Exam 9: Begin Your Presentation Strategically

The need-payoff question of the SPIN approach must always be asked last.

A customer benefit approach statement is useful when a salesperson already understands the prospect's critical needs.

A retail salesperson asks the customer, "May I help you find a particular style?" This is an example of a ________ question.

The equipment salesperson asked the professional landscaper, "Did you know the RedMax brand backpack blower can save you time and money as it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?

When the salesperson for Cloud Nine walked into the office of the department store buyer, she laid a sample of the company's newest line of hand-blown glass candleholders in front of the buyer and said nothing as she waited for the buyer to comment on the candleholder. The Cloud Nine salesperson has used the ________ approach.

Why would a salesperson use probes in an approach?

Another name for the direct question is the ________ question.

Brett asked the bookstore owner, "Are you interested in spending less time doing paperwork?" This is most likely an example of a ________ question.

What are the two parts of a typical approach in a sales call?

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

According to the text, as a salesperson, you earn the right to a prospect's time and serious attention by:

Pratt & Austin wholesale paper products are sold in gift shops, department stores, and some specialty stores. When one of the firm's salespersons entered the office of the buyer for Dillard's department store, he handed the buyer a pocket planner that featured nature pictures by artist Andrea Tachiera. What kind of approach was the Pratt & Austin salesperson using?

Which of the following guidelines is one of the basic rules given in the text for using questions?

One of the ways a salesperson earns a prospect's attention is by exhibiting specific product knowledge.

Which of the following would most likely benefit a salesperson?

Another name for the SPIN approach is the ________ approach.

The ________ approach involves mentioning the name of a person known to both the buyer and seller.

To illustrate the benefits of the Dixie Chopper brand lawn mowers to professional landscapers, the salesperson asks prospects to participate in a mowing race. Even if the competing mower has a wider cutting area, the Dixie Chopper always wins because it is the only lawn mower that can travel fifteen miles per hour. What approach does the Dixie Chopper salesperson use?

Jackson is making a sales call on Oceanic Enterprises tomorrow. This afternoon, he sent a box of chocolates to the firm's purchasing manager with a note that said, "Tomorrow is your lucky day." What kind of approach was Jackson using?

Which type of approach technique would a salesperson use if he or she relied on a problem-solution sales presentation?