Question 1

When a salesperson uses questions in his/her sales presentation, he/she should only ask questions that he/she can anticipate the answer to.

Accepted Answer

Salespeople should ask questions that they can anticipate the answer to because it allows them to control the conversation and guide the prospect towards the desired outcome.

Question 2

Product technique is used in an opening with a statement approach.

Accepted Answer

The answer of Product technique is used in an opening...

Question 3

The primary reason salespeople use questions in their approach is to get the attention and interest of the prospect.

Accepted Answer

The answer of The primary reason salespeople use questions in...

Question 4

Topics such as the weather or local political topics are recommended as part of "small talk" to aid in building rapport between the salesperson and the prospect.

Accepted Answer

The answer of Topics such as the weather or local...

Question 5

When selling to a group, it is necessary to modify the ten-step selling process by omitting the trial close step.

Accepted Answer

The ten-step selling process should not be modified when selling to a group. The trial close step is still important to determine any objections or concerns from the group and address them before proceeding to the actual close. The trial close step is still important when selling to a group, as it allows the salesperson to assess the group's level of interest and address any objections before moving on to the final close.

Question 6

Habits are easy to change and, therefore, the salesperson goes through the training usage stages quickly.

Accepted Answer

Habits are not easy to change and it can take time and effort to change them. Therefore, the salesperson may not go through the training usage stages quickly.

Question 7

Part of preparing for a group presentation is to develop a proposal document that can serve as a reference source that tells the client what they bought if they said yes.

Accepted Answer

Developing a proposal document is an important part of preparing for a group presentation as it serves as a reference source for the client to understand what they will be getting if they agree to the proposal.

Question 8

The salesperson was trying to use the curiosity approach when she entered the office of the hospital purchasing department wearing a surgical mask and gown and asked if they were worried about catching a life-threatening disease.

Accepted Answer

The salesperson's approach of wearing a surgical mask and gown and asking about the hospital's concern for catching a life-threatening disease is an example of the curiosity approach.

Question 9

"May I help you" is not an example of a direct question that leads the prospect towards a specific topic.

Accepted Answer

"May I help you" is a general question and does not lead the prospect towards a specific topic.

Question 10

A salesperson should always be prepared to change any part of her sales presentation to meet the particular characteristics of a specific selling situation.

Accepted Answer

A salesperson should always be adaptive and flexible in her sales approach to accommodate the unique needs and preferences of each customer and situation. This may involve modifying the presentation, changing tactics, or adjusting the tone or delivery style to match the customer's personality and communication style. By being responsive to the customer's needs, a salesperson can build rapport and trust, which can lead to a successful sale.

Question 11

The SPIN approach uses a series of four categories of questions which must be used in an exact order.In fact, professional sales people never deviate from asking the SPIN questions in the same order.

Accepted Answer

The SPIN approach involves four types of questions: Situation, Problem, Implication, and Need-Payoff, but skilled salespeople may adapt the order based on the conversation's flow and the client's needs.

Question 12

An example of an opening statement approach would be to highlight the cost savings associated with developing a long-term relationship with your company.

Accepted Answer

The answer of An example of an opening statement approach...

Question 13

Another term that a salesperson might use for a question is a probe.

Accepted Answer

A probe is a term commonly used in sales to refer to a type of question that is designed to gather more information about a customer's needs, preferences, or situation. It is a strategic way to get the customer talking and to gain a deeper understanding of their situation in order to make a more targeted sales pitch.

Question 14

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

Accepted Answer

The answer of A salesperson using the product approach would...

Question 15

Customer benefit, curiosity, opinion, and shock are all examples used in opening with questions.

Accepted Answer

This is true, as opening with questions that address customer benefit, curiosity, opinion or that evoke shock can be effective in engaging the audience and starting a conversation or discussion.

Question 16

The opinion approach is especially effective for a new salesperson.

Accepted Answer

The opinion approach allows a salesperson to establish rapport with their prospect and build trust, which is especially important for a new salesperson who may not have an established reputation or track record. By sharing their personal opinions and experiences, the salesperson can create a connection with the prospect and increase the likelihood of a successful sale.

Question 17

The SPIN approach is really nothing more than a needs analysis tool.

Accepted Answer

The SPIN approach focuses on uncovering a prospect's needs and understanding their situation, which aligns with the purpose of a needs analysis tool. Therefore, the statement is true.

Question 18

To better understand the prospect's needs and force the prospect's participation in the interview, the salesperson should use the questioning approach technique.

Accepted Answer

The questioning approach technique involves asking open-ended questions to better understand the prospect's needs and encourage their participation in the conversation, ultimately leading to a more successful sales pitch.

Question 19

Professional salespeople using the premium approach tend to only show the product to the prospect when he/she is sure a sale will happen.

Accepted Answer

The premium approach focuses on providing value to the prospect through education and personalized recommendations. Salespeople using this approach may still show the product to the prospect early on in the sales process as a way to demonstrate its benefits and features. However, they will only present the product as a solution once they have fully understood the prospect's needs and challenges and have built a strong relationship based on trust and credibility. The ultimate goal is to ensure that the product is a good fit for the prospect and that they feel confident in their decision to purchase.

Question 20

During the "proposing" phase in negotiations, it is a good idea to attempt to identify what other companies, products, or services your prospect is considering.

Accepted Answer

The answer of During the "proposing" phase in negotiations, it...

Quiz 8: The Approach Begin Your Presentation Strategically