Question 1

What type of question is designed to elicit a "yes" or "no" response from a prospect?
A)redirect
B)direct
C)nondirective
D)rephrasing
E)participative

Accepted Answer

A direct question is designed to elicit a "yes" or "no" response.

Question 2

Sergi began his sales presentation by saying, "I'm new at selling safety equipment, so I was wondering if you could tell me what you believe are the attributes of our product that helps you be our number one re-seller." What kind of approach is Sergi using with his customer?
A)customer benefit
B)curiosity
C)shock
D)premium
E)opinion

Accepted Answer

Sergi is using the opinion approach by asking the customer to share their thoughts on the product's attributes, which engages the customer and makes them feel valued.

Question 3

"Do you know why you should be using a synthetic motor oil in your new Corvette?" the service manager asked Domenic when he brought his new car to the Chevy dealership for a routine service.What type of approach is the service manager using?
A)product
B)opinion
C)curiosity
D)shock
E)customer benefit

Accepted Answer

The service manager is using a curiosity approach by asking a question that piques Domenic's interest and encourages him to learn more about the benefits of synthetic motor oil.

Question 4

Which of the following statements about direct questions is true?
A)Tends to need fairly lengthy and detailed responses
B)Tend to be useful in directing the customer towards a very broad set of topics
C)Tends to provide the salesperson with insights about the prospect's true needs
D)"May I help you?" is a good example of a direct question
E)"Mr.Smith, are you interested in saving 20% in labour costs?" is a good example of a direct question

Accepted Answer

Direct questions are specific and seek a particular response, as shown in the example "Mr. Smith, are you interested in saving 20% in labour costs?" which directly asks about interest in a specific benefit.

Question 5

Which of the following is one of the benefits of using probing techniques by sales professionals?
A)obtaining information from the prospect
B)helps generate curiosity in prospect's mind
C)maintaining one-way communication
D)limiting prospect participation
E)creating a buyer-seller chain of command

Accepted Answer

Probing techniques allow sales professionals to obtain information from the prospect, which can help them in understanding the prospect's needs and preferences. This information can then be used to tailor their sales pitch and ultimately close the deal.

Question 6

Which of the following questions are examples of a direct question?
A)"Do you want to save money on input costs?"
B)"How will you use this forged steel trowel?"
C)"Why do you need such a warranty with your refrigeration system?"
D)"What features are you looking for in an office file system?"
E)"Where will you use this security light?"

Accepted Answer

The answer of Which of the following questions are examples...

Question 7

Which of the following statements may NOT earn the salesperson the right to the prospect's time and attention?
A)implying that your product will save money for the prospect's company
B)expressing a sincere desire to solve the prospect's problem
C)exhibiting business knowledge
D)displaying a "service" attitude
E)claiming that your product is better than the competition's product

Accepted Answer

Claiming that your product is better than the competition's product may come across as arrogant and may not necessarily earn the prospect's time and attention. It is better to focus on the unique value proposition of your product and how it can solve the prospect's specific problems.

Question 8

John is very much interested in learning more about the prospect's business and asks several questions designed to provide John with insights about the prospect's business opportunities and challenges.Which of the following develops two-way communication and increases the prospect's participation?
A)rephrasing questions
B)redirect questions
C)probes
D)closed-ended questions
E)direct questions

Accepted Answer

Probes are open-ended questions that encourage the prospect to provide detailed information and insights about their business. This type of questioning fosters two-way communication and increases the prospect's participation in the conversation. Rephrasing questions and redirecting questions can also be helpful in building rapport, but they may not necessarily encourage as much participation from the prospect. Closed-ended and direct questions are more likely to result in one-word answers and do not facilitate as much back-and-forth interaction.

Question 9

While planning a sales call, Sheila makes notes on the buyer she's meeting with, confirms her appointment, checks her directions and prepares a list of questions.What is Sheila likely doing?
A)experiencing sales reluctance
B)over planning
C)going over an approach checklist
D)wasting valuable time
E)most like she is a new salesperson

Accepted Answer

Sheila is likely going over an approach checklist, which is a common step in planning for a sales call. It involves taking notes on the buyer she's meeting with, confirming the appointment, checking directions, and preparing a list of questions to ask during the meeting. This helps ensure that she is well-prepared and can make the most of the sales call.

Question 10

"You're saying that automobile quality and service are less important to you than price?" What kind of question is this an example of?
A)direct
B)rephrasing
C)redirect
D)nondirective
E)product-specific

Accepted Answer

This question is an example of rephrasing, as it restates or clarifies the original statement to ensure understanding or to confirm the speaker's interpretation.

Question 11

Francois, a sales representative for an accounting software service provider will be making a sales call on Martin, Smith and Dhillon Ltd a local accounting firm.He will be meeting the procurement officer in the next couple of days to demonstrate the value added his product line provides.The day before the meeting, he had a bunch of balloons and a note that said, "Friday will be your lucky day," sent to accounting firm's procurement officer.What kind of approach is Francois using?
A)curiosity
B)product
C)opinion
D)SPIN
E)customer benefit

Accepted Answer

Francois is using the curiosity approach by sending the balloons and note to pique the interest of the procurement officer and make them curious about what will happen on Friday. This approach is meant to create anticipation and get the prospect interested in learning more about the product.

Question 12

"So, what you are saying is that at the end of the day, low maintenance costs are the most important feature in determining your buying decision - correct?" What kind of question is this an example of?
A)rephrasing
B)direct
C)redirect
D)nondirective
E)participative

Accepted Answer

This question is an example of rephrasing because it restates what the other person has said to confirm understanding.

