Question 1

In the ________ approach, the salesperson gives a prospect a free sample or gift.
A) complimentary
B) premium
C) souvenir
D) customer benefit
E) gift

Accepted Answer

The premium approach involves giving a prospect a free sample or gift as an incentive or reward for purchasing or showing interest in a product or service.

Question 2

Dixie Chopper is advertised as the world's fastest lawn mower. When the Dixie Chopper salesperson approached Keith Oxley, owner of Oxley Landscaping, he said, "Bill Mason told me that you're an impatient man and that I ought to show you my product." What type of approach statement was the Dixie Chopper salesperson using?
A) Introductory
B) Referral
C) Premium
D) Complimentary
E) Product

Accepted Answer

The salesperson used a Referral approach by mentioning Bill Mason's recommendation to introduce the product, leveraging an existing relationship or opinion to gain trust and attention.

Question 3

To illustrate the benefits of the Dixie Chopper brand lawn mowers to professional landscapers, the salesperson asks prospects to participate in a mowing race. Even if the competing mower has a wider cutting area, the Dixie Chopper always wins because it is the only lawn mower that can travel fifteen miles per hour. What approach does the Dixie Chopper salesperson use?
A) Referral
B) Premium
C) Complimentary
D) Showmanship
E) Product

Accepted Answer

The salesperson uses showmanship by getting prospects to participate in a mowing race and showcasing the speed advantage of the Dixie Chopper mower.

Question 4

To illustrate how fire-retardant his company's children clothing was, the salesperson took a pair of toddler-sized pajamas, placed them in the department store buyer's trashcan and set them on fire. Unfortunately, the buyer's plastic trashcan was not fire-resistant. The resulting fire damaged the buyer's carpeting and desk. This explains:
A) why the curiosity approach should not be used except on rare occasions.
B) how the showmanship approach can be inappropriate or fail.
C) why question approaches are used with such frequency.
D) why pre-approaches are important to sales success.
E) why customer benefit approaches are complex.

Accepted Answer

This scenario demonstrates how the showmanship approach (in this case, setting the pajamas on fire to demonstrate their fire-retardant quality) can be inappropriate or fail, leading to unintended consequences such as damage to the buyer's property.

Question 5

The ________ approach is considered weak because it fails to grab the attention of a prospect.
A) referral
B) premium
C) introductory
D) complimentary
E) product

Accepted Answer

The introductory approach is considered weak because it often fails to grab the attention of a prospect, as it might not provide immediate value or intrigue to engage the prospect's interest effectively.

Question 6

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.
A) customer benefit
B) showmanship
C) product
D) referral
E) introductory

Accepted Answer

The answer of Ed Curtiss is a sales representative with...

Question 7

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?
A) Premium approach
B) Introductory approach
C) Product approach
D) Complimentary approach
E) Customer benefit approach

Accepted Answer

Sheryl used the Product approach by directly presenting the product (specialty mini cakes) to the potential client without initially discussing or promoting it, allowing the product itself to make the first impression and spark the conversation.

Question 8

The product approach works best with:
A) brand name items.
B) generic products.
C) straight rebuy situations.
D) high-tech business products.
E) products that are new and unique.

Accepted Answer

The product approach is most effective for products that are new and unique, as it focuses on demonstrating the features and benefits of the product to create interest and demand.

Question 9

Sid Tucker is a salesperson working for Shades, a cosmetic company. He offers a small basket filled with complimentary products from Shades' new line of winter makeup to the manager of a large department store. Identify the type of approach used by Tucker.
A) Premium approach
B) Introductory approach
C) Product approach
D) Complimentary approach
E) Customer benefit approach

Accepted Answer

The premium approach involves giving a potential customer a gift or sample at the beginning of a sales interaction to create goodwill and interest in the product or service being sold. In this scenario, Sid Tucker is using complimentary products as a gift to the manager, which aligns with the premium approach.

Question 10

Ashana Vogel, a book salesperson, approaches a prospect with the following words, "Hello, Dr. Stein-your colleague Josh Stockard suggested I contact you concerning our new accounting workbooks." What type of approach is Ashana using?
A) Introductory
B) Referral
C) Premium
D) Complimentary
E) Product

Accepted Answer

Ashana is using a referral approach by mentioning Josh Stockard's recommendation to contact Dr. Stein, leveraging an existing relationship to establish trust and rapport.

Question 11

Which of the following statement is most likely true about the question approach?
A) The usage of questions in the presentation reduces prospect participation.
B) The questioning approach is ineffective with the problem-solution presentation.
C) Some question should be phrased as direct negative-no types to solicit brief responses.
D) Using questions as openers is an effective but infrequently used approach method.
E) Spontaneous questions are more effective than pre planned questions.

Accepted Answer

The answer of Which of the following statement is most...

