Question 1

Salespeople need to avoid assessing a prospect's reactions during a presentation as this can distract them from their sales pitch.

Accepted Answer

A) True 
 B)False

Question 2

Speaking to the owner at a large shopping mall store,the security system salesperson said,"Do you know how many shoplifters you can actually catch each year?" In the context of the SPIN technique,this question would be categorized as a(n)_____ question.

Accepted Answer

A)  situation 
B)  closed 
C)  implication 
D)  necessary 
E)  indication 
A)  situation 
B)  closed 
C)  implication 
D)  necessary 
E)  indication

Question 3

Need payoff questions are essentially problem centered.

Accepted Answer

A) True 
 B)False

Question 4

For a salesperson trying to grab the attention of a new customer,it is desirable to:

Accepted Answer

A)  call the customer by a friendly nickname. 
B)  use the customer's name in every second sentence of the meeting. 
C)  learn to pronounce the customer's name correctly. 
D)  use standard language like "Sir" or "Ma'am" in order to show respect. 
E)  request the customer to introduce himself or herself in the sales meeting. 
A)  call the customer by a friendly nickname. 
B)  use the customer's name in every second sentence of the meeting. 
C)  learn to pronounce the customer's name correctly. 
D)  use standard language like "Sir" or "Ma'am" in order to show respect. 
E)  request the customer to introduce himself or herself in the sales meeting.

Question 5

When Mike,a sales manager,tells Ruth that she can save at least $25 per month by changing her long-distance service to BellSouth,he is using the benefit opening.

Accepted Answer

A) True 
 B)False

Question 6

A trial close refers to the process of allowing a customer to use a product for a specified trial period in order to gather feedback.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is the most important characteristic of successful sales representatives?

Accepted Answer

A)  Opening each sales call with a product demonstration 
B)  Handling positive reviews from customers 
C)  Being able to discover client needs 
D)  Using closing techniques effectively 
E)  Handling objections 
A)  Opening each sales call with a product demonstration 
B)  Handling positive reviews from customers 
C)  Being able to discover client needs 
D)  Using closing techniques effectively 
E)  Handling objections

Question 8

In the context of a sales presentation,a drawback of the introduction opening is that it is complex and generates small talk.

Accepted Answer

A) True 
 B)False

Question 9

What is the best rule to you use when things go wrong in a sales presentation?

Accepted Answer

The best line of defense when

Question 10

A salesperson from The Casket Royale walked into a florist retailer's office and said,"Funeral directors sell flowers.Why shouldn't you sell caskets?" What kind of opening is the salesperson using?

Accepted Answer

The salesperson is u

Question 11

In the context of the SPIN (situation questions,problem questions,implication questions,need payoff questions)technique used by salespeople to understand a prospect's needs,which of the following statements is true about need payoff questions?

Accepted Answer

A)  They should be asked before a salesperson identifies issues related to a prospect's needs. 
B)  They are designed to identify and locate the problems faced by a prospect. 
C)  They should be asked immediately before a salesperson asks problem questions. 
D)  They are general data-gathering questions about background and current facts. 
E)  They are questions that salespeople ask about the usefulness of solving a problem. 
A)  They should be asked before a salesperson identifies issues related to a prospect's needs. 
B)  They are designed to identify and locate the problems faced by a prospect. 
C)  They should be asked immediately before a salesperson asks problem questions. 
D)  They are general data-gathering questions about background and current facts. 
E)  They are questions that salespeople ask about the usefulness of solving a problem.

Question 12

Gloria is showing a prospect how her company's logistical support system will reduce the delivery time for their projects.Gloria is engaged in a:

Accepted Answer

A)  feature presentation. 
B)  comparative advantage proposal. 
C)  customer relationship management simulation. 
D)  customer benefit proposition. 
E)  customer feedback exercise. 
A)  feature presentation. 
B)  comparative advantage proposal. 
C)  customer relationship management simulation. 
D)  customer benefit proposition. 
E)  customer feedback exercise.

Question 13

When selling to resellers,salespeople need to focus solely on the seller's company rather than the needs of the ultimate consumer.

Accepted Answer

A) True 
 B)False

Question 14

A seller must expect less objections and interruptions in a group setting compared to selling to an individual.

Accepted Answer

A) True 
 B)False

Question 15

Inexperienced and unsuccessful salespeople tend to ask too many situation questions.

Accepted Answer

A) True 
 B)False

Question 16

In the context of a sales presentation,one of the most important ways to ensure a good first impression is to be well prepared.

Accepted Answer

A) True 
 B)False

Question 17

A(n)_____ is how a specific feature will help a particular buyer and is tied directly to the buying motives of a prospect.

