Exam 9: Begin Your Presentation Strategically

Why are first impressions important in sales?

The customer benefit approach is most useful when the salesperson:

A salesperson for a security company walks into a prospect's office and says, "According to a recent FBI study, 10 percent of your employees have stolen something tangible from your company." The salesperson is most likely using the ________ approach.

The first category of questions in the SPIN approach is called the ________ question.

A salesperson asks a bookstore owner, "Do you know why students who use our test preparation books increase their SAT scores?" What approach is being used?

A salesperson is using the SPIN approach. The prospect states a specific need after the salesperson asks the problem question. The salesperson should move directly into the presentation.

When using a nondirective question as an approach method, the salesperson should begin by asking the prospect a closed-ended question.

To illustrate how fire-retardant his company's children clothing was, the salesperson took a pair of toddler-sized pajamas, placed them in the department store buyer's trashcan and set them on fire. Unfortunately, the buyer's plastic trashcan was not fire-resistant. The resulting fire damaged the buyer's carpeting and desk. This explains:

According to the text, a salesperson should apologize to the prospect for taking his time.

This type of question is used when the prospect's meaning is not clearly stated.

The way a salesperson phrases the need-payoff question when using the SPIN approach is similar to phrasing in the ________ approach.

Some research suggests that we are not consciously aware of the vast majority of our decisions (90 percent or more).

The demonstration approach is appropriate for salespeople who use the memorized sales presentation method.

A salesperson walks into a patisserie and says to the proprietor," Ms Kylie, your pastries are delicious. I have never tasted any better in my whole career." This is an example of a(n):

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

An automobile dealer asks a couple visiting the car lot, "Since the birth of the triplets, don't you find it difficult to wedge three car seats and all the baby paraphernalia into your old Toyota?" What type of question is he using?

Which of the following statements about the customer benefit approach is true?

All of the following are statement approach techniques EXCEPT:

Within psychology, first impressions are often related to a research term, thin-slice judgments. This means that,

Describe the creative imagery technique.