Exam 9: Begin Your Presentation Strategically

The first question to ask a prospect when using the SPIN approach is referred to as the strategic question.

What should a salesperson do if the prospect's name is unusual and difficult to spell?

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

Which of the following statements is true about a nondirective question?

During the approach,a Golden Rule salesperson should:

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

In general,using statements or demonstrations in the approach is more effective than asking a prospect questions.

According to the text,a salesperson should apologize to the prospect for taking his time.

In the referral approach,a salesperson mentions the name of a mutual acquaintance.

Describe the creative imagery technique.

Ed Curtiss is a sales representative with a small electronics firm.Ed's employer has made significant design changes to its top-selling scientific calculator.Ed has a meeting with the superintendent of a large,urban school district and hopes to make a large sale of the calculators,which would be suitable for high school math students.The ________ approach would most likely be effective for Ed.

The demonstration approach is appropriate for door-to-door salespeople who use the memorized sales presentation method.

A salesperson is using the SPIN approach.The prospect states a specific need after the salesperson asks the problem question.The salesperson should move directly into the presentation.

When using a nondirective question as an approach method,the salesperson should begin by asking the prospect a closed-ended question.

Another name for the direct question is the _____ question.

Another name for the SPIN approach is the _____ approach.

The showmanship approach involves the use of demonstrations in opening presentations.

Why would a salesperson use an opinion approach?

A prospect will most likely listen to the salesperson if the salesperson:

The first part of most sales calls is spent with small talk about the weather or sports for the purpose of building rapport.