Question 1

"Ms.Flores (handing her the product to examine), I want to leave samples for you, your cosmetic representative, and your best customers, of Revlon's newest addition to our perfume line." What kind of opening statement best captures this interaction between the salesperson and Ms.Flores?
A)customer benefit
B)premium
C)introductory
D)referral
E)complimentary

Accepted Answer

The interaction involves offering samples, which is a form of a premium, as it provides a tangible benefit to the customer and encourages them to try the product.

Question 2

Which opening statement approach is so weak that it usually must be used in conjunction with another approach?
A)referral
B)premium
C)introductory
D)complimentary
E)product

Accepted Answer

The introductory approach is so weak that it usually must be used in conjunction with another approach. This is because an introductory statement alone may not capture the attention of the prospect and may not provide enough information to generate interest in the product or service being offered. However, when used in combination with other approaches, such as a referral or premium approach, it can be more effective.

Question 3

Which of the following would NOT be a technique for using the questions approach to open the sales presentation?
A)opinion
B)curiosity
C)customer benefit
D)product
E)shock

Accepted Answer

The questions approach to opening the sales presentation typically involves asking questions that focus on the customer's needs, wants, and desires. Techniques such as opinion, curiosity, customer benefit, and shock can be effective ways to engage the customer and encourage them to participate in the sales conversation. However, focusing on the product itself in the opening questions may not be as effective, as it does not directly address the customer's needs or interests.

Question 4

Which of the following objectives is unique to the questions approach technique?
A)to create a selling environment
B)to capture the attention of the prospect
C)to stimulate the prospect's interest
D)to uncover the needs or problems of the prospect
E)to provide a transition into the sales presentation

Accepted Answer

Uncovering the needs or problems of the prospect is a unique objective of the questions approach technique because it involves asking strategic questions to gain insights into the prospect's specific needs and pain points. The other objectives listed may be common to other sales techniques as well.

Question 5

"One of your colleagues at Kwantlen Polytechnic University suggested I contact you about our advanced interactive sales simulators." What type of approach statement is being used in this statement?
A)introductory
B)referral
C)premium
D)complimentary
E)product

Accepted Answer

The statement is using a referral approach as it mentions someone at Kwantlen Polytechnic University who suggested reaching out to the person being addressed.

Question 6

The situation you face determines which approach technique you should use to begin your sales presentation to a client.Often, many situational variables impact the situation you will face.Which of the following is NOT a common situational variable identified in the textbook?
A)the type of product you're selling
B)whether this is a repeat call on a customer you've called on before
C)whether the prospect is aware of a problem
D)your sales call objective
E)your degree of knowledge about the customer's needs

Accepted Answer

The sales call objective is not a situational variable; it is a goal set by the salesperson. Situational variables are external factors that can influence the approach, such as the type of product, customer familiarity, problem awareness, and knowledge of customer needs.

Question 7

Which of the following two presentation methods can be used when opening with either a statement or a demonstration?
A)Problem-solving and Formula sales presentation methods
B)Memorized and Formula sales presentation methods
C)Need-satisfaction and problem-solving sales presentation methods
D)Need-satisfaction and Memorized sales presentation methods
E)Memorized and Problem-solving sales presentation methods

Accepted Answer

The Memorized and Formula sales presentation methods can both begin with a statement or demonstration to capture attention and set the stage for the presentation.

Question 8

Knowing his prospect would be concerned about the possibility of contamination of the foods he was processing with his packing equipment, Luca opened by saying, "Did you know that 2 deaths in Canada last year were attributed to toxic lubricants in food processing equipment.To prove to you the conveyer belt lubricant I'm offering you is non-toxic, I'm going to eat a spoon-full right now." With that, Luca opened the can of grease in front of him and began eating.What questions approach was Luca using?
A)referral
B)premium
C)shock
D)showmanship
E)complimentary

Accepted Answer

Luca used the shock approach by making a dramatic and unexpected demonstration to capture attention and address concerns about the safety of his product.

