Question 1

What approach do salespeople most commonly use? What is the disadvantage to this approach method? Give an example of such an approach.

Accepted Answer

The answer of What approach do salespeople most commonly use?...

Question 2

Which of the following is an example of a question that a salesperson might as part of using creative imagery?

Accepted Answer

A) "Would this prospect be interested in saving money?" 
B) "Does the prospect have the money to buy from me?" 
C) "Does the prospect have the desire to buy the product?" 
D) "What are the chances that the prospect will ask a question I can't answer?" 
E) "How much of a discount needs to be given for me to make this sale today?"

Question 3

The SPIN approach uses a series of four types of questions.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following statements about the customer benefit approach is true?

Accepted Answer

A) The salesperson should never ask a question that implies the product's benefit to the prospect. 
B) The salesperson should formulate questions carefully and anticipate the prospect's response. 
C) The salesperson should consider using a question instead of a benefit approach if the prospect's needs are known. 
D) The salesperson should not use the customer's response as a reference point later in the presentation. 
E) The customer benefit approach is such a weak opening that it usually must be used in conjunction with another approach.

Question 5

When asking a question,the salesperson should know or anticipate the answer for the question.

Accepted Answer

A) True 
 B)False

Question 6

A salesperson enters a wholesale floral center and says,"Ms.Wong,in my job,I visit a lot of nurseries and I believe you grow the most beautiful flowers I have ever seen." This is an example of the _____ approach.

Accepted Answer

A) introductory 
B) complimentary 
C) referral 
D) demonstration 
E) product

Question 7

A prospect's initial impression about a salesperson is primarily based on the salesperson's appearance and attitude.

Accepted Answer

A) True 
 B)False

Question 8

Probes help salespeople develop two-way communication with prospects.

Accepted Answer

A) True 
 B)False

Question 9

Which approach is designed to make the prospect think seriously about a subject related to the salesperson's product and usually includes a surprising remark or statistic?

Accepted Answer

A) Opinion approach 
B) Shock approach 
C) Multi-question approach 
D) Curiosity approach 
E) Customer benefit approach

Question 10

In the sales process,what is the approach? What occurs during the approach? What is the significance of this step in the sales process?

Accepted Answer

The answer of In the sales process,what is the approach?...

Question 11

A salesperson asks the prospect," What do you think about our new line of products?" Which approach is being used?

Accepted Answer

A) Product 
B) Opinion 
C) Curiosity 
D) SPIN 
E) Customer benefit

Question 12

The opinion approach is recommended for new salespeople.

Accepted Answer

A) True 
 B)False

Question 13

Bonnie Gui,an appliance salesperson,is using the SPIN approach.She was sure her prospect was ready to buy,but instead the prospect responded negatively to the need-payoff question.What should Bonnie do now?

Accepted Answer

A) Ask for a new appointment on another day 
B) Ask a problem question 
C) Use a trial close 
D) Begin her demonstration 
E) Terminate the presentation and leave

Question 14

Another name for a nondirective question is a(n)_____ question.

Accepted Answer

A) participative 
B) open-ended 
C) reciprocal 
D) stimulus-response 
E) problem-solution

Question 15

What is another name for the multiple-question approach?

Accepted Answer

The answer of What is another name for the multiple-question...

Question 16

An automobile dealer asks a couple visiting the car lot,"Since the birth of the triplets,don't you find it difficult to wedge three car seats and all the baby paraphernalia into your old Toyota?" What type of question is he using?

Accepted Answer

A) Problem 
B) Implication 
C) Need 
D) Strategic 
E) Product

Question 17

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

Accepted Answer

A) preamble 
B) promotion 
C) personal-touch 
D) problem 
E) product

Question 18

A kitchen equipment salesperson asks a chef "With the increased need for hygiene,what are the problems you face in operating a commercial kitchen? "What kind of SPIN question is the salesperson asking the prospect?

Accepted Answer

A) Situation 
B) Problem 
C) Implication 
D) Need payoff 
E) Personal touch

Question 19

A salesperson should use probes to:

Accepted Answer

A) obtain information from the prospect. 
B) control the motivation of the prospect. 
C) maintain one-way communication. 
D) limit prospect participation. 
E) create a buyer-seller chain of command.

Question 20

Which approach technique is best suited for inexperienced salespeople?

Accepted Answer

A) Product 
B) Demonstration 
C) Direct question 
D) SPIN 
E) Opinion

Exam 9: Begin Your Presentation Strategically

What approach do salespeople most commonly use? What is the disadvantage to this approach method? Give an example of such an approach.

Which of the following is an example of a question that a salesperson might as part of using creative imagery?

The SPIN approach uses a series of four types of questions.

Which of the following statements about the customer benefit approach is true?

When asking a question,the salesperson should know or anticipate the answer for the question.

A salesperson enters a wholesale floral center and says,"Ms.Wong,in my job,I visit a lot of nurseries and I believe you grow the most beautiful flowers I have ever seen." This is an example of the _____ approach.

A prospect's initial impression about a salesperson is primarily based on the salesperson's appearance and attitude.

Probes help salespeople develop two-way communication with prospects.

Which approach is designed to make the prospect think seriously about a subject related to the salesperson's product and usually includes a surprising remark or statistic?

In the sales process,what is the approach? What occurs during the approach? What is the significance of this step in the sales process?

A salesperson asks the prospect," What do you think about our new line of products?" Which approach is being used?

The opinion approach is recommended for new salespeople.

Bonnie Gui,an appliance salesperson,is using the SPIN approach.She was sure her prospect was ready to buy,but instead the prospect responded negatively to the need-payoff question.What should Bonnie do now?

Another name for a nondirective question is a(n) _____ question.

What is another name for the multiple-question approach?

An automobile dealer asks a couple visiting the car lot,"Since the birth of the triplets,don't you find it difficult to wedge three car seats and all the baby paraphernalia into your old Toyota?" What type of question is he using?

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

A kitchen equipment salesperson asks a chef "With the increased need for hygiene,what are the problems you face in operating a commercial kitchen? "What kind of SPIN question is the salesperson asking the prospect?

A salesperson should use probes to:

Which approach technique is best suited for inexperienced salespeople?