Question 1

If a prospect responds negatively to a need payoff question,then the salesperson should not probe further.

Accepted Answer

If a prospect responds negatively to a need payoff question, it is important for the salesperson to keep probing and try to understand the prospect's concerns. This allows the salesperson to address the concerns and potentially turn the negative response into a positive one.

Question 2

Inexperienced and unsuccessful salespeople tend to ask too many situation questions.

Accepted Answer

Situation questions are used to gather information about the customer's current situation and needs. However, asking too many of these questions without moving onto more meaningful questions about the customer's goals and challenges can make the salesperson seem inexperienced and unsuccessful.

Question 3

As far as possible,a salesperson should avoid using open questions since they do not stimulate the client to provide much information.

Accepted Answer

This statement is false. Open questions are actually helpful in getting clients to provide more information and lead to more detailed responses. Closed questions, on the other hand, can limit the amount of information obtained from the client.

Question 4

Experienced salespeople attempt to uncover a prospect's needs and problems at the start of the relationship.

Accepted Answer

Experienced salespeople understand the importance of identifying a prospect's needs and problems early on in the relationship so that they can provide the best solutions and build trust.

Question 5

A drawback of the introduction opening is that it may not generate interest.

Accepted Answer

The introduction opening may not always be attention-grabbing and may fail to generate interest in the reader or audience.

Question 6

One critical advantage of the SPIN technique is that it encourages the prospect to define the need.

Accepted Answer

The SPIN technique focuses on asking Situation, Problem, Implication, and Need-Payoff questions, which help prospects to define their needs and problems. By asking these questions, salespeople can also get a better understanding of the prospect's situation and pain points, and tailor their solutions to meet their specific needs. Therefore, one critical advantage of the SPIN technique is that it encourages the prospect to define the need.

Question 7

When using the compliment opening,a salesperson must get down to business matters right away.

Accepted Answer

The compliment opening is a technique used by salespeople to establish a positive relationship with the customer before getting down to business matters. It involves starting the conversation with a genuine compliment or praise about the customer, their business, or something related to them. The idea is to create a friendly and relaxed atmosphere that puts the customer at ease and makes them more receptive to the sales pitch. Only after establishing this rapport should the salesperson move on to discussing business matters.

Question 8

Customers are more receptive to salespeople with whom they can identify.

Accepted Answer

Customers are more likely to trust and connect with salespeople who they feel are similar to themselves, such as sharing common interests or backgrounds. This can lead to increased rapport and ultimately higher sales.

Question 9

FAB refers to features,advantages,and benefits in a sales presentation.

Accepted Answer

FAB is a well-known acronym in sales and marketing that stands for Features, Advantages, and Benefits. It is a methodology used to communicate the value of a product or service to potential customers by highlighting its key features, the advantages it provides over competitors, and the benefits the customer will receive from using it.

Question 10

Ultimately,the goal of every salesperson should be to establish rapport with each customer.

Accepted Answer

Establishing rapport with a customer helps to build trust and creates a more positive experience for both the customer and the salesperson. It can lead to increased sales and customer loyalty.

Question 11

When Mike,a sales manager,tells Ruth that she can save at least $25 per month by changing her long distance service to BellSouth,he is using the benefit opening.

Accepted Answer

The benefit opening focuses on the benefits or advantages of the product or service being sold to the customer. In this scenario, Mike is emphasizing the benefit of cost savings for Ruth by switching to BellSouth for her long distance service.

Question 12

When a sales representative makes a presentation,he or she should discuss product information right in the beginning before the buyer brings his needs and opinions into the picture.

Accepted Answer

The sales representative should first ask the buyer about their needs and opinions before discussing product information. This approach allows the sales representative to tailor the presentation to the buyer's specific needs and potentially address any concerns or objections they may have.

Question 13

An advantage of the product opening is that it appeals to a prospect visually as well as verbally.

Accepted Answer

The product opening involves showing or demonstrating the product to the prospect, making it appealing visually as well as verbally. This can help capture the prospect's attention and create a stronger impression of the product's benefits.

Question 14

Successful salespeople routinely avoid small talk because this can waste valuable time during a sales call.

Accepted Answer

Small talk can actually be valuable in building rapport and establishing a connection with the customer, leading to a more successful sales call.

Question 15

An opening is essentially a method that aims to secure buyer commitment.

Accepted Answer

An opening refers to the initial phase or strategy in various contexts such as negotiations, conversations, or games like chess, rather than specifically aiming to secure buyer commitment.

Question 16

Ultimately,the objective of using implication questions is to help a prospect realize the seriousness of the identified problem.

Accepted Answer

Implication questions aim to make the prospect aware of the negative consequences and impact of the problem, leading them to see the urgency and need for a solution.

Question 17

For a salesperson,being on time,securing a buyer's interest,and building rapport suggests that the salesperson has strong impression management skills.

Accepted Answer

Being on time shows respect for the buyer's time and builds trust. Securing a buyer's interest means the salesperson is able to capture their attention and communicate effectively. Building rapport means the salesperson is able to establish a connection and build a positive relationship with the buyer. All of these skills are important for managing a positive impression in the sales process.

Question 18

If a salesperson makes a negative first impression when he meets a new buyer,he may never overcome the damage that impression causes in their business relationship.

Accepted Answer

First impressions are powerful and difficult to change. If a salesperson starts off on the wrong foot with a new buyer, they may have a hard time recovering and building trust in the future. It is important for salespeople to make a positive impression from the start to establish a strong foundation for their business relationship.

Question 19

Angie,a sales representative,often asks her prospects questions like "What misconceptions do people have about your business?" A question like this directly focuses attention on her company's products.

Accepted Answer

A question like this focuses attention on the prospect's business, not on Angie's company's products.

Question 20

Need payoff questions are essentially problem centered.

Accepted Answer

The answer of Need payoff questions are essentially problem centered....

Quiz 8: Making the Sales Call