Exam 8: Making the Sales Call

Which of the following statements is true about situation questions used under the SPIN (situations questions,problem questions,implication questions,need payoff questions)technique to identify a prospect's needs?

Michael is a salesperson for a company that manufactures television sets.He begins his sales presentation with a prospect by telling him that he was recommended by the prospect's friend,Vincent.Michael tells the prospect,"Vincent said that you were interested in buying a television set with state-of-the-art technology.Our firm has just about the right type of television sets that could cater to your needs." In this case,Michael is using the _____ opening to get the attention of his prospect.

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

Closed questions usually help paint the broad strokes of a situation,whereas open questions help zero in on specific problems and attitudes.

Closed questions encourage prospects to open up and share a great deal of information.

Quinton is a sales representative for Hawk Eye Surveillance Solutions,and it is his job to sell the closed circuit cameras his company manufactures.During a meeting with Jimmy,the owner of a very popular bookstore,Quinton wants to introduce his product.He asks Jimmy,"What is the result of having so many shoplifters at your store? Do you have a lot of inventory shrinkage because of shoplifting?" In the context of the SPIN technique,Quinton is using a(n)_____ question here.

A salesperson makes a sales presentation to customers Jake and Jason.During the presentation with Jake,the salesperson asks him,"How many people use your coffee machine?" During the presentation with Jason,the salesperson asks him,"Is the cost of maintaining your coffee machine becoming an issue?" 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.

What is the best line of defense when you realize that you have spilled coffee on the prospect's briefcase during your presentation?

Drivers and analyticals enjoy nonbusiness conversations more than amiables and expressives.

Ultimately,the objective of using implication questions is to help a prospect realize the seriousness of the identified problem.

Why should a salesperson use verbal probing during a sales presentation?

When using the compliment opening,a salesperson must get down to business matters right away.

Which of the following is a method designed to get a prospect's attention and interest quickly and make a smooth transition to the next part of the presentation?

The booking agent for Moser Midway Rides walked into the management office for the Ohio State Fair and said,"The average family of four will spend 5.5 hours at the fair and spend between $60 and $70.How would you like to have that same family spend between $90 and $100 at your fair?" Which of the following methods of opening was the salesperson using in this scenario?

Selective perception is the act of hearing what one wants to hear,not necessarily what the other person is saying.

What is the purpose of a situation question in the SPIN (situation questions,problem questions,implication questions,need payoff questions)technique used by salespeople to understand a customer's needs?

Juan,a sales representative for Max Consultants,was trying to convince a retailer to outsource his telemarketing department to his company.He said,"My company is providing outsourced call centers on behalf of Fortune 500 companies in 25 countries in North America,Europe,and Asia." Juan was emphasizing his company's _____ in this scenario.

In the context of a sales presentation,the talk about current news,hobbies,mutual friends,and the like that usually breaks the ice for the actual presentation is often referred to as "small talk."

Imagine that you are trying to sell a new marketing textbook to your marketing professor.Create two statements,each describing a feature and a benefit of your textbook.

Dawn walks into a customer's office with her sales presentation planned and immediately recognizes that the customer is upset about something.In this situation,Dawn should: