Exam 9: Begin Your Presentation Strategically

First impressions are often related to a research term, thin-slice judgments. This means that our decisions or judgments about someone or something occur after a detailed cognitive processing.

A direct negative-no question is highly effective for creating interest with prospects.

A salesperson enters a wholesale floral center and says, "Ms. Wong, in my job, I visit a lot of nurseries and I believe you grow the most beautiful flowers I have ever seen." This is an example of the ________ approach.

Because customers are automatically and quickly judging the salesperson, the first seconds and minutes of a sales interaction matter.

What is the most common and least powerful approach a salesperson uses?

Which of the following is an example of the introductory approach?

The product approach works best with:

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

Diane sells organic garden products and is calling on the manager of a botanical garden. Upon arriving at the manager's office, Diane says, "Do you know why I can't compliment the roses that I saw lining the driveway as I drove up?" What kind of approach is Diane using?

A salesperson using the product approach would hand a product to the prospect and ask, "What do you think about the new design?"

Which of the following is an approach technique that involves asking questions?

What approach do salespeople most commonly use? What is the disadvantage to this approach method? Give an example of such an approach.

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

Sales approach refers to the time from when salespeople first see the buyer to when they finish discussing the product.

The need-satisfaction and problem-solution sales presentation methods should always use the questioning approach technique.

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. Austin would use creative imagery to:

What are the three rules for using questions in your sales approach?

What are the two demonstration techniques commonly used as approaches in sales presentations?

A salesperson using the SPIN approach should regularly mention the product.

When introduced to the prospect, Jason said, "I'll have to admit that I am new to selling landscape equipment, but I do want to learn as much as I can. What do you think is the most important tool for a professional landscaper to own?" Jason was using the ________ approach.