Question 1

Imagine that you sell thermometers for infants.You simply place the tip of the thermometer in the infant's ear and the digital readout is easy to read in less than thirty seconds.What is a benefit and what is a feature of this thermometer?

Accepted Answer

The answer of Imagine that you sell thermometers for infants.You...

Question 2

What is the difference between an introduction opening and a benefit opening?

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The answer of What is the difference between an introduction...

Question 3

What should salespeople do to make a good first impression?

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The answer of What should salespeople do to make a...

Question 4

A salesperson from Dun-Rite Equipment Company asks a supermarket manager,"If I can provide your meat department with on-the-site training at no extra charge,would you be interested?" In terms of the SPIN technique,this is an example of a(n)_____ question.

Accepted Answer

A)  situation 
B)  problem 
C)  implication 
D)  benefit 
E)  need payoff

Question 5

What is a credibility statement? What is the purpose of a credibility statement?

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The answer of What is a credibility statement? What is...

Question 6

A salesperson for a logistics software company makes a sales presentation to customers Isabel and Sylvia.During the presentation with Isabel,he asks her,"Is your current software difficult to fix?" During the presentation with Sylvia,he asks her,"What happens if you fail to deliver your products due to software issues?" Classify the question type based on the SPIN (situations questions,problem questions,implication questions,need payoff questions)technique used by salespeople to understand a prospect's needs.

Accepted Answer

A)  The questions asked to Isabel and Sylvia are need payoff questions. 
B)  The question asked to Isabel is a situation question,whereas the question asked to Sylvia is a need payoff question. 
C)  The question asked to Isabel is a problem question,whereas the question asked to Sylvia is an implication question. 
D)  The question asked to Isabel is a need payoff question,whereas the question asked to Sylvia is a problem question. 
E)  The questions asked to Isabel and Sylvia are problem questions.

Question 7

George tries to sell his firm's new air conditioner to a prospect.He opens his sales presentation by talking about how the new air conditioner reduces the average power consumption by 33 percent and how it would save nearly $150 a month if the prospect runs the air conditioner for six hours every day.In this case,George is using the _____ opening.

Accepted Answer

A)  benefit 
B)  introduction 
C)  compliment 
D)  curiosity 
E)  referral

Question 8

When a sales representative makes a presentation,he or she should discuss product information right in the beginning before the buyer brings his needs and opinions into the picture.

Accepted Answer

A) True 
 B)False

Question 9

"Do you have trouble keeping your delivery trucks running?" is an example of a(n)_____ question in the SPIN technique.

Accepted Answer

A)  situation 
B)  problem 
C)  implication 
D)  necessary 
E)  indication

Question 10

Why do salespeople need to ask both open and closed questions during a sales presentation?

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The answer of Why do salespeople need to ask both...

Question 11

How can a salesperson use the product opening effectively?

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The answer of How can a salesperson use the product...

Question 12

Which of the following is the best example of an open question?

Accepted Answer

A)  Do you want your order to be delivered in the morning or in the afternoon? 
B)  Will you be buying three or four boxes of these customized candles? 
C)  Will you be paying cash or charging these items to your account? 
D)  Why do you consider June to be your most productive month? 
E)  Do you have a method to display the Christmas ornaments?

Question 13

"Mr.Rogers,if I could show you a way to increase sales in your bookstore by 20 percent per year,would you be interested?" probed Leesa.In this example,Leesa is using the _____ opening.

Accepted Answer

A)  referral 
B)  rapport 
C)  product 
D)  introduction 
E)  question

Question 14

A salesperson for FS Tools asked Justin,a cabinet maker,"If I can show you how to cut melamine,high-pressure laminates,and fine veneer without any chips or breaks,would that save you any money?" In terms of the SPIN technique,this is an example of a(n)_____ question.

Accepted Answer

A)  situation 
B)  problem 
C)  implication 
D)  benefit 
E)  need payoff

Question 15

A salesperson talks to customers Vincent and Lee.During his presentation with Vincent,the salesperson asks him,"Would a new computer with advanced features resolve all your issues?" During his presentation with Lee,the salesperson asks,"How many people use your computer?" Classify the question type based on the SPIN (situations questions,problem questions,implication questions,need payoff questions)technique used by salespeople to understand a prospect's needs.

Accepted Answer

A)  The questions asked to Vincent and Lee are problem questions. 
B)  The questions asked to Vincent and Lee are implication questions. 
C)  The question asked to Vincent is a problem question,whereas the question asked to Lee is a need payoff question. 
D)  The question asked to Vincent is a situation question,whereas the question asked to Lee is an implication question. 
E)  The question asked to Vincent is a need payoff question,whereas the question asked to Lee is a situation question.

Question 16

Alphonso uses the FAB method when he sells optical scanning equipment to merchants.What do the letters "FAB" represent in this context?

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The answer of Alphonso uses the FAB method when he...

Question 17

An opening is essentially a method that aims to secure buyer commitment.

Accepted Answer

A) True 
 B)False

Question 18

When applying the problem/solution selling model,_____ is the term used describing customer's needs.

Accepted Answer

A)  features 
B)  issues 
C)  situations 
D)  benefits 
E)  business model

Question 19

A salesperson's best line of defense when something goes wrong during his sales presentation is to:

Accepted Answer

A)  blame his assistant or secretary for not having prepared properly for the meeting. 
B)  ask the prospect if the meeting can be rescheduled for later. 
C)  continue in the presentation as though nothing went wrong. 
D)  maintain the proper perspective and a sense of humor. 
E)  do none of these.

Question 20

Julia,a salesperson for an automobile firm,explains all the attributes and benefits of a car to a customer in her sales presentation.The customer loses interest in her presentation because Julia overloads the presentation with attributes the customer was not interested in knowing and her presentation does not address her needs.This is an example of:

Accepted Answer

A)  cold calling. 
B)  a negative opening. 
C)  a blitz. 
D)  a creeping commitment. 
E)  feature dumping.

Exam 8: Making the Sales Call