Exam 9: Begin Your Presentation Strategically

Mariah begins her sales presentation by saying,"I'm new at selling safety equipment,so I am wondering if you can tell me the most commonly purchased items." Mariah is using the _____ approach.

Frank is a salesman of Richard Laundry Equipment.He wants to give a presentation to a five star hotel for setting up an in-house laundry system.The hotel manager sent Frank the hotel's requirements and space constraints for a laundry system.Frank prepared a layout which suited the hotel's requirements.Frank has to select an approach for his allotted ten minute presentation.What advice can you give to Frank?

You have decided to open your sales presentation with either a demonstration or a statement.List the three basic objectives you should hope to accomplish with either of these techniques.

Dane Geoffrey sells pollution masks.He asks a prospect," Did you know that five out of ten people die of lung cancer each year?" Identify the approach used by Dane.

The equipment salesperson asked the professional landscaper,"Did you know the RedMax brand backpack blower can save you time and money as it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?

Pratt & Austin wholesale paper products are sold in gift shops,department stores,and some specialty stores.When one of the firm's salespersons entered the office of the buyer for Dillard's department store,he handed the buyer a pocket planner that featured nature pictures by artist Andrea Tachiera.What kind of approach was the Pratt & Austin salesperson using?

Which of the following approaches is NOT commonly used with need-satisfaction sales presentations?

"Hi,I'm Peter Austin from Clearwater Hampers.How would you like to give your clients a unique gift that will clearly demonstrate your gratitude for their business?" Austin's question suggests that he is using the _____ approach.

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

When using questions in the selling process,a salesperson should most likely:

To sell her weather-resistance wicker furniture,Melanie would ask a prospect to accompany her outside and pour a five-gallon bucket of water on a chair.After a few minutes of rapport-building conversation,Melanie would sit in the chair,then stand up and casually remark,"You probably think I've gotten all wet?" Instead of being wet,Melanie and the chair would be dry because of the water-repellant used in manufacturing.What kind of approach did Melanie use?

Describe the multiple-question approach (SPIN).

Sheryl Madison is a salesperson working for Vanilla Dream,a patisserie.During a sales call,she walks into a restaurant manager's office,places a couple of specialty mini cakes at his table and says nothing as she waits for the manager to taste the cakes and comment on her product.Which of the following approaches has Sheryl used?

Which of the following is an example of a "situation" question that might be used in the SPIN approach?

Which of the following guidelines is one of the basic rules given in the text for using questions?

In the _____ approach,the salesperson gives a prospect a free sample or gift.

After asking a prospect a question,a salesperson should remain silent and wait for an answer.

Shannon sells floral products to craft stores and discount stores.When his company introduces a new floral preservative,Shannon walks into a prospect's office and announces,"Would you like to sell your customers a preservative that is good enough to preserve items rescued from the Titanic wreck?" What kind of approach is Shannon using?

A prospect responds positively to the need-payoff question in the SPIN approach.What should the salesperson do next?

Why would a salesperson use probes in an approach?