Question 1

The showmanship approach involves doing something unusual to catch the prospect's attention and interest.

Accepted Answer

The showmanship approach is all about using creative and attention-grabbing techniques to capture the prospect's interest and make a memorable impression. It may involve using humor, props, or demonstrations to stand out from other sales pitches and leave a lasting impact.

Question 2

The beginning of the sales presentation is called the preapproach.

Accepted Answer

The beginning of the sales presentation is known as the approach rather than the preapproach, which is the planning that occurs prior to the approach.

Question 3

The demonstration approach is appropriate for door-to-door salespeople who use the memorized sales presentation method.

Accepted Answer

Demonstrations are used with memorized and formula presentation methods. Door-to-door salespeople typically use the memorized method.

Question 4

Building rapport quickly with new customers is facilitated through the steps of creative imagery.

Accepted Answer

Successful salespeople use a relaxation and concentration technique called creative imagery that allows them to better cope with stress. The salesperson envisions the worst that can happen. Then preparation is made to react to it and even accept it if need be.

Question 5

In the referral approach, a salesperson mentions the name of a mutual acquaintance.

Accepted Answer

In the referral approach, a salesperson would mention the name of a mutual acquaintance as a way to establish credibility and trust with the potential customer.

Question 6

In general, using statements or demonstrations in the approach is more effective than asking a prospect questions.

Accepted Answer

Because people buy to fulfill needs or solve problems, the use of questions in your approach is preferable to statements or demonstrations. Questions allow you to uncover needs, whereas statements and demonstrations are appropriate when you assume knowledge of the prospect's needs.

Question 7

The introductory approach involves distributing free samples and novelty items.

Accepted Answer

A premium approach often involves distributing free samples and novelty items. With the introductory approach, a salesperson provides his or her name and company.

Question 8

The last part of most sales calls is "small talk" which aids in building rapport between the salesperson and the prospect.

Accepted Answer

"Small talk" typically occurs at the beginning of a sales call not the end to build rapport with the prospect.

Question 9

A technique called creative imagery allows salespeople to better cope with stress.

Accepted Answer

Creative imagery is a proven technique that can help salespeople reduce stress, increase productivity, and improve overall performance. It involves using mental images to stimulate positive feelings, increase motivation, and develop coping strategies for stressful situations. By practicing creative imagery regularly, salespeople can learn to better manage their emotions and maintain focus and confidence when faced with challenging sales situations.

Question 10

For salespeople, the approach refers to the time when they first see the buyer to when they begin to discuss the product.

Accepted Answer

The approach in sales refers to the initial encounter with the buyer and the beginning of the sales process, including building rapport and introducing the product or service.

Question 11

A salesman opens his presentation by saying "Hi, Mr. Johnson. I am Grover Forbes from Pearson Chemicals." The salesman is using the showmanship approach.

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. The showmanship approach involves doing something unusual to catch the prospect's attention and interest.

Question 12

Demonstration openings are effective because the prospect is encouraged to participate in the discussion with the salesperson.

Accepted Answer

Demonstration openings allow for active participation from the prospect, making the interaction more engaging and effective.

Question 13

According to research, buyer's reaction to the salesperson in the early minutes of the sales presentation is less important than an effective closing.

Accepted Answer

Research suggests that the buyer's initial perception of the salesperson and the sales presentation can have a significant impact on their decision-making process. Therefore, it is important for salespeople to make a good first impression and establish rapport with the buyer early on in the sales process. However, an effective closing is also crucial for sealing the deal and converting the potential buyer into a customer. Both aspects of the sales process are important and should be given equal attention.

Question 14

For making a favorable first impression, the salesperson should apologize for taking the prospect's time.

Accepted Answer

Apologizing for taking the prospect's time may communicate that the salesperson doesn't value their own product or service. Instead, the salesperson should focus on creating a positive interaction by engaging the prospect in conversation and demonstrating their expertise and understanding of the prospect's needs.

Question 15

The customer benefit approach begins with a question that implies the product will help the prospect.

Accepted Answer

The customer benefit approach focuses on highlighting the benefit that the product can bring to the prospect, implying that it will help them in some way.

Question 16

A prospect's initial impression about a salesperson is primarily based on the salesperson's appearance and attitude.

Accepted Answer

A salesperson's appearance and attitude are the first things a prospect will notice and will often impact their perception of the salesperson and the company they represent.

Question 17

The complimentary approach is the most common and the least powerful because it does little 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. If the complimentary approach is sincere, it is an effective beginning to a sales interview because everyone appreciates a compliment.

Question 18

According to the Golden Rule of Selling, salespeople should begin their sales presentation knowing the key customer benefits that will be discussed.

Accepted Answer

The Golden Rule of Selling states that salespeople should begin their sales presentation by focusing on the key customer benefits that will be discussed throughout the presentation. This helps to grab the customer's attention and establish a clear understanding of the value proposition.

Question 19

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

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.

Question 20

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

Accepted Answer

By demonstrating knowledge of the product or service being sold, a salesperson can establish credibility and earn the prospect's trust, leading to further engagement and potential sales.

Quiz 10: Begin Your Presentation Strategically