Question 1

What type of question is designed to elicit a "yes" or "no" response from a prospect?

Accepted Answer

A direct question is designed to elicit a "yes" or "no" response.

Question 2

Sergi began his sales presentation by saying, "I'm new at selling safety equipment, so I was wondering if you could tell me what you believe are the attributes of our product that helps you be our number one re-seller." What kind of approach is Sergi using with his customer?

Accepted Answer

Sergi is using the opinion approach by asking the customer to share their thoughts on the product's attributes, which engages the customer and makes them feel valued.

Question 3

"Do you know why you should be using a synthetic motor oil in your new Corvette?" the service manager asked Domenic when he brought his new car to the Chevy dealership for a routine service.What type of approach is the service manager using?

Accepted Answer

The service manager is using a curiosity approach by asking a question that piques Domenic's interest and encourages him to learn more about the benefits of synthetic motor oil.

Question 4

Which of the following statements about direct questions is true?

Accepted Answer

Direct questions are specific and seek a particular response, as shown in the example "Mr. Smith, are you interested in saving 20% in labour costs?" which directly asks about interest in a specific benefit.

Question 5

Which of the following is one of the benefits of using probing techniques by sales professionals?

Accepted Answer

Probing techniques allow sales professionals to obtain information from the prospect, which can help them in understanding the prospect's needs and preferences. This information can then be used to tailor their sales pitch and ultimately close the deal.

Question 6

Which of the following questions are examples of a direct question?

Accepted Answer

The answer of Which of the following questions are examples...

Question 7

Which of the following statements may NOT earn the salesperson the right to the prospect's time and attention?

Accepted Answer

Claiming that your product is better than the competition's product may come across as arrogant and may not necessarily earn the prospect's time and attention. It is better to focus on the unique value proposition of your product and how it can solve the prospect's specific problems.

Question 8

John is very much interested in learning more about the prospect's business and asks several questions designed to provide John with insights about the prospect's business opportunities and challenges.Which of the following develops two-way communication and increases the prospect's participation?

Accepted Answer

Probes are open-ended questions that encourage the prospect to provide detailed information and insights about their business. This type of questioning fosters two-way communication and increases the prospect's participation in the conversation. Rephrasing questions and redirecting questions can also be helpful in building rapport, but they may not necessarily encourage as much participation from the prospect. Closed-ended and direct questions are more likely to result in one-word answers and do not facilitate as much back-and-forth interaction.

Question 9

While planning a sales call, Sheila makes notes on the buyer she's meeting with, confirms her appointment, checks her directions and prepares a list of questions.What is Sheila likely doing?

Accepted Answer

Sheila is likely going over an approach checklist, which is a common step in planning for a sales call. It involves taking notes on the buyer she's meeting with, confirming the appointment, checking directions, and preparing a list of questions to ask during the meeting. This helps ensure that she is well-prepared and can make the most of the sales call.

Question 10

"You're saying that automobile quality and service are less important to you than price?" What kind of question is this an example of?

Accepted Answer

This question is an example of rephrasing, as it restates or clarifies the original statement to ensure understanding or to confirm the speaker's interpretation.

Question 11

Francois, a sales representative for an accounting software service provider will be making a sales call on Martin, Smith and Dhillon Ltd a local accounting firm.He will be meeting the procurement officer in the next couple of days to demonstrate the value added his product line provides.The day before the meeting, he had a bunch of balloons and a note that said, "Friday will be your lucky day," sent to accounting firm's procurement officer.What kind of approach is Francois using?

Accepted Answer

Francois is using the curiosity approach by sending the balloons and note to pique the interest of the procurement officer and make them curious about what will happen on Friday. This approach is meant to create anticipation and get the prospect interested in learning more about the product.

Question 12

"So, what you are saying is that at the end of the day, low maintenance costs are the most important feature in determining your buying decision - correct?" What kind of question is this an example of?

Accepted Answer

This question is an example of rephrasing because it restates what the other person has said to confirm understanding.

Question 13

Which of the following should a salesperson consider when using questions in a sales presentation?

Accepted Answer

Anticipating possible responses by the prospect allows the salesperson to have rebuttals ready and address any objections the prospect may have, leading to a more effective sales presentation. Options A, B, D, and E do not address the importance of considering the prospect's responses.

Question 14

What kind of opening question must be designed so as to provide the salesperson with the opportunity to anticipate the prospect's response?

Accepted Answer

The customer benefit approach focuses on highlighting the benefits of a product or service, allowing the salesperson to anticipate the prospect's response based on the value presented.

Question 15

Which of the following guidelines is one of the basic rules given in the text for using questions?

Accepted Answer

The basic rule given in the text for using questions is to carefully listen to the answer. This helps the salesperson to understand the prospect's needs and concerns and provide appropriate solutions. A, B, D, and E are not basic rules for using questions.

Question 16

If you walk into your prospect's office and she says "I'm sorry, but there is no use in us talking.I'm satisfied with my current suppliers.Thanks for coming by." What kind of question would you use to potentially change this negative scenario?

Accepted Answer

Redirect questions are used to change the focus of the conversation and can help in overcoming objections by steering the discussion towards potential benefits or new perspectives.

Question 17

Which of the following is NOT one of the categories of questions discussed by the text?

Accepted Answer

The text does not discuss participative questions as a category of questions.

Question 18

A salesperson for a security company walks into a prospect's office and says; "Did you know that according to a recent RCMP study, 10 percent of your employees have stolen something tangible from your company?" What kind of opening question approach is the salesperson using?

Accepted Answer

The salesperson is using a shock approach by presenting a surprising and alarming statistic to get the prospect's attention and create a sense of urgency to address potential security breaches in the company.

Question 19

Which of the following is NOT a suggestion for making a favourable first impression?

Accepted Answer

Bringing a hot cup of coffee for the buyer is not a suggestion for making a favourable first impression. It may not always be appropriate and may be seen as presumptuous or invasive. It is important to be polite and respectful, but also professional and considerate of the buyer's boundaries and preferences.

Question 20

Karen sells cars at a local dealership.She notices a potential customer looking carefully at a convertible red sports car.She approaches the potential customer, introduces herself and asks; "What features are you looking for in a sports car?" What kind of probe is Karen using?

Accepted Answer

Karen is using an open-ended probe, as she is asking a question that allows the potential customer to provide a detailed response that can give Karen insight into what they are looking for in a sports car. This type of probe encourages the customer to share their thoughts and feelings, rather than simply answering "yes" or "no".

Quiz 8: The Approach Begin Your Presentation Strategically