Exam 8: Making the Sales Call

Nikola,a salesperson at a cosmetic firm,gives a sales presentation to Jarvis.When she begins her sales presentation,Jarvis assumes that she is a good and effective salesperson because he remembers an incident where she was polite and courteous to him.Since then,Jarvis always perceives Nikola to be good at her job.Which of the following phenomena best explains Jarvis's perception of Nikola?

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 highlight the need for his product.He asks Jimmy,"What impact does inventory shrinkage have on your ability to make a reasonable profit?" In the context of the SPIN technique,Quinton is using a(n)_____ question here.

A(n)_____ opening involves actually providing a demonstration of a good or service as soon as a salesperson meets the prospect.

During a trial close,a salesperson should avoid asking probing questions.

Irene is a salesperson for Pro,a company selling sports and driving gear.Irene begins her meeting with a prospect by saying,"Driving an 18-wheel truck eight hours a day must be hard on you physically,but you can reduce some of that fatigue by putting this special cushion in your truck seat," and she hands a sample to her prospect.Irene is using the _____ opening.

Rob,a salesperson,meets his customers,Jake and Neil.He greets Jake,a new customer,and takes him out on a tour of the city because he wants to develop a relationship of trust with him.With Neil,an old customer,Rob tries to follow up an order he had placed in his previous sales presentation.According to the Four A's (acknowledge,acquire,advise,assure)concept of the selling process,which of the following statements is true of Jake and Neil?

Buyers are not interested in facts about a product or a seller's company unless those facts help solve their wants or needs.

Just as Brian,a sales manager,walked into a prospect's office carrying samples and his portfolio for the demonstration,he tripped and fell down right in front of the prospect.All his material for the presentation was scattered on the floor,and it took him almost five minutes to get things back on track.Because of the _____,the prospect is likely to permanently label Brian as clumsy and ineffectual.

Marissa designs customized jewelry and wants to sell her products through Gaia,a chain of boutiques retailing women's accessories.During her first meeting with the owner of Gaia,even before they settle down to talk,Marissa opens cases of rings,pendants,and earrings that she has designed and asks her prospect to try some samples on.Marissa is using the _____ opening method in this scenario.

A salesperson for KLN Machines,Steve,began his meeting with a prospect by saying,"I noticed that you have a collection of antique thermometers in your outer office.My father has been collecting soda pop thermometers for almost fifteen years.What got you interested in collecting them?" In this scenario,Steve was trying to:

Viveca asked the supermarket manager,"How many dollars' worth of frozen food do you buy each month?" In the context of the SPIN technique,this question would be categorized as a(n)_____ question.

As he entered the prospect's office,Sam stumbled and almost fell.After composing himself,Sam mispronounced the prospect's name.After taking a break,Sam was able to make a great sales presentation,but he never got the prospect's full attention during the meeting.What concept describes the prospect's assumption that the clumsy salesperson would not be competent enough to provide efficient service?

Which of the following statements about selling to groups is true?

Experienced salespeople attempt to uncover a prospect's needs and problems at the start of the relationship.

In the FEBA (features,evidence,benefits,agreement)approach to sales,salespeople mention the feature,provide evidence that the feature actually exists,explain the benefits,and then ask whether the buyer agrees with the value of the feature and benefit.

An advantage of the product opening is that it appeals to a prospect visually as well as verbally.

If a salesperson makes a negative first impression when he meets a new buyer,he may never overcome the damage that impression causes in their business relationship.

_____ require a prospect to go beyond a simple yes-no response and share a great deal of useful information.

A way to establish credibility is to offer concrete evidence to back up verbal statements.

"This model 107 electric nail gun will reduce the amount of time your crew spends roofing a 3,000 square foot home by 30 percent.This will lower your labor costs and allow you to bid more competitively in the market for your service." This opening statement is an example of a(n)_____ opening.