Exam 9: Begin Your Presentation Strategically

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

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

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

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?

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

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

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

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?

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

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

During the approach, a salesperson following Core Principles should:

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.

The primary purpose of asking a rephrasing question is to:

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.

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

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

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

The opinion approach is recommended for new salespeople.

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.

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