Exam 9: Begin Your Presentation Strategically

Sid Tucker is a salesperson working for Shades,a cosmetic company.He offers a small basket filled with complimentary products from Shades' new line of winter makeup to the manager of a large department store.Identify the type of approach used by Tucker.

All of the following are statement approach techniques EXCEPT:

The premium approach involves giving a prospect significant discounts when bulk purchases are made.

Valerie is preparing to call a customer who has a reputation of being brutally honest.Valerie knows that she has a great product,but she is still worried about the reaction of the prospect.What relaxation technique would help Valerie reduce her stress?

A salesperson using the product approach would hand a product to the prospect and ask,"What do you think about the new design?"

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

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

What is the most common and least powerful approach a salesperson uses?

Which of the following would most likely benefit a salesperson?

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

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

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?

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?

If you walk into your prospect's office and she says,"I'm sorry,but there's no use in our talking.I am satisfied with my current suppliers.Thanks for coming by." You should use a _____ question to move the conversation from the negative ground to a more positive condition.

To illustrate how fire-retardant his company's children clothing was,the salesperson took a pair of toddler-sized pajamas,placed them in the department store buyer's trashcan and set them on fire.Unfortunately,the buyer's plastic trashcan was not fire-resistant.The resulting fire damaged the buyer's carpeting and desk.This explains:

Which of the following is an example of a demonstration technique?

Which of the following is an example of a rephrasing question?

What is an objective of both the statement and demonstration approach techniques?

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

The product approach works best with: