Question 1

The primary purpose of asking a rephrasing question is to:

Accepted Answer

A) probe for the prospect's objections. 
B) identify the prospect's concern. 
C) encourage free discussion. 
D) clarify the prospect's meaning. 
E) emphasize an area of agreement. 
A) probe for the prospect's objections. 
B) identify the prospect's concern. 
C) encourage free discussion. 
D) clarify the prospect's meaning. 
E) emphasize an area of agreement.

Question 2

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

Accepted Answer

A) Participative 
B) Direct 
C) Redirect 
D) Nondirective 
E) Rephrasing 
A) Participative 
B) Direct 
C) Redirect 
D) Nondirective 
E) Rephrasing

Question 3

A retail salesperson should always ask customers this question "May I help you." Comment on this statement.

Accepted Answer

A salesperson should never phrase the di

Question 4

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

Accepted Answer

Problem solution pre

Question 5

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

Accepted Answer

The two parts of the approach

Question 6

A salesperson asks a prospect,"Who would be the primary user for the camera?" The salesperson is using a direct question.

Accepted Answer

A) True 
 B)False

Question 7

Approach techniques can be grouped into three general categories.These three categories are:

Accepted Answer

A) Participative,standard and benefit 
B) Compliment,referral and participative 
C) Probe,parry and thrust 
D) Statement,demonstration and question 
E) Question,compliment and benefit 
A) Participative,standard and benefit 
B) Compliment,referral and participative 
C) Probe,parry and thrust 
D) Statement,demonstration and question 
E) Question,compliment and benefit

Question 8

What type of approach will Austin be using if he enters the CEO's office and says,"Good morning.I'm Peter Austin from Clearwater Hampers."

Accepted Answer

A) Situational 
B) Introductory 
C) Self-effacing 
D) Neutral 
E) Curiosity 
A) Situational 
B) Introductory 
C) Self-effacing 
D) Neutral 
E) Curiosity

Question 9

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

Accepted Answer

A) dressing conservatively for sales calls and presentations. 
B) expressing a sincere desire to solve the buyer's problem. 
C) ignoring sales presentation interruptions. 
D) being on time for your appointments. 
E) maintaining eye contact with the prospect. 
A) dressing conservatively for sales calls and presentations. 
B) expressing a sincere desire to solve the buyer's problem. 
C) ignoring sales presentation interruptions. 
D) being on time for your appointments. 
E) maintaining eye contact with the prospect.

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

The way a salesperson phrases the need-payoff question when using the SPIN approach is similar to phrasing in the ________ approach.

Accepted Answer

A) customer benefit 
B) opinion 
C) direct 
D) curiosity 
E) FAB 
A) customer benefit 
B) opinion 
C) direct 
D) curiosity 
E) FAB

Question 12

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

Accepted Answer

The introductory approach is the most co

Question 13

If a prospect responds negatively to a need-payoff question in the SPIN approach,the salesperson should:

Accepted Answer

A) ask direct questions. 
B) go directly into the presentation. 
C) use a trial close to gather feedback. 
D) begin demonstration of the product. 
E) start over with problem,implication,and need-payoff questions. 
A) ask direct questions. 
B) go directly into the presentation. 
C) use a trial close to gather feedback. 
D) begin demonstration of the product. 
E) start over with problem,implication,and need-payoff questions.

Question 14

For salespeople,_____ refers to the time from when the salesperson first sees the buyer to when they begin to discuss the product.

Accepted Answer

A) the approach 
B) the pre-approach 
C) data mining 
D) qualifying 
E) leading 
A) the approach 
B) the pre-approach 
C) data mining 
D) qualifying 
E) leading

Question 15

A salesperson walks into a patisserie and says to the proprietor," Ms Kylie,your pastries are delicious.I have never tasted any better in my whole career." This is an example of a(n):

Accepted Answer

A) opinion approach. 
B) introductory approach. 
C) multi-question approach. 
D) complimentary approach. 
E) customer benefit approach. 
A) opinion approach. 
B) introductory approach. 
C) multi-question approach. 
D) complimentary approach. 
E) customer benefit approach.

Question 16

When Morris asked the prospect for her order,she responded,"I've listened to your presentation and I am still not convinced your brand of paint is superior to the one we currently use.Thanks,but no thanks." Morris should use a _____ question to point the prospect back to the areas of the sales presentation when the prospect agreed with his statements.

Accepted Answer

A) direct 
B) nondirective 
C) rephrasing 
D) directional 
E) redirect 
A) direct 
B) nondirective 
C) rephrasing 
D) directional 
E) redirect

Question 17

When introduced to the prospect,Jason said,"I'll have to admit that I am new to selling landscape equipment,but I do want to learn as much as I can.What do you think is the most important tool for a professional landscaper to own?" Jason was using the _____ approach.

Accepted Answer

A) curiosity 
B) low-profile 
C) FAB 
D) customer knowledge 
E) opinion 
A) curiosity 
B) low-profile 
C) FAB 
D) customer knowledge 
E) opinion

Question 18

A salesperson asks a bookstore owner,"Do you know why students who use our test preparation books increase their SAT scores?" What approach is being used?

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 19

Gillian likes to introduce the fat-free chocolate her company has just begun to manufacture by giving retail store managers a small sample bar to take home and try.Gillian is using the _____ approach.

Accepted Answer

A) demonstration 
B) product 
C) showmanship 
D) customer benefit 
E) premium 
A) demonstration 
B) product 
C) showmanship 
D) customer benefit 
E) premium

Question 20

A salesperson for a security company walks into a prospect's office and says,"According to a recent FBI study,10 percent of your employees have stolen something tangible from your company." The salesperson is most likely using the _____ approach.

Accepted Answer

A) curiosity 
B) testimonial 
C) shock 
D) proof statement 
E) scare-tactic 
A) curiosity 
B) testimonial 
C) shock 
D) proof statement 
E) scare-tactic

The primary purpose of asking a rephrasing question is to:

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

A retail salesperson should always ask customers this question "May I help you." Comment on this statement.

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

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

A salesperson asks a prospect,"Who would be the primary user for the camera?" The salesperson is using a direct question.

Approach techniques can be grouped into three general categories.These three categories are:

What type of approach will Austin be using if he enters the CEO's office and says,"Good morning.I'm Peter Austin from Clearwater Hampers."

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

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

The way a salesperson phrases the need-payoff question when using the SPIN approach is similar to phrasing in the ________ approach.

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

If a prospect responds negatively to a need-payoff question in the SPIN approach,the salesperson should:

For salespeople,_____ refers to the time from when the salesperson first sees the buyer to when they begin to discuss the product.

A salesperson walks into a patisserie and says to the proprietor," Ms Kylie,your pastries are delicious.I have never tasted any better in my whole career." This is an example of a(n):

When introduced to the prospect,Jason said,"I'll have to admit that I am new to selling landscape equipment,but I do want to learn as much as I can.What do you think is the most important tool for a professional landscaper to own?" Jason was using the _____ approach.

A salesperson asks a bookstore owner,"Do you know why students who use our test preparation books increase their SAT scores?" What approach is being used?

Gillian likes to introduce the fat-free chocolate her company has just begun to manufacture by giving retail store managers a small sample bar to take home and try.Gillian is using the _____ approach.

A salesperson for a security company walks into a prospect's office and says,"According to a recent FBI study,10 percent of your employees have stolen something tangible from your company." The salesperson is most likely using the _____ approach.

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

Exam 9: Begin Your Presentation Strategically

The primary purpose of asking a rephrasing question is to:

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

A retail salesperson should always ask customers this question "May I help you." Comment on this statement.

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

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

A salesperson asks a prospect,"Who would be the primary user for the camera?" The salesperson is using a direct question.

Approach techniques can be grouped into three general categories.These three categories are:

What type of approach will Austin be using if he enters the CEO's office and says,"Good morning.I'm Peter Austin from Clearwater Hampers."

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

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

The way a salesperson phrases the need-payoff question when using the SPIN approach is similar to phrasing in the ________ approach.

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

If a prospect responds negatively to a need-payoff question in the SPIN approach,the salesperson should:

For salespeople,_____ refers to the time from when the salesperson first sees the buyer to when they begin to discuss the product.

A salesperson walks into a patisserie and says to the proprietor," Ms Kylie,your pastries are delicious.I have never tasted any better in my whole career." This is an example of a(n):

When introduced to the prospect,Jason said,"I'll have to admit that I am new to selling landscape equipment,but I do want to learn as much as I can.What do you think is the most important tool for a professional landscaper to own?" Jason was using the _____ approach.

A salesperson asks a bookstore owner,"Do you know why students who use our test preparation books increase their SAT scores?" What approach is being used?

Gillian likes to introduce the fat-free chocolate her company has just begun to manufacture by giving retail store managers a small sample bar to take home and try.Gillian is using the _____ approach.

A salesperson for a security company walks into a prospect's office and says,"According to a recent FBI study,10 percent of your employees have stolen something tangible from your company." The salesperson is most likely using the _____ approach.

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