Exam 9: Begin Your Presentation Strategically

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?

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

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

Questions are a commonly used opener by salespeople because questions facilitate a discussion with the prospect.

All of the following are benefits of the opinion approach EXCEPT:

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

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?

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

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

List the four basic categories of questions that are effectively used in the sales approach.

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

This type of question is used when the prospect's meaning is not clearly stated.

Which of the following statements about problem questions in the multiple-question approach is true?

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

Dixie Chopper is advertised as the world's fastest lawn mower.When the Dixie Chopper salesperson approached Keith Oxley,owner of Oxley Landscaping,he said,"Bill Mason told me that you're an impatient man and that I ought to show you my product." What type of approach statement was the Dixie Chopper salesperson using?

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

Which of the following objectives is unique to the questions approach technique?

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

"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?