Question 1

Ultimately,the goal of every salesperson should be to establish rapport with each customer.

Accepted Answer

Establishing rapport with customers helps build a relationship of trust and understanding, which can lead to increased sales and customer loyalty.

Question 2

Closed questions usually help paint the broad strokes of a situation,whereas open questions help zero in on specific problems and attitudes.

Accepted Answer

Closed questions typically narrow down the conversation to specific answers, while open questions encourage a broader and more detailed response, helping to explore attitudes and problems in depth.

Question 3

Experienced salespeople attempt to uncover a prospect's needs and problems at the start of the relationship.

Accepted Answer

Experienced salespeople understand that the key to success is to understand the customer's needs and problems at the beginning of the relationship. This allows them to tailor their sales pitch to better address the customer's needs and ultimately close more sales.

Question 4

In the FEBA (features,evidence,benefits,agreement)approach to sales,salespeople mention the feature,provide evidence that the feature actually exists,explain the benefits,and then ask whether the buyer agrees with the value of the feature and benefit.

Accepted Answer

The FEBA approach to sales involves mentioning a feature, providing evidence, explaining the benefits, and then asking for agreement from the buyer.

Question 5

In the context of a sales presentation,a drawback of the introduction opening is that it is complex and generates small talk.

Accepted Answer

The introduction opening is typically brief and straightforward, and its purpose is to capture the audience's attention and establish rapport with them. It should not generate small talk or be overly complex.

Question 6

Closed questions encourage prospects to open up and share a great deal of information.

Accepted Answer

Closed questions usually have short, factual answers and do not encourage extensive sharing of information. Open-ended questions, on the other hand, encourage prospects to provide more detailed and personalized answers.

Question 7

If a salesperson makes a negative first impression when he meets a new buyer,he may never overcome the damage that impression causes in their business relationship.

Accepted Answer

Research has shown that first impressions can have a lasting impact on business relationships, and if a salesperson makes a negative first impression, it can be difficult to overcome that initial damage.

Question 8

Need payoff questions are essentially problem centered.

Accepted Answer

The answer of Need payoff questions are essentially problem centered....

Question 9

In the context of a sales presentation,one of the most important ways to ensure a good first impression is to be well prepared.

Accepted Answer

Being well-prepared can help you exude confidence and authority, answer questions clearly, and show your prospect that you value their time and business. This can all contribute to making a positive first impression.

Question 10

When Mike,a sales manager,tells Ruth that she can save at least $25 per month by changing her long-distance service to BellSouth,he is using the benefit opening.

Accepted Answer

Mike is highlighting the benefit of saving money by switching to BellSouth, which is a clear use of the benefit opening technique.

Question 11

When using the compliment opening,a salesperson must get down to business matters right away.

Accepted Answer

The compliment opening is meant to establish a positive rapport with the customer, and therefore it is important to take some time to build a relationship before getting into business matters.

Question 12

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

Accepted Answer

An opening refers to the initial phase or strategy in various contexts such as negotiations, conversations, or games like chess, rather than specifically aiming to secure buyer commitment.

Question 13

Drivers and analyticals enjoy nonbusiness conversations more than amiables and expressives.

Accepted Answer

Amiables and expressives typically enjoy nonbusiness conversations more because they value relationships and personal connections, whereas drivers and analyticals tend to focus more on tasks, data, and efficiency.

Question 14

In the context of a sales presentation,the talk about current news,hobbies,mutual friends,and the like that usually breaks the ice for the actual presentation is often referred to as "small talk."

Accepted Answer

This statement is true, as small talk is often used as a way to build rapport and establish a connection with the audience before diving into the main presentation.

Question 15

Ultimately,the objective of using implication questions is to help a prospect realize the seriousness of the identified problem.

Accepted Answer

Implication questions are designed to make a prospect aware of the potential negative consequences of not solving a problem, in order to emphasize the importance of addressing it.

Question 16

An advantage of the product opening is that it appeals to a prospect visually as well as verbally.

Accepted Answer

The product opening allows the prospect to see the product or service being offered, which can create visual appeal and help them better understand what is being discussed. Additionally, the presenter can use verbal cues to draw attention to specific features or benefits of the product.

Question 17

The SPIN (situation questions,problem questions,implication questions,need payoff questions)technique is difficult to use when a seller is discussing only an opportunity and not real problems.

Accepted Answer

The SPIN technique is primarily designed for identifying and solving problems or challenges faced by the customer. If the seller is discussing only an opportunity without any real problems, it becomes difficult to apply the SPIN technique effectively.

Question 18

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

The sales representative should first ask questions to understand the buyer's needs and opinions before discussing product information. This helps to tailor the presentation to meet the buyer's specific requirements and build rapport with them.

Question 19

If a prospect responds negatively to a need payoff question,then the salesperson should not probe further.

Accepted Answer

If a prospect responds negatively to a need payoff question, it is important for the salesperson to probe further to understand the objection or concern and try to address it. Ignoring the negative response could result in missing out on a potential opportunity to overcome an objection and make the sale.

Question 20

Inexperienced and unsuccessful salespeople tend to ask too many situation questions.

Accepted Answer

Inexperienced and unsuccessful salespeople often ask too many situation questions without properly understanding the customer's needs or offering any value. This can lead to a lack of trust and interest from the customer. It is important for salespeople to balance their questions with active listening and providing solutions.

Quiz 8: Making the Sales Call