Clearwater Hampers
Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. The company's leading salesperson, Peter Austin, is preparing the approach he will use during his first sales call on the CEO of Diamonite, a company that specializes in designing, manufacturing, and installing aircraft interiors for executives and heads of state.
-"Hi,I'm Peter Austin from Clearwater Hampers.How would you like to give your clients a unique gift that will clearly demonstrate your gratitude for their business?" Austin's question suggests that he is using the _____ approach.
A) interrogatory
B) showmanship
C) premium
D) customer benefit
E) FAB

Question

Clearwater Hampers 
Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. The company's leading salesperson, Peter Austin, is preparing the approach he will use during his first sales call on the CEO of Diamonite, a company that specializes in designing, manufacturing, and installing aircraft interiors for executives and heads of state.
-"Hi,I'm Peter Austin from Clearwater Hampers.How would you like to give your clients a unique gift that will clearly demonstrate your gratitude for their business?" Austin's question suggests that he is using the _____ approach.
A) interrogatory
B) showmanship
C) premium
D) customer benefit
E) FAB

Quizplus · Accepