Question 1

A salesperson using the product approach would hand his or her product to the prospect and ask,"What do you think of that?"

Accepted Answer

The answer of A salesperson using the product approach would...

Question 2

To better understand the prospect's needs and force the prospect's participation in the interview,the salesperson should use the questioning approach technique.

Accepted Answer

The questioning approach technique is used by salespersons to ask the prospect relevant and open-ended questions to understand their needs and interests. This helps in engaging the prospect in the conversation and creating a better understanding of their requirements, leading to a more successful sales pitch.

Question 3

The opinion approach is especially effective for a new salesperson.

Accepted Answer

The opinion approach involves sharing personal opinions and experiences, which can help establish a rapport with a new prospect and build trust. This can be especially effective for a new salesperson who is still working on establishing relationships with potential customers.

Question 4

An example of an opening statement approach would be to highlight the cost savings associated with developing a long term relationship with your company.

Accepted Answer

The answer of An example of an opening statement approach...

Question 5

The textbook offers several practical tips that salespersons should keep in mind when selling in a multicultural settings or internationally.Which of the following is NOT one of those tips?
A) a firm handshake is viewed globally as a sign of respect
B) in some cultures, not having direct eye contact is seen as a sign of respect
C) a blue suit and a white shirt are not always a good colour combination for business meetings
D) what is viewed as "personal space" varies from culture to culture
E) always do your research and never assume anything

Accepted Answer

The textbook does not mention a firm handshake specifically as a tip for selling in multicultural or international settings.

Question 6

First impressions are often overrated and play no role in supporting your ability to increase sales for your company.

Accepted Answer

First impressions can be crucial in building trust and rapport with a potential customer, which can ultimately lead to increased sales for a company.

Question 7

Under which of the four types of questions under the SPIN approach would you include the following question; "how many photocopies do you make in an average week?"
A) problem
B) product
C) situation
D) need-payoff
E) implication

Accepted Answer

The answer of Under which of the four types of...

Question 8

Professional salespeople using the premium approach tend to only show the product to the prospect when he/she is sure a sale will happen.

Accepted Answer

Professional salespeople using the premium approach focus on building a strong relationship with the prospect and demonstrating the value of the product before asking for a sale. They may show the product earlier in the sales process to gauge interest and start the conversation about its benefits, but they do not withhold the product until they are sure a sale will happen.

Question 9

"Mrs.Kamel,would you be interested in seeing our new line of photocopiers which I feel may save your company $25,000 per year in printing costs?" What kind of approach is this question an example of?
A) curiosity
B) trick
C) benefit
D) shock
E) premium

Accepted Answer

This question is an example of using a benefit approach, as it highlights the potential cost savings that the company could achieve by adopting the new line of photocopiers.

Question 10

The salesperson was trying to use the curiosity approach when she entered the office of the hospital purchasing department wearing a surgical mask and gown and asked if they were worried about catching a life-threatening disease.

Accepted Answer

The salesperson was trying to use the curiosity approach by wearing a surgical mask and gown and asking if they were worried about catching a life-threatening disease.

Question 11

Topics such as the weather or local political topics are recommended as part of "small talk" to aid in building rapport between the salesperson and the prospect.

Accepted Answer

The answer of Topics such as the weather or local...

Question 12

"Mrs.Smith,I absolutely love the way you've redecorated your store and understand that it has led to an increase in your sales-congratulations!" What kind of opening statement best captures the essence of this scenario?
A) flattery
B) complimentary
C) curiosity
D) shock
E) opinion

Accepted Answer

The opening statement is expressing admiration and congratulations, thereby being complimentary.

Question 13

Which of the following questions would you classify as being "needs analysis" focused?
A) what colour of truck are you looking for?
B) do you want a long beg or a short bed truck?
C) do you know what you will be using the truck for?
D) do you want a two or four wheeled drive truck?
E) do you have a tire size preference?

Accepted Answer

This question asks about the customer's intended use for the truck, which is an important factor in determining their needs. The other questions focus more on specific details and preferences, rather than the overall purpose of the vehicle.

Question 14

SPIN isan acronym describing a sequential questioning approach used by salespeople.It involves four different types of questions asked in a particular order.Which of the following is not one of those sequential steps?
A) product
B) situation
C) need-payoff
D) implication
E) problem

Accepted Answer

The sequential questioning approach used in SPIN stands for Situation, Problem, Implication, and Need-payoff. "Product" is not a step in this sequence.

Question 15

Which of the following should be part of an approach checklist?
A) confirm your appointment
B) prepare your sales aids
C) arrive a bit early
D) organize your presentation materials
E) all of these choices are correct

Accepted Answer

All of these choices are important steps to ensure a successful approach. Confirming the appointment ensures that the meeting is still scheduled and the prospect is expecting you. Preparing sales aids and presentation materials can help you effectively communicate your message. Arriving a bit early allows you to settle in, review your notes, and prepare mentally.

Question 16

"Hello Mr.Lucas,Mrs.Jones,one of your colleagues in the accounting department suggested I contact you about our new payroll system." Which of the following statements best captures the nature of this interaction between the salesperson and Mr.Lucas?
A) colleague approach
B) "just like you approach"
C) referral approach
D) acquaintance approach
E) a premium relationship approach

Accepted Answer

The statement suggests that the salesperson was referred by a colleague in the accounting department, indicating a referral approach.

Question 17

You want to start a needs analysis process with a prospect and find the prospect resists your attempts by telling you the following: "look,this simply just takes up time I do not have!" What would you do?
A) start to ask probing questions
B) continue with the process as you know best
C) keep the prospect happy and suggest the most popular product you sell
D) explain why you think a needs analysis process would benefit the prospect in the long term
E) tell the customer you need to do a needs analysis questionnaire before head office approves the order

Accepted Answer

It is important to address the prospect's concern about time and explain why a needs analysis process would benefit them in the long term. This helps to build trust and establish your expertise in providing tailored solutions that meet their specific needs. Probing questions should also be used in conjunction with this explanation to show that you value their time and are committed to finding a solution that is efficient and effective. Continuing as you know best or suggesting a popular product may not meet the prospect's unique needs and may not result in a successful sale in the long term. Using a needs analysis questionnaire as a prerequisite for approval may further frustrate the prospect and may not establish the necessary trust to proceed with the sale.

Question 18

The primary reason salespeople use questions in their approach is to get the attention and interest of the prospect.

Accepted Answer

The answer of The primary reason salespeople use questions in...

Question 19

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 answer of What kind of opening question must be...

Question 20

One of the ways that a salesperson earns the right to her prospect's attention is by exhibiting specific product knowledge.

Accepted Answer

By demonstrating product knowledge, a salesperson can establish credibility and show the prospect that they are knowledgeable about what they are selling, which can earn the prospect's attention and trust.

Quiz 8: The Approach: Begin Your Presentation Strategically

A salesperson using the product approach would hand his or her product to the prospect and ask,"What do you think of that?"

To better understand the prospect's needs and force the prospect's participation in the interview,the salesperson should use the questioning approach technique.

The opinion approach is especially effective for a new salesperson.

An example of an opening statement approach would be to highlight the cost savings associated with developing a long term relationship with your company.

The textbook offers several practical tips that salespersons should keep in mind when selling in a multicultural settings or internationally.Which of the following is NOT one of those tips?

First impressions are often overrated and play no role in supporting your ability to increase sales for your company.

Under which of the four types of questions under the SPIN approach would you include the following question; "how many photocopies do you make in an average week?"

Professional salespeople using the premium approach tend to only show the product to the prospect when he/she is sure a sale will happen.

"Mrs.Kamel,would you be interested in seeing our new line of photocopiers which I feel may save your company $25,000 per year in printing costs?" What kind of approach is this question an example of?

The salesperson was trying to use the curiosity approach when she entered the office of the hospital purchasing department wearing a surgical mask and gown and asked if they were worried about catching a life-threatening disease.

Topics such as the weather or local political topics are recommended as part of "small talk" to aid in building rapport between the salesperson and the prospect.

"Mrs.Smith,I absolutely love the way you've redecorated your store and understand that it has led to an increase in your sales-congratulations!" What kind of opening statement best captures the essence of this scenario?

Which of the following questions would you classify as being "needs analysis" focused?

SPIN isan acronym describing a sequential questioning approach used by salespeople.It involves four different types of questions asked in a particular order.Which of the following is not one of those sequential steps?

Which of the following should be part of an approach checklist?

"Hello Mr.Lucas,Mrs.Jones,one of your colleagues in the accounting department suggested I contact you about our new payroll system." Which of the following statements best captures the nature of this interaction between the salesperson and Mr.Lucas?

You want to start a needs analysis process with a prospect and find the prospect resists your attempts by telling you the following: "look,this simply just takes up time I do not have!" What would you do?

The primary reason salespeople use questions in their approach is to get the attention and interest of the prospect.

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

One of the ways that a salesperson earns the right to her prospect's attention is by exhibiting specific product knowledge.