Exam 9: Begin Your Presentation Strategically

Bonnie Gui, an appliance salesperson, is using the SPIN approach. She was sure her prospect was ready to buy, but instead the prospect responded negatively to the need-payoff question. What should Bonnie do now?

In the ________ approach, the salesperson gives a prospect a free sample or gift.

A salesperson asks a prospect, "Who would be the primary user for the camera?" The salesperson is using a direct question.

Which of the following objectives is unique to the questions approach technique?

Which of the following is an example of a demonstration technique?

The first part of most sales calls is spent with small talk about the weather or sports for the purpose of building rapport.

In what type of sales situations should a salesperson use benefit statements?

The premium approach involves giving a prospect significant discounts when bulk purchases are made.

When asking a question, the salesperson should know or anticipate the answer for the question.

After asking a prospect a question, a salesperson should remain silent and wait for an answer.

In the customer benefit approach, the salesperson offers a gift or sample to the prospect.

A salesperson should use probes to:

Which of the following is an example of a rephrasing question?

In the sales process, what is the approach? What occurs during the approach? What is the significance of this step in the sales process?

Valerie is preparing to call a customer who has a reputation of being brutally honest. Valerie knows that she has a great product, but she is still worried about the reaction of the prospect. What relaxation technique would help Valerie reduce her stress?

If you are not aware of the corporate culture, wear business clothes that are suitable and fairly conservative. Rarely will a prospect perceive you negatively if you are overdressed.

What is an objective of both the statement and demonstration approach techniques?

Which of the following is the most suitable rapport topic for ongoing meetings with prospects?

By using the SPIN approach, salespeople hope to receive the prospect's approval for analyzing a problem.

If you walk into your prospect's office and she says, "I'm sorry, but there's no use in our talking. I am satisfied with my current suppliers. Thanks for coming by." You should use a ________ question to move the conversation from the negative ground to a more positive condition.