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. Austin enters the CEO's office and hands the CEO a small tray of cheeses, caviar, and other luxury food items to enjoy later. What type of an approach is Austin using?

Why would a salesperson use an opinion approach?

Which of the following is NOT a recommended rapport topic for first meetings with prospects?

Which of the following is an example of a question that a salesperson might and as part of using creative imagery?

Which of the following is NOT one of the categories of questions discussed by the text?

Dane Geoffrey sells pollution masks. He asks a prospect," Did you know that five out of ten people die of lung cancer each year?" Identify the approach used by Dane.

The salesperson who asks the prospect, "Are you dissatisfied with how frequently you have to charge your rechargeable batteries?" is:

Which approach is designed to make the prospect think seriously about a subject related to the salesperson's product and usually includes a surprising remark or statistic?

What are the three general categories of approach techniques? What is the relationship between the approach technique and the sales presentation method?

Frank is a salesperson of Richard Laundry Equipment. He wants to give a presentation to a five star hotel for setting up an in-house laundry system. The hotel manager sent Frank the hotel's requirements and space constraints for a laundry system. Frank prepared a layout which suited the hotel's requirements. Frank has to select an approach for his allotted ten minute presentation. What advice can you give to Frank?

Which of the following statements about approach techniques and presentation methods is true?

A prospect's initial impression about a salesperson is primarily based on the salesperson's appearance and attitude.

"Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the young couple planning their honeymoon trip to Europe. What kind of an approach was the travel agent using?

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

In the referral approach, a salesperson mentions the name of a mutual acquaintance.

According to the Core Principles of Professional Selling, salespeople should begin their sales presentation knowing the key customer benefits that will be discussed.

How can a salesperson improve the effectiveness of an introductory approach?

Using questions and statements in a sales approach is possible with any of the four presentation methods mentioned in the text.

A relaxation and concentration technique called ________ helps many salespeople to cope with stress.

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." What type of approach is Ashana using?