Question 9

Which of the following statements about approach techniques and presentation methods is correct?
A)The benefit technique is recommended for the formula presentation method.
B)The showmanship technique is most effective with prospects that you are calling on for the first time.
C)The approach technique should be chosen before the presentation method.
D)The statement approach technique is effective with any presentation method.
E)The interactive need-satisfaction and problem-solving sales presentation methods should always use the questions approach technique.

Accepted Answer

The answer of Which of the following statements about approach...

Question 10

This type of presentation tends to be complex and requires that the salesperson often conduct a certain level of analysis on his/her prospect.What type of sales presentation best fits this description?
A)memorized
B)semi-structured
C)problem-solution
D)unstructured
E)formula

Accepted Answer

The problem-solution sales presentation involves conducting an analysis on the prospect's needs and problems, and then presenting a solution that addresses those issues. This type of presentation is complex and requires a certain level of analysis on the part of the salesperson.

Question 11

It is often said that "you can only make one first impression." Which of the following guidelines have NOT been recommended in the textbook as best practices in helping a salesperson make a favourable first impression?
A)refrain from smoking, eating, or drinking in the prospect's office
B)learn how to pronounce the prospect's name
C)keep an erect posture - if the prospect offers a chair, sit down
D)avoid eye contact during the early part of the presentation to allow the prospect to examine your appearance
E)do not apologize for taking the prospect's time

Accepted Answer

The textbook does not recommend avoiding eye contact during the early part of the presentation, as eye contact is an important aspect of building rapport and establishing trust with the prospect.

Question 12

Which of the following is not a good practice when creating a social media profile?
A)it's worth having a professional headshot taken that is optimized for online usage
B)include business accomplishments and other information that is relevant to your business
C)post links to articles, videos, and product information
D)make it a point to establish a presence on popular sites like LinkedIn and Twitter
E)make sure to make your presence known on social media on an occasional basis

Accepted Answer

Making occasional posts and having an inconsistent presence on social media can harm your brand's image and credibility. It is important to have a consistent and active presence on social media to establish trust and engagement with your audience.

Question 13

Which of these statements about the customer benefit approach is NOT true?
A)The salesperson should never ask a question that implies the product will benefit the prospect.
B)The salesperson should avoid anticipating the prospect's response.
C)The salesperson should not consider using a question instead of a benefit approach if he or she is already aware of the prospect's needs.
D)The salesperson should not use the customer's response as a reference point later in the presentation.
E)The customer benefit approach is a weak opening and must be used in conjunction with another approach to be effective.

Accepted Answer

The answer of Which of these statements about the customer...

Question 14

Approach techniques can be grouped into three general categories.What are those three categories?
A)participative, standard, and benefit
B)compliment, referral, and participative
C)probe, parry, and thrust
D)statement, demonstration, and question
E)question, compliment, and benefit

Accepted Answer

The three categories of approach techniques are statement, demonstration, and question. Statement involves making a clear and confident statement to grab the customer's attention. Demonstration involves showing the customer a product or service in action. Question involves asking the customer a question to engage them in a conversation and learn more about their needs. Option A, B, and E seem to be made up categories, and option C refers to a specific type of verbal fencing, which is not relevant to sales approaches.

Question 15

Which of the following is not a Primary objective?
A)Introduce your solution to key decision makers
B)Demonstrate the ROI for your proposition
C)Leave samples of products
D)Provide details of satisfied customers
E)Secure a commitment to purchase

Accepted Answer

Leaving samples of products is a tactic and not a primary objective. The primary objective is to introduce the solution to decision makers, demonstrate ROI, provide details of satisfied customers, and secure a commitment to purchase.

Question 16

The salesperson walked into the wholesale floral centre and said, "Ms.Allyn, in my job I visit a lot of nurseries, and I believe you grow the most beautiful flowers I have ever seen." Which kind of opening statement best describes this interaction?
A)introductory
B)complimentary
C)appreciation
D)premium product
E)feature

Accepted Answer

The opening statement is clearly complimentary, as the salesperson is praising the quality of the flowers grown by Ms. Allyn.

