Question 1

You have decided to open your sales presentation with either a demonstration or a statement. List the three basic objectives you should hope to accomplish with either of these techniques.

Accepted Answer

The three basic objectives associated wi...

Question 2

When Morris asked the prospect for her order, she responded, "I've listened to your presentation and I am still not convinced your brand of paint is superior to the one we currently use. Thanks, but no thanks." Morris 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)   rephrasing
D)   directional
E)   redirect

Question 3

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

Accepted Answer

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

Question 4

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?

Accepted Answer

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

Question 5

During the approach, a salesperson following Core Principles should:

Accepted Answer

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 6

List the four basic categories of questions that are effectively used in the sales approach.

Accepted Answer

The basic categories in questi...

Question 7

The primary purpose of asking a rephrasing question is to:

Accepted Answer

A)   probe for the prospect's objections.
B)   identify the prospect's concern.
C)   encourage free discussion.
D)   clarify the prospect's meaning.
E)   emphasize an area of agreement.

Question 8

Which of the following is the best example of a nondirective question?

Accepted Answer

A)   "Do you prefer the napkins to be 100 percent cotton or a cotton-polyester blend?"
B)   "Did I understand you to say that your family has never taken a vacation?"
C)   "Would you agree that the Lexus is one of the best cars on the road today?"
D)   "What features are you interested in adding to your swimming pool?"
E)   "Will you want your new refrigerator delivered Monday or Tuesday?"

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A) True 
 B)False  False

Question 11

"You're saying that automobile quality and service are less important to you than price?" is an example of what category of question?

Accepted Answer

A)   Direct
B)   Rephrasing
C)   Redirect
D)   Nondirective
E)   Product-specific

Question 12

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.

Accepted Answer

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

Question 13

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

Accepted Answer

A)   revealing unexplored product opportunities.
B)   helping new salespeople to engage prospects.
C)   using technology to show product applications.
D)   encouraging prospects to discuss their needs.
E)   showing appreciation for a prospect's expertise.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

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 16

To sell her weather-resistance wicker furniture, Melanie would ask a prospect to accompany her outside and pour a five-gallon bucket of water on a chair. After a few minutes of rapport-building conversation, Melanie would sit in the chair, then stand up and casually remark, "You probably think I've gotten all wet?" Instead of being wet, Melanie and the chair would be dry because of the water-repellant used in manufacturing. What kind of approach did Melanie use?

Accepted Answer

Melanie wa...

Question 17

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

Accepted Answer

A)   "Does your computer seem really slow when compared to the one your neighbor owns?"
B)   "Are you happy with how your present oven prepares your food?"
C)   "How many children under the age of ten live in your apartment building?"
D)   "Have your secretaries ever complained about the speed of your copy machine?"
E)   "What was your first reaction when your son was diagnosed with asthma?"

Question 18

When using questions in the selling process, a salesperson should most likely:

Accepted Answer

A)   use primarily direct questions.
B)   be assertive, forceful, and positive.
C)   be able to anticipate the answers.
D)   concentrate on a product's advantages.
E)   accept that most prospects expect discounts. C

Question 19

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

Accepted Answer

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

Question 20

The opinion approach is recommended for new salespeople.

Accepted Answer

A) True 
 B)False

Exam 9: Begin Your Presentation Strategically

You have decided to open your sales presentation with either a demonstration or a statement. List the three basic objectives you should hope to accomplish with either of these techniques.

Correct Answer
verified
The three basic objectives associated wi...
View Answer

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

During the approach, a salesperson following Core Principles should:

Correct Answer
verified

List the four basic categories of questions that are effectively used in the sales approach.

Correct Answer
verified
The basic categories in questi...
View Answer

The primary purpose of asking a rephrasing question is to:

Correct Answer
verified

Which of the following is the best example of a nondirective question?

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified
False

"You're saying that automobile quality and service are less important to you than price?" is an example of what category of question?

Correct Answer
verified

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.

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified
Melanie wa...
View Answer

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

Correct Answer
verified

When using questions in the selling process, a salesperson should most likely:

Correct Answer
verified
C

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

Correct Answer
verified
A

The opinion approach is recommended for new salespeople.

Correct Answer
verified

Exam 9: Begin Your Presentation Strategically

You have decided to open your sales presentation with either a demonstration or a statement. List the three basic objectives you should hope to accomplish with either of these techniques.

Correct AnswerverifiedThe three basic objectives associated wi...View AnswerShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

During the approach, a salesperson following Core Principles should:

Correct AnswerverifiedShow Answer

List the four basic categories of questions that are effectively used in the sales approach.

Correct AnswerverifiedThe basic categories in questi...View AnswerShow Answer

The primary purpose of asking a rephrasing question is to:

Correct AnswerverifiedShow Answer

Which of the following is the best example of a nondirective question?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedFalse

"You're saying that automobile quality and service are less important to you than price?" is an example of what category of question?

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedMelanie wa...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

When using questions in the selling process, a salesperson should most likely:

Correct AnswerverifiedC

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

Correct AnswerverifiedA

The opinion approach is recommended for new salespeople.

Correct AnswerverifiedShow Answer

Correct Answer
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The three basic objectives associated wi...
View Answer

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The basic categories in questi...
View Answer

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False

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Melanie wa...
View Answer

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C

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A

Correct Answer
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