Accepted Answer

A)  agreement 
B)  need 
C)  benefit 
D)  characteristic 
E)  highlight 
A)  agreement 
B)  need 
C)  benefit 
D)  characteristic 
E)  highlight

Question 18

Clara is a new salesperson for a pharmaceutical firm.When trying to get the attention of a prospect,she begins her sales presentation by stating her name and the name of the firm she represents instead of talking about the advantages of the firm's products.This is an example of a(n):

Accepted Answer

A)  benefit opening. 
B)  product opening. 
C)  compliment opening. 
D)  introduction opening. 
E)  referral opening. 
A)  benefit opening. 
B)  product opening. 
C)  compliment opening. 
D)  introduction opening. 
E)  referral opening.

Question 19

The purpose of a credibility statement is to help prospects identify their needs.

Accepted Answer

A) True 
 B)False

Question 20

Imagine that you sell display units and store fixtures to retailers.You are getting ready to call on a toy store retailer,and you want to use the SPIN technique.Prepare one of each type of question that would be appropriate for you to use in this sales presentation.
Students' answers may vary.It is important that the students have a question to represent each of the four types of questions.The following is an example of a good

Accepted Answer

Situation question: How many square feet

Salespeople need to avoid assessing a prospect's reactions during a presentation as this can distract them from their sales pitch.

Speaking to the owner at a large shopping mall store,the security system salesperson said,"Do you know how many shoplifters you can actually catch each year?" In the context of the SPIN technique,this question would be categorized as a(n)_____ question.

Need payoff questions are essentially problem centered.

For a salesperson trying to grab the attention of a new customer,it is desirable to:

When Mike,a sales manager,tells Ruth that she can save at least $25 per month by changing her long-distance service to BellSouth,he is using the benefit opening.

A trial close refers to the process of allowing a customer to use a product for a specified trial period in order to gather feedback.

Which of the following is the most important characteristic of successful sales representatives?

In the context of a sales presentation,a drawback of the introduction opening is that it is complex and generates small talk.

What is the best rule to you use when things go wrong in a sales presentation?

A salesperson from The Casket Royale walked into a florist retailer's office and said,"Funeral directors sell flowers.Why shouldn't you sell caskets?" What kind of opening is the salesperson using?

In the context of the SPIN (situation questions,problem questions,implication questions,need payoff questions)technique used by salespeople to understand a prospect's needs,which of the following statements is true about need payoff questions?

Gloria is showing a prospect how her company's logistical support system will reduce the delivery time for their projects.Gloria is engaged in a:

When selling to resellers,salespeople need to focus solely on the seller's company rather than the needs of the ultimate consumer.

A seller must expect less objections and interruptions in a group setting compared to selling to an individual.

Inexperienced and unsuccessful salespeople tend to ask too many situation questions.

In the context of a sales presentation,one of the most important ways to ensure a good first impression is to be well prepared.

A(n)_____ is how a specific feature will help a particular buyer and is tied directly to the buying motives of a prospect.

Clara is a new salesperson for a pharmaceutical firm.When trying to get the attention of a prospect,she begins her sales presentation by stating her name and the name of the firm she represents instead of talking about the advantages of the firm's products.This is an example of a(n):

The purpose of a credibility statement is to help prospects identify their needs.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 8: Making the Sales Call

Salespeople need to avoid assessing a prospect's reactions during a presentation as this can distract them from their sales pitch.

Speaking to the owner at a large shopping mall store,the security system salesperson said,"Do you know how many shoplifters you can actually catch each year?" In the context of the SPIN technique,this question would be categorized as a(n)_____ question.

Need payoff questions are essentially problem centered.

For a salesperson trying to grab the attention of a new customer,it is desirable to:

When Mike,a sales manager,tells Ruth that she can save at least $25 per month by changing her long-distance service to BellSouth,he is using the benefit opening.

A trial close refers to the process of allowing a customer to use a product for a specified trial period in order to gather feedback.

Which of the following is the most important characteristic of successful sales representatives?

In the context of a sales presentation,a drawback of the introduction opening is that it is complex and generates small talk.

What is the best rule to you use when things go wrong in a sales presentation?

A salesperson from The Casket Royale walked into a florist retailer's office and said,"Funeral directors sell flowers.Why shouldn't you sell caskets?" What kind of opening is the salesperson using?

In the context of the SPIN (situation questions,problem questions,implication questions,need payoff questions)technique used by salespeople to understand a prospect's needs,which of the following statements is true about need payoff questions?

Gloria is showing a prospect how her company's logistical support system will reduce the delivery time for their projects.Gloria is engaged in a:

When selling to resellers,salespeople need to focus solely on the seller's company rather than the needs of the ultimate consumer.

A seller must expect less objections and interruptions in a group setting compared to selling to an individual.

Inexperienced and unsuccessful salespeople tend to ask too many situation questions.

In the context of a sales presentation,one of the most important ways to ensure a good first impression is to be well prepared.

A(n)_____ is how a specific feature will help a particular buyer and is tied directly to the buying motives of a prospect.

Clara is a new salesperson for a pharmaceutical firm.When trying to get the attention of a prospect,she begins her sales presentation by stating her name and the name of the firm she represents instead of talking about the advantages of the firm's products.This is an example of a(n):

The purpose of a credibility statement is to help prospects identify their needs.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters