Question 1

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

Accepted Answer

A) Complimentary 
B) Premium 
C) Showmanship 
D) Product 
E) Curiosity 
A) Complimentary 
B) Premium 
C) Showmanship 
D) Product 
E) Curiosity E

Question 2

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

Accepted Answer

A) True 
 B)False  False

Question 3

The customer benefit approach is most useful when the salesperson:

Accepted Answer

A) knows the prospect's critical needs. 
B) calls on a new,unfamiliar prospect. 
C) develops a lengthy sales presentation. 
D) sells a complex,technical product. 
E) sells newly redesigned products. 
A) knows the prospect's critical needs. 
B) calls on a new,unfamiliar prospect. 
C) develops a lengthy sales presentation. 
D) sells a complex,technical product. 
E) sells newly redesigned products. A

Question 4

A salesman opens his presentation by saying "Hi,Mr.Johnson.I am Grover Forbes from Pearson Chemicals." He is using the showmanship approach.

Accepted Answer

A) True 
 B)False

Question 5

"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?

Accepted Answer

A) Product 
B) Opinion 
C) Curiosity 
D) SPIN 
E) Customer benefit 
A) Product 
B) Opinion 
C) Curiosity 
D) SPIN 
E) Customer benefit

Question 6

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

Accepted Answer

A) create reciprocity. 
B) steer clear of any preconceived answers. 
C) anticipate the answers of the questions. 
D) remove all distractions from the immediate environment. 
E) agree to everything the prospect says. 
A) create reciprocity. 
B) steer clear of any preconceived answers. 
C) anticipate the answers of the questions. 
D) remove all distractions from the immediate environment. 
E) agree to everything the prospect says.

Question 7

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?

Accepted Answer

A) SPIN 
B) Curiosity 
C) Product 
D) Complimentary 
E) Demonstration 
A) SPIN 
B) Curiosity 
C) Product 
D) Complimentary 
E) Demonstration

Question 8

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

Accepted Answer

A) The usage of questions in the presentation reduces prospect participation. 
B) The questioning approach is ineffective with the problem-solution presentation. 
C) Some question should be phrased as direct negative-no types to solicit brief responses. 
D) Using questions as openers is an effective but infrequently used approach method. 
E) Spontaneous questions are more effective than pre planned questions. 
A) The usage of questions in the presentation reduces prospect participation. 
B) The questioning approach is ineffective with the problem-solution presentation. 
C) Some question should be phrased as direct negative-no types to solicit brief responses. 
D) Using questions as openers is an effective but infrequently used approach method. 
E) Spontaneous questions are more effective than pre planned questions.

Question 9

"You're saying that automobile quality and service are less important to you than price?" is an example of what category of question?

Accepted Answer

A) Direct 
B) Rephrasing 
C) Redirect 
D) Nondirective 
E) Product-specific 
A) Direct 
B) Rephrasing 
C) Redirect 
D) Nondirective 
E) Product-specific

Question 10

In what type of sales situations should a salesperson use benefit statements?

Accepted Answer

They are useful in situations

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

Creative imagery is a(n):

Accepted Answer

A) sales presentation method. 
B) tool for improving approaches. 
C) method for handling stress. 
D) type of marketing tool. 
E) prospecting technique. 
A) sales presentation method. 
B) tool for improving approaches. 
C) method for handling stress. 
D) type of marketing tool. 
E) prospecting technique.

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

The shock approach uses a surprising demonstration.

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

A) curiosity 
B) question 
C) referral 
D) demonstration 
E) introductory 
A) curiosity 
B) question 
C) referral 
D) demonstration 
E) introductory

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

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?

Accepted Answer

A) Referral approach 
B) Introductory approach 
C) Multi-question approach 
D) Complimentary approach 
E) Customer benefit approach 
A) Referral approach 
B) Introductory approach 
C) Multi-question approach 
D) Complimentary approach 
E) Customer benefit approach

Question 18

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

Accepted Answer

A) Refrain from smoking in the prospect's office 
B) Learn how to pronounce the prospect's name 
C) Keep an erect posture,but if possible,sit down 
D) Wear fairly conservative clothing 
E) Apologize for taking the prospect's time 
A) Refrain from smoking in the prospect's office 
B) Learn how to pronounce the prospect's name 
C) Keep an erect posture,but if possible,sit down 
D) Wear fairly conservative clothing 
E) Apologize for taking the prospect's time

Question 19

In the customer benefit approach,the salesperson offers a gift or sample to the prospect.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is the best example of a nondirective question?

Accepted Answer

A) "Do you prefer the napkins to be 100 percent cotton or a cotton-polyester blend?" 
B) "Did I understand you to say that your family has never taken a vacation?" 
C) "Would you agree that the Lexus is one of the best cars on the road today?" 
D) "What features are you interested in adding to your swimming pool?" 
E) "Will you want your new refrigerator delivered Monday or Tuesday?" 
A) "Do you prefer the napkins to be 100 percent cotton or a cotton-polyester blend?" 
B) "Did I understand you to say that your family has never taken a vacation?" 
C) "Would you agree that the Lexus is one of the best cars on the road today?" 
D) "What features are you interested in adding to your swimming pool?" 
E) "Will you want your new refrigerator delivered Monday or Tuesday?"

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

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

The customer benefit approach is most useful when the salesperson:

A salesman opens his presentation by saying "Hi,Mr.Johnson.I am Grover Forbes from Pearson Chemicals." He is using the showmanship approach.

"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?

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

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?

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

"You're saying that automobile quality and service are less important to you than price?" is an example of what category of question?

In what type of sales situations should a salesperson use benefit statements?

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

Creative imagery is a(n):

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

The shock approach uses a surprising demonstration.

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

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

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?

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

In the customer benefit approach,the salesperson offers a gift or sample to the prospect.

Which of the following is the best example of a nondirective question?

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, products, technologies

Prospecting : the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, territory, and Self-Management: Keys to Success

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Exam 9: Begin Your Presentation Strategically

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

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

The customer benefit approach is most useful when the salesperson:

A salesman opens his presentation by saying "Hi,Mr.Johnson.I am Grover Forbes from Pearson Chemicals." He is using the showmanship approach.

"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?

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

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?

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

"You're saying that automobile quality and service are less important to you than price?" is an example of what category of question?

In what type of sales situations should a salesperson use benefit statements?

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

Creative imagery is a(n):

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

The shock approach uses a surprising demonstration.

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

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

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?

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

In the customer benefit approach,the salesperson offers a gift or sample to the prospect.

Which of the following is the best example of a nondirective question?

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, products, technologies

Prospecting : the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, territory, and Self-Management: Keys to Success

Filters