Question 1

What is the best line of defense when you realize that you have spilled coffee on the prospect's briefcase during your presentation?

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Question 2

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?

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Question 3

Why do salespeople use open questions?

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Question 4

How can a salesperson use the product opening effectively?

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Question 5

What should salespeople do to make a good first impression?

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Question 6

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?

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Question 7

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?

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Question 8

What is the Four A (acknowledge,acquire,advise,and assure)selling process?

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Question 9

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?

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Question 10

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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Question 11

Why do salespeople need to ask both open and closed questions during a sales presentation?

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Question 12

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.

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Question 13

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.
Students' answers may vary.It is important that the students have a question to represent each of the four types of questions.The following is an example of a good

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Question 14

What is the difference between an introduction opening and a benefit opening?

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Question 15

What is the best rule to you use when things go wrong in a sales presentation?

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Question 16

Alphonso uses the FAB method when he sells optical scanning equipment to merchants.What do the letters "FAB" represent in this context?

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Question 17

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?

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Question 18

What is a credibility statement? What is the purpose of a credibility statement?

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Question 19

Why should a salesperson use verbal probing during a sales presentation?

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Question 20

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?

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Quiz 8: Making the Sales Call