Question 12

Which of the following is an example of the introductory approach?
A) "Mr. Lawrence, you certainly sell a lot of perennials to landscaping companies."
B) "Good afternoon, your company needs a secure local area network."
C) "Hello, Mr. Ariana at Country Stay Inn told me that you might be interested in my company's new line of mildew-proof shower curtains."
D) "Here, Ms. Li, try one of my company's throat lozenges."
E) "Hello, my name is Lisa G. Smith, and I represent Wilson Computers."

Accepted Answer

The introductory approach involves introducing oneself and the company they represent, as seen in choice E.

Question 13

Which of the following objectives is unique to the questions approach technique?
A) It helps to create a selling environment
B) It helps capture the attention of the prospect
C) It is used to stimulate the prospect's interest
D) It can be used to uncover the prospect's needs
E) It provides a transition into the sales presentation

Accepted Answer

The questions approach technique is unique in its ability to uncover the prospect's needs by engaging them in a dialogue that reveals their specific requirements, challenges, and preferences, which is not the primary objective of the other options listed.

Question 14

Jack Dane, an insurance salesperson, approaches a prospect with the words, "Hello Mr. Dean, your brother suggested I contact you concerning our new life policies." What type of approach statement is Jack Dane using?
A) Referral approach
B) Introductory approach
C) Multi-question approach
D) Complimentary approach
E) Customer benefit approach

Accepted Answer

Jack Dane is using a Referral approach by mentioning that the prospect's brother suggested he contact the prospect, leveraging an existing relationship to establish trust and rapport.

Question 15

The ________ approach involves mentioning the name of a person known to both the buyer and seller.
A) curiosity
B) question
C) referral
D) demonstration
E) introductory

Accepted Answer

The referral approach involves using the name of a person who is known to both the buyer and the seller to establish trust and credibility between the two parties. This can increase the likelihood of a successful sales transaction.

Question 16

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

Accepted Answer

The answer of Gillian likes to introduce the fat-free chocolate...

Question 17

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

Accepted Answer

This is an example of a complimentary approach, where the salesperson begins the interaction by complimenting the business owner's products to create a positive atmosphere.

Question 18

When the salesperson for Cloud Nine walked into the office of the department store buyer, she laid a sample of the company's newest line of hand-blown glass candleholders in front of the buyer and said nothing as she waited for the buyer to comment on the candleholder. The Cloud Nine salesperson has used the ________ approach.
A) showmanship
B) silent benefit
C) shock
D) product
E) curiosity

Accepted Answer

The salesperson used the product approach by directly presenting the product (hand-blown glass candleholders) to the buyer without initially commenting, allowing the product itself to make the first impression.

Question 19

Ashana Vogel, a book salesperson, approaches a prospect with the following words, "Hello, Dr. Stein-your colleague Josh Stockard suggested I contact you concerning our new accounting workbooks." Which of the following would reduce the effectiveness of this approach?
A) Dr. Stein lacks respect for Josh Stockard.
B) Dr. Stein dislikes the AIDA approach.
C) Vogel employs a SPIN approach.
D) Vogel is unable to develop a FAB presentation.
E) Dr. Stein is already acquainted with Vogel.

Accepted Answer

If Dr. Stein lacks respect for Josh Stockard, the reference to Stockard's suggestion would likely reduce the effectiveness of Vogel's approach, as Stein might not value recommendations from someone he does not respect.

Question 20

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

Accepted Answer

The salesperson is using a complimentary approach by praising Ms. Wong's flowers, aiming to make a positive impression and potentially open up a dialogue for sales or negotiation.

Quiz 9: Begin Your Presentation Strategically

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

The ________ approach is considered weak because it fails to grab the attention of a prospect.

The product approach works best with:

Sid Tucker is a salesperson working for Shades, a cosmetic company. He offers a small basket filled with complimentary products from Shades' new line of winter makeup to the manager of a large department store. Identify the type of approach used by Tucker.

Ashana Vogel, a book salesperson, approaches a prospect with the following words, "Hello, Dr. Stein-your colleague Josh Stockard suggested I contact you concerning our new accounting workbooks." What type of approach is Ashana using?

Which of the following statement is most likely true about the question approach?

Which of the following is an example of the introductory approach?

Which of the following objectives is unique to the questions approach technique?

Jack Dane, an insurance salesperson, approaches a prospect with the words, "Hello Mr. Dean, your brother suggested I contact you concerning our new life policies." What type of approach statement is Jack Dane using?

The ________ approach involves mentioning the name of a person known to both the buyer and seller.

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 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) :

Ashana Vogel, a book salesperson, approaches a prospect with the following words, "Hello, Dr. Stein-your colleague Josh Stockard suggested I contact you concerning our new accounting workbooks." Which of the following would reduce the effectiveness of this approach?

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.