Question 17

Ingrid is selling a local area network (LAN) to an engineering company.She is doing a sales presentation to all of the people who will be using the LAN.She has just finished giving a brief history of her company and discussing the firm's philosophy to the 25 people in the room.She has also mentioned a few large companies that her firm has worked with in the past.What is Ingrid attempting to do by providing the company's history and its philosophy?
A)building a rapport
B)establish credibility
C)bragging about the company's success
D)educate her audience
E)showcasing how her company has no competition

Accepted Answer

Ingrid is attempting to establish credibility by providing the company's history and philosophy, as well as mentioning past clients. By doing so, she is demonstrating that her company has the experience and expertise to provide a quality LAN for the engineering company.

Question 18

Which of the following types of opening statements is the most common and least powerful way to begin a sales presentation?
A)"Mr.Longo, you certainly sell a lot of perennials to landscaping companies."
B)"Good afternoon does your company need a secure local area network?"
C)"Hello, Mr.Patel at Country Stay Inn told me that you might be interested in my company's new line of mildew-proof shower curtains."
D)"Here, Ms.Lopez, try one of my company's throat lozenges."
E)"Hello, my name is Fran Rogers."

Accepted Answer

Option E, "Hello, my name is Fran Rogers," is the most common and least powerful way to begin a sales presentation as it does not immediately grab the attention of the prospect or create a sense of urgency or interest. It is a basic introduction that may not provide any value proposition or solution to the customer's needs.

Question 19

Manny walked into the office of the buyer for a large discount store and placed a small box of what appeared to be multicoloured rocks about the size of an Oreo cookie on her desk.Then Manny sat down and waited for the prospect to make some kind of comment about what he had put on her desk.What kind of demonstration opening is Manny using?
A)premium
B)showmanship
C)product
D)referral
E)introductory

Accepted Answer

Manny is using a product demonstration opening by placing the small box of multicoloured rocks on the buyer's desk in order to showcase the product and initiate a conversation about it.

Question 20

Dani likes to introduce the 100 percent organic fruit juice her company has just begun to manufacture by giving retail store managers a small sample bottle to take home and try.What kind of opening statement is Dani using in this statement?
A)demonstration
B)sample product
C)showmanship
D)customer benefit
E)premium

Accepted Answer

The answer of Dani likes to introduce the 100 percent...

Quiz 8: The Approach Begin Your Presentation Strategically

"Ms.Flores (handing her the product to examine) , I want to leave samples for you, your cosmetic representative, and your best customers, of Revlon's newest addition to our perfume line." What kind of opening statement best captures this interaction between the salesperson and Ms.Flores?

Which opening statement approach is so weak that it usually must be used in conjunction with another approach?

Which of the following would NOT be a technique for using the questions approach to open the sales presentation?

Which of the following objectives is unique to the questions approach technique?

"One of your colleagues at Kwantlen Polytechnic University suggested I contact you about our advanced interactive sales simulators." What type of approach statement is being used in this statement?

The situation you face determines which approach technique you should use to begin your sales presentation to a client.Often, many situational variables impact the situation you will face.Which of the following is NOT a common situational variable identified in the textbook?

Which of the following two presentation methods can be used when opening with either a statement or a demonstration?

Which of the following statements about approach techniques and presentation methods is correct?

This type of presentation tends to be complex and requires that the salesperson often conduct a certain level of analysis on his/her prospect.What type of sales presentation best fits this description?

It is often said that "you can only make one first impression." Which of the following guidelines have NOT been recommended in the textbook as best practices in helping a salesperson make a favourable first impression?

Which of the following is not a good practice when creating a social media profile?

Which of these statements about the customer benefit approach is NOT true?

Approach techniques can be grouped into three general categories.What are those three categories?

Which of the following is not a Primary objective?

The salesperson walked into the wholesale floral centre and said, "Ms.Allyn, in my job I visit a lot of nurseries, and I believe you grow the most beautiful flowers I have ever seen." Which kind of opening statement best describes this interaction?

Which of the following types of opening statements is the most common and least powerful way to begin a sales presentation?

Dani likes to introduce the 100 percent organic fruit juice her company has just begun to manufacture by giving retail store managers a small sample bottle to take home and try.What kind of opening statement is Dani using in this statement?