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1 | |
Which of the following suggestions should a salesperson use in order to make a good first impression on a prospective customer? |
| | A) | Wear clothes in which you are comfortable. |
| | B) | Remember to apologize for taking the prospect's valuable time. |
| | C) | Always stand. |
| | D) | Imply that you were just passing by and that the sales call is unplanned. |
| | E) | None of the above suggestions should be used by a salesperson who wants to make a good first impression on a prospective customer. |
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2 | |
Opening with a question is a commonly used approach technique that works well with which of the following sales presentation methods? |
| | A) | memorized |
| | B) | formula |
| | C) | need-satisfaction |
| | D) | problem-solving |
| | E) | all of the above |
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3 | |
Which of the following is an example of an approach technique that uses a demonstration? |
| | A) | shock |
| | B) | premium |
| | C) | showmanship |
| | D) | curiosity |
| | E) | all of the above |
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4 | |
The introductory approach: |
| | A) | is never used in conjunction with another approach |
| | B) | is one of the most powerful approaches a salesperson can use |
| | C) | captures the prospect's attention and interest |
| | D) | is especially useful when meeting a prospect for the first time |
| | E) | is seldom used |
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5 | |
The salesperson began her sales presentation to the florist by saying, "What a gorgeous window display! You are so creative to come up with a display that eye catching." The salesperson is using which approach technique to open her presentation? |
| | A) | using word of mouth advertising |
| | B) | opening with statements |
| | C) | opening with an interjection |
| | D) | opening with a demonstration |
| | E) | targeting a specific personality |
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6 | |
"Mrs. Whitaker, this six-pack of Coke is yours if you will let me have a few minutes of your time to demonstrate this vacuum cleaning system." What technique was the salesperson using in his sales presentation? |
| | A) | question approach |
| | B) | product approach |
| | C) | showmanship approach |
| | D) | customer benefit approach |
| | E) | none of the above |
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7 | |
With the _____ approach, the salesperson says nothing and waits for the prospect to begin the conversation. |
| | A) | product |
| | B) | curiosity |
| | C) | shock |
| | D) | showmanship |
| | E) | SPIN |
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8 | |
The beauty aids salesperson walked into her prospect's office carrying a single rose. As she neared the customer, she pulled a petal off the rose and handed it to the prospect. "Here," she said, "Wouldn't your customers like their skin to feel as soft as this rose petal?" What kind of approach was the beauty aids salesperson using? |
| | A) | showmanship |
| | B) | complimentary |
| | C) | curiosity |
| | D) | SPIN |
| | E) | product |
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9 | |
As the Stihl salesperson walked into the prospect's office, she said, "Do you know why the Andreas Stihl Company is the number one chain saw manufacturer in the United States?" What kind of approach was the Stihl salesperson using? |
| | A) | demonstration |
| | B) | SPIN |
| | C) | product |
| | D) | curiosity |
| | E) | shock |
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10 | |
Olaf is a new salesperson for Naltex Plastics, a company that makes plastic net wrappings used for containing meat and poultry. When he walked into the supermarket manager's office in November, he asked, "Since I haven't much experience in this business, do you know what size turkey the average household serves at Thanksgiving?" Olaf was using the _____ approach. |
| | A) | product |
| | B) | opinion |
| | C) | SPIN |
| | D) | complimentary |
| | E) | showmanship |
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11 | |
Which of the following would be a good example of a situation question that might be used in a SPIN approach to sell a grocery home-delivery service? |
| | A) | "Has your family ever complained about running out of snacks between trips to the grocery?" |
| | B) | "Is your family happy with how you keep the kitchen stocked?" |
| | C) | "Are you happy with the quality of food available at your current grocery store?" |
| | D) | "How many people are in your household?" |
| | E) | "So with the new job, it's probably harder to get to the supermarket these days?" |
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12 | |
Tatiana sells a grocery home-delivery service. She asked a prospective customer, "If I could show you how you could save $20 a week on groceries and free up at least 3 hours of your own time weekly, would you be interested?" She was using a(n) _____ question within the SPIN approach. |
| | A) | implication |
| | B) | interest |
| | C) | situation |
| | D) | problem |
| | E) | need-payoff |
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13 | |
Which of the following is an example of an effective direct question that a shoe salesperson could use when dealing with a customer? |
| | A) | "May I help you?" |
| | B) | "Why do you think the square heeled shoe gives you better support?" |
| | C) | "What color sandals are you looking for today?" |
| | D) | "Will you list all of the places that you are likely to wear sandals, so I can decide which style would be right for you?" |
| | E) | "Are you saying that you can buy a less expensive shoe with the same high quality as this pair of shoes at the store across the street?" |
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14 | |
The pharmaceutical salesperson asked the drug store owner, "When are your customers most likely to buy allergy medicine?" This would be an example of a _____ question. |
| | A) | rephrasing |
| | B) | nondirective |
| | C) | targeted |
| | D) | redirect |
| | E) | focused |
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15 | |
The salesperson for Mayfield Retirement Living Community said, "Are you telling me that price is the most important consideration for where you spend the remaining years of your life?" The salesperson was using a(n) _____ question. |
| | A) | rephrasing |
| | B) | nondirective |
| | C) | open-ended |
| | D) | redirect |
| | E) | focused |
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2002 McGraw-Hill Higher Education