Exam 9: Begin Your Presentation Strategically

What should a salesperson do if the prospect's name is unusual and difficult to spell?

Questions are a commonly used opener by salespeople because questions facilitate a discussion with the prospect.

Shannon sells floral products to craft stores and discount stores. When his company introduces a new floral preservative, Shannon walks into a prospect's office and announces, "Would you like to sell your customers a preservative that is good enough to preserve items rescued from the Titanic wreck?" What kind of approach is Shannon using?

Jack Dane, an insurance salesperson, approaches a prospect with the words, "Hello Mr. Dean, your brother suggested I contact you concerning our new life policies." What type of approach statement is Jack Dane using?

If a prospect responds negatively to a need-payoff question in the SPIN approach, the salesperson should:

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. The company's leading salesperson, Peter Austin, is preparing the approach he will use during his first sales call with the CEO of Diamonite, a company that specializes in designing, manufacturing, and installing aircraft interiors for executives and heads of state. What type of approach will Austin be using if he enters the CEO's office and says, "Good morning. I'm Peter Austin from Clearwater Hampers."

Which of the following statements is true about a nondirective question?

A kitchen equipment salesperson asks a chef "With the increased need for hygiene, what are the problems you face in operating a commercial kitchen? "What kind of SPIN question is the salesperson asking the prospect?

The first question to ask a prospect when using the SPIN approach is referred to as the strategic question.

Creative imagery is a method used by salespeople to build rapport with prospects.

Technology can be a wonderful way to creatively and professionally begin a sales presentation and enhance a demonstration.

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. The company's leading salesperson, Peter Austin, is preparing the approach he will use during his first sales call with the CEO of Diamonite, a company that specializes in designing, manufacturing, and installing aircraft interiors for executives and heads of state. "Hi, I'm Peter Austin from Clearwater Hampers. How would you like to give your clients a unique gift that will clearly demonstrate your gratitude for their business?" Austin's question suggests that he is using the ________ approach.

Which of the following is NOT a recommended guideline for making favorable first impressions on a prospective buyer?

Sheryl Madison is a salesperson working for Vanilla Dream, a patisserie. During a sales call, she walks into a restaurant manager's office, places a couple of specialty mini cakes at his table and says nothing as she waits for the manager to taste the cakes and comment on her product. Which of the following approaches has Sheryl used?

Which of the following approaches is NOT commonly used with need-satisfaction sales presentations?

A prospect responds positively to the need-payoff question in the SPIN approach. What should the salesperson do next?

Probes help salespeople develop two-way communication with prospects.

Ed Curtiss is a sales representative with a small electronics firm. Ed's employer has made significant design changes to its top-selling scientific calculator. Ed has a meeting with the superintendent of a large, urban school district and hopes to make a large sale of the calculators, which would be suitable for high school math students. The ________ approach would most likely be effective for Ed.

Which of the following statements about problem questions in the multiple-question approach is true?

"Do you know why you should be using synthetic motor oil in your new Corvette?" the service manager asked Duane when he brought his new car to the Chevy dealership for a routine servicing. Which type of approach is the service manager using?