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79.
A balanced presentation occurs when a salesperson:
80.
Which of the following statements about selling to groups is true?
Short Answer Questions
81.
What is the Four A (acknowledge, acquire, advise, and assure) selling process?
82.
As he entered the prospect's office, Sam stumbled and almost fell. After composing
himself, Sam mispronounced the prospect's name. After taking a break, Sam was able to
make a great sales presentation, but he never got the prospect's full attention during the
meeting. What concept describes the prospect's assumption that the clumsy salesperson
would not be competent enough to provide efficient service?
83.
A salesperson opens his sales presentation with a prospect by talking about another
customer who recommended the prospect to him. In this example, what opening does the
salesperson employ?
84.
A salesperson from The Casket Royale walked into a florist retailer's office and said,
"Funeral directors sell flowers. Why shouldn't you sell caskets?" What kind of opening is
the salesperson using?
85.
When a salesperson looks at a prospect's office wall hangings, photographs, and library
collection for cues on how to initiate small talk, what is he engaging in?
86.
What is the best rule to you use when things go wrong in a sales presentation?
87.
Why do salespeople use open questions?
88.
What is the purpose of a situation question in the SPIN (situation questions, problem
questions, implication questions, need payoff questions) technique used by salespeople to
understand a customer's needs?
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89.
Imagine that you sell thermometers for infants. You simply place the tip of the
thermometer in the infant's ear and the digital readout is easy to read in less than thirty
seconds. What is a benefit and what is a feature of this thermometer?
90.
Alphonso uses the FAB method when he sells optical scanning equipment to merchants.
What do the letters "FAB" represent in this context?
Essay Questions
91.
What should salespeople do to make a good first impression?
92.
If you want to be a successful salesperson, what should you do if you arrive for a sales
appointment and your prospect asks you to wait thirty minutes before she can see you?
93.
What is the difference between an introduction opening and a benefit opening?
the benefits of his product or service.
94.
How can a salesperson use the product opening effectively?
95.
What is the best line of defense when you realize that you have spilled coffee on the
prospect's briefcase during your presentation?
96.
Why do salespeople need to ask both open and closed questions during a sales
presentation?
97.
Imagine that you sell display units and store fixtures to retailers. You are getting ready to
call on a toy store retailer, and you want to use the SPIN technique. Prepare one of each
type of question that would be appropriate for you to use in this sales presentation.
98.
Imagine that you are trying to sell a new marketing textbook to your marketing professor.
Create two statements, each describing a feature and a benefit of your textbook.
99.
What is a credibility statement? What is the purpose of a credibility statement?
100.
Why should a salesperson use verbal probing during a sales presentation?
