Exam 9: Begin Your Presentation Strategically

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. To use questions effectively in his approach, Austin needs to:

Which statement related to the use of technology during demonstration is NOT true?

A retail salesperson should always ask customers this question "May I help you." Comment on this statement.

Which approach technique is best suited for inexperienced salespeople?

Direct questions are usually answered in a few sentences, and they provide salespeople with useful details about prospects.

Approach techniques can be grouped into three general categories. These three categories are:

Creative imagery is a(n):

Describe the multiple-question approach (SPIN).

Another name for a nondirective question is a(n) ________ question.

What is another name for the multiple-question approach?

The ________ approach is considered weak because it fails to grab the attention of a prospect.

Which of the following statement is most likely true about the question approach?

"How are you planning on using this table saw?" is an example of a ________ question.

The shock approach uses a surprising demonstration.

A salesperson who overcomes a prospect's indifference early in a sales call has a greater chance of making a sale.

Gillian likes to introduce the fat-free chocolate her company has just begun to manufacture by giving retail store managers a small sample bar to take home and try. Gillian is using the ________ approach.

Ashana Vogel, a book salesperson, approaches a prospect with the following words, "Hello, Dr. Stein-your colleague Josh Stockard suggested I contact you concerning our new accounting workbooks." Which of the following would reduce the effectiveness of this approach?

The SPIN approach uses a series of four types of questions.

"How often do you buy flowers for your wife?" is an example of a ________ question.

Mariah begins her sales presentation by saying, "I'm new at selling safety equipment, so I am wondering if you can tell me the most commonly purchased items." Mariah is using the ________ approach.