Rule salesperson 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 23

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 24

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

Question 25

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 26

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 27

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

Question 28

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

Question 29

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 30

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

Question 31

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 pre-approach
C)data mining
D)qualifying
E)leading

Question 32

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

Question 33

The shock approach uses a surprising demonstration.

Question 34

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

Question 35

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

Question 36

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

Question 37

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

Question 38

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

Question 39

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

Question 40

Probes help salespeople develop two-way communication with prospects.

Question 41

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 42

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 43

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

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

Question 44

All of the following are statement approach techniques EXCEPT:

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

Question 45

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 46

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 47

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 48

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 49

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 50

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 51

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

Question 52

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 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

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 55

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 56

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 57

Which of the following is an example of a question that a salesperson might 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 58

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 59

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 60

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 61

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 62

Frank is a salesman of Richard Laundry Equipment.He wants to give a presentation to a five star hotel for setting up an in-house laundry system.The hotel manager sent Frank the hotel's requirements and space constraints for a laundry system.Frank prepared a layout which suited the hotel's requirements.Frank has to select an approach for his allotted ten minute presentation.What advice can you give to Frank?

A)Use the curiosity approach to generate interest.
B)Open with a demonstration to convince the prospect.
C)Use customer benefit statements due to the time allotment.
D)Use the product approach to make the prospect aware of discounts.
E)Open with the premium approach as the prospect is a five star hotel.

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

Mariah begins her sales presentation by saying,"I'm new at selling safety equipment,so I am wondering if you can tell me the most commonly purchased items." Mariah is using the _____ approach.

A)curiosity
B)low-profile
C)FAB
D)customer knowledge
E)opinion

Question 65

Jackson is making a sales call on Oceanic Enterprises tomorrow.This afternoon,he sent a box of chocolates to the firm's purchasing manager with a note that said,"Tomorrow is your lucky day." What kind of approach was Jackson using?

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

Question 66

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 67

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 68

Diane sells organic garden products and is calling on the manager of a botanical garden.Upon arriving at the manager's office,Diane says,"Do you know why I can't compliment the roses that I saw lining the driveway as I drove up?" What kind of approach is Diane using?

A)SPIN
B)Curiosity
C)Product
D)Complimentary
E)Demonstration

Question 69

The customer benefit approach is most useful when the salesperson:

A)knows the prospect's critical needs.
B)calls on a new,unfamiliar prospect.
C)develops a lengthy sales presentation.
D)sells a complex,technical product.
E)sells newly redesigned products.

Question 70

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

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

Question 71

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 72

"Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the young couple planning their honeymoon trip to Europe.What kind of an approach was the travel agent using?

A)Product
B)Customer benefit
C)Premium
D)Demonstration
E)Complimentary

Question 73

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 74

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 75

The equipment salesperson asked the professional landscaper,"Did you know the RedMax brand backpack blower can save you time and money as it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?

A)Product
B)Customer benefit
C)Premium
D)Demonstration
E)Complimentary

Question 76

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 77

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 78

A salesperson asks a bookstore owner,"Do you know why students who use our test preparation books increase their SAT scores?" What approach is being used?

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

Question 79

Which of the following statements about the customer benefit approach is true?

A)The salesperson should never ask a question that implies the product's benefit to the prospect.
B)The salesperson should formulate questions carefully and anticipate the prospect's response.
C)The salesperson should consider using a question instead of a benefit approach if the prospect's needs are known.
D)The salesperson should not use the customer's response as a reference point later in the presentation.
E)The customer benefit approach is such a weak opening that it usually must be used in conjunction with another approach.

Question 80

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