Question 13

Which of the following should a salesperson consider when using questions in a sales presentation?
A)how to get directly to the point
B)how to be direct, forceful, and positive
C)how to anticipate possible responses by the prospect
D)how to concentrate on a product's advantages and features
E)how to accept the fact that the prospect is likely to give a positive response

Accepted Answer

Anticipating possible responses by the prospect allows the salesperson to have rebuttals ready and address any objections the prospect may have, leading to a more effective sales presentation. Options A, B, D, and E do not address the importance of considering the prospect's responses.

Question 14

What kind of opening question must be designed so as to provide the salesperson with the opportunity to anticipate the prospect's response?
A)customer curiosity approach
B)customer shock approach
C)customer centric approach
D)customer surprise approach
E)customer benefit approach

Accepted Answer

The customer benefit approach focuses on highlighting the benefits of a product or service, allowing the salesperson to anticipate the prospect's response based on the value presented.

Question 15

Which of the following guidelines is one of the basic rules given in the text for using questions?
A)Show the prospect the product.
B)Leave if you get a negative answer.
C)Carefully listen to the answer.
D)If the prospect pauses in his answer, answer for him.
E)Ask the question again if there is a pause.

Accepted Answer

The basic rule given in the text for using questions is to carefully listen to the answer. This helps the salesperson to understand the prospect's needs and concerns and provide appropriate solutions. A, B, D, and E are not basic rules for using questions.

Question 16

If you walk into your prospect's office and she says "I'm sorry, but there is no use in us talking.I'm satisfied with my current suppliers.Thanks for coming by." What kind of question would you use to potentially change this negative scenario?
A)direct
B)nondirective
C)rephrasing
D)directional
E)redirect

Accepted Answer

Redirect questions are used to change the focus of the conversation and can help in overcoming objections by steering the discussion towards potential benefits or new perspectives.

Question 17

Which of the following is NOT one of the categories of questions discussed by the text?
A)participative
B)direct
C)redirect
D)open ended
E)rephrasing

Accepted Answer

The text does not discuss participative questions as a category of questions.

Question 18

A salesperson for a security company walks into a prospect's office and says; "Did you know that according to a recent RCMP study, 10 percent of your employees have stolen something tangible from your company?" What kind of opening question approach is the salesperson using?
A)curiosity
B)customer-benefit
C)shock
D)opinion
E)premium

Accepted Answer

The salesperson is using a shock approach by presenting a surprising and alarming statistic to get the prospect's attention and create a sense of urgency to address potential security breaches in the company.

Question 19

Which of the following is NOT a suggestion for making a favourable first impression?
A)Be neat in dress and grooming
B)Be enthusiastic and positive toward the interview
C)Maintain eye contact with the prospect
D)Bring a hot cup of coffee for the buyer as a friendly gesture
E)Wear appropriate business clothes

Accepted Answer

Bringing a hot cup of coffee for the buyer is not a suggestion for making a favourable first impression. It may not always be appropriate and may be seen as presumptuous or invasive. It is important to be polite and respectful, but also professional and considerate of the buyer's boundaries and preferences.

Question 20

Karen sells cars at a local dealership.She notices a potential customer looking carefully at a convertible red sports car.She approaches the potential customer, introduces herself and asks; "What features are you looking for in a sports car?" What kind of probe is Karen using?
A)direct
B)redirect
C)rephrasing
D)participative
E)open-ended

Accepted Answer

Karen is using an open-ended probe, as she is asking a question that allows the potential customer to provide a detailed response that can give Karen insight into what they are looking for in a sports car. This type of probe encourages the customer to share their thoughts and feelings, rather than simply answering "yes" or "no".

Quiz 8: The Approach Begin Your Presentation Strategically

What type of question is designed to elicit a "yes" or "no" response from a prospect?

Sergi began his sales presentation by saying, "I'm new at selling safety equipment, so I was wondering if you could tell me what you believe are the attributes of our product that helps you be our number one re-seller." What kind of approach is Sergi using with his customer?

"Do you know why you should be using a synthetic motor oil in your new Corvette?" the service manager asked Domenic when he brought his new car to the Chevy dealership for a routine service.What type of approach is the service manager using?

Which of the following statements about direct questions is true?

Which of the following is one of the benefits of using probing techniques by sales professionals?

Which of the following questions are examples of a direct question?

Which of the following statements may NOT earn the salesperson the right to the prospect's time and attention?

John is very much interested in learning more about the prospect's business and asks several questions designed to provide John with insights about the prospect's business opportunities and challenges.Which of the following develops two-way communication and increases the prospect's participation?

While planning a sales call, Sheila makes notes on the buyer she's meeting with, confirms her appointment, checks her directions and prepares a list of questions.What is Sheila likely doing?

"You're saying that automobile quality and service are less important to you than price?" What kind of question is this an example of?

"So, what you are saying is that at the end of the day, low maintenance costs are the most important feature in determining your buying decision - correct?" What kind of question is this an example of?

Which of the following should a salesperson consider when using questions in a sales presentation?

What kind of opening question must be designed so as to provide the salesperson with the opportunity to anticipate the prospect's response?

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

If you walk into your prospect's office and she says "I'm sorry, but there is no use in us talking.I'm satisfied with my current suppliers.Thanks for coming by." What kind of question would you use to potentially change this negative scenario?

Which of the following is NOT one of the categories of questions discussed by the text?

A salesperson for a security company walks into a prospect's office and says; "Did you know that according to a recent RCMP study, 10 percent of your employees have stolen something tangible from your company?" What kind of opening question approach is the salesperson using?

Which of the following is NOT a suggestion for making a favourable first impression?

Karen sells cars at a local dealership.She notices a potential customer looking carefully at a convertible red sports car.She approaches the potential customer, introduces herself and asks; "What features are you looking for in a sports car?" What kind of probe is Karen using?