Question 1

Which of the following would most likely benefit a salesperson?

Accepted Answer

Salespeople should use only questions that they can anticipate the answer to otherwise the salesperson may end up in an awkward position. Asking personal questions is unprofessional, and the number of open and closed questions depends on the situation.

Question 2

The _____ approach is considered weak because it fails to capture the prospect's attention and interest.

Accepted Answer

The introductory approach is the most common and the least powerful because it does little to capture the prospect's attention and interest. It opens with the salesperson's name and business.

Question 3

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:

Accepted Answer

The showmanship approach involves doing something unusual to catch the prospect's attention and interest; this should be done carefully so that the approach does not backfire, which can happen if the demonstration does not work or causes damage.

Question 4

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

Accepted Answer

The introductory approach opens with the salesperson's name and business. The other approaches mention the prospect's business, the salesperson's product, or a potential need, so they are not introductory approaches.

Question 5

When the salesperson for Thymes Unlimited 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.This salesperson used the _____ approach.

Accepted Answer

In the product approach, the salesperson places the product on the counter or hands it to the customer, saying nothing. The salesperson waits for the prospect to begin the conversation. The premium approach involves giving away free samples or gifts.

Question 6

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

Accepted Answer

The opinion approach involves asking for the thoughts of the prospect. Opinion questions may reveal previously unexplored opportunities for a product to meet even more of the prospect's needs.

Question 7

Becca likes to introduce the 100 percent organic fruit juice her company has just begun to manufacture by giving retail store managers a small sample bottle to take home and try.Becca is using the _____ approach.

Accepted Answer

Becca is giving away free samples, so she is using the premium approach. A premium approach is effective because everyone likes to receive something free.

Question 8

Which of the following statements about approach techniques and presentation methods is most likely true?

Accepted Answer

Using questions in a sales approach is feasible with any of the four presentation methods, whereas statements and demonstrations typically are reserved for either the memorized or formula sales presentation methods. Because of their customer-oriented nature, the need-satisfaction and problem-solution sales presentation methods always employ questions at the outset.

Question 9

Rubin is making a sales call on McHenry Heating and Air Conditioning tomorrow.This afternoon,he sent a bunch of balloons and a note to the firm's buyer that said,"Did you know tomorrow is your lucky day?" What type of approach is used by Rubin?

Accepted Answer

The curiosity approach involves the salesperson asking a question or doing something to make the prospect curious about a product or service. The salesperson hopes to increase the interest of the prospect and make a sale.

Question 10

What is an objective of both the statement and demonstration approach?

Accepted Answer

Both the statement and demonstration approach techniques have three basic
objectives: to capture the prospect's attention; to stimulate the prospect's interest; and to provide a transition into the sales presentation.

Question 11

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

Accepted Answer

The use of another person's name, the referral approach, is effective if the prospect respects that person; it is important to remember, however, that the referral approach can have a negative effect if the prospect does not like the person you refer to.

Question 12

Petra Lamar approached her prospect with the following words,"Hello,Dr.Keeler,Willa Fox with the County General Hospital suggested that I contact you concerning our new MRI scanner." What type of approach statement was Petra Lamar using?

Accepted Answer

Petra is mentioning a mutual acquaintance in hopes of engaging the prospect in a conversation. This method is known as the referral approach.

Question 13

The equipment salesperson asked the professional landscaper,"Did you know the Red Max brand backpack blower can save you time and money because it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?

Accepted Answer

A customer benefit approach statement is constructed to anticipate the buyer's response. Using this approach, the salesperson asks a question that implies the product will benefit the prospect.

Question 14

The customer benefit approach is most useful when the salesperson:

Accepted Answer

Benefit statements are useful in situations in which you know the prospect's or customer's critical needs and have a short time to make your presentation.

Question 15

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?

Accepted Answer

The showmanship approach involves doing something unusual to catch the prospect's attention and interest; this should be done carefully so that the approach does not backfire, which can happen if the demonstration does not work or is so flamboyant that it is inappropriate for the situation.

Question 16

"Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the young couple planning their honeymoon trip to Europe.What kind of an approach was the travel agent using?

Accepted Answer

A customer benefit approach statement is constructed to anticipate the buyer's response. Using this approach, the salesperson asks a question that implies the product will benefit the prospect.

Question 17

A salesperson walked into the wholesale floral center and said,"Ms.Ruiz,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

The salesperson is complimenting Ms. Ruiz's nursery and using the complimentary approach. If the complimentary approach is sincere, it is an effective beginning to a sales interview

Question 18

The product approach works best with:

Accepted Answer

The product approach is useful if the product is new, unique, or colorful, or if it is an existing product that has changed noticeably.

Question 19

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

Accepted Answer

The curiosity approach involves the salesperson asking a question or doing something to make the prospect curious about a product or service.

Question 20

Arvin Hampton begins his approach by saying,"I'm new at selling home safety equipment,so I was wondering if you could tell me the most commonly purchased items?" Hampton is using the _____ approach.

Accepted Answer

The opinion approach is especially good for the new salesperson like Mariah because it shows that you value the buyer's opinion. Opinion questions may reveal previously unexplored opportunities for a product to meet even more of the prospect's needs.

Quiz 10: Begin Your Presentation Strategically