Exam 8: Making the Sales Call

Imagine that you sell thermometers for infants.You simply place the tip of the thermometer in the infant's ear and the digital readout is easy to read in less than thirty seconds.What is a benefit and what is a feature of this thermometer?

What is the difference between an introduction opening and a benefit opening?

What should salespeople do to make a good first impression?

A salesperson from Dun-Rite Equipment Company asks a supermarket manager,"If I can provide your meat department with on-the-site training at no extra charge,would you be interested?" In terms of the SPIN technique,this is an example of a(n)_____ question.

What is a credibility statement? What is the purpose of a credibility statement?

A salesperson for a logistics software company makes a sales presentation to customers Isabel and Sylvia.During the presentation with Isabel,he asks her,"Is your current software difficult to fix?" During the presentation with Sylvia,he asks her,"What happens if you fail to deliver your products due to software issues?" Classify the question type based on the SPIN (situations questions,problem questions,implication questions,need payoff questions)technique used by salespeople to understand a prospect's needs.

George tries to sell his firm's new air conditioner to a prospect.He opens his sales presentation by talking about how the new air conditioner reduces the average power consumption by 33 percent and how it would save nearly $150 a month if the prospect runs the air conditioner for six hours every day.In this case,George is using the _____ opening.

When a sales representative makes a presentation,he or she should discuss product information right in the beginning before the buyer brings his needs and opinions into the picture.

"Do you have trouble keeping your delivery trucks running?" is an example of a(n)_____ question in the SPIN technique.

Why do salespeople need to ask both open and closed questions during a sales presentation?

How can a salesperson use the product opening effectively?

Which of the following is the best example of an open question?

"Mr.Rogers,if I could show you a way to increase sales in your bookstore by 20 percent per year,would you be interested?" probed Leesa.In this example,Leesa is using the _____ opening.

A salesperson for FS Tools asked Justin,a cabinet maker,"If I can show you how to cut melamine,high-pressure laminates,and fine veneer without any chips or breaks,would that save you any money?" In terms of the SPIN technique,this is an example of a(n)_____ question.

A salesperson talks to customers Vincent and Lee.During his presentation with Vincent,the salesperson asks him,"Would a new computer with advanced features resolve all your issues?" During his presentation with Lee,the salesperson asks,"How many people use your computer?" Classify the question type based on the SPIN (situations questions,problem questions,implication questions,need payoff questions)technique used by salespeople to understand a prospect's needs.

Alphonso uses the FAB method when he sells optical scanning equipment to merchants.What do the letters "FAB" represent in this context?

An opening is essentially a method that aims to secure buyer commitment.

When applying the problem/solution selling model,_____ is the term used describing customer's needs.

A salesperson's best line of defense when something goes wrong during his sales presentation is to:

Julia,a salesperson for an automobile firm,explains all the attributes and benefits of a car to a customer in her sales presentation.The customer loses interest in her presentation because Julia overloads the presentation with attributes the customer was not interested in knowing and her presentation does not address her needs.This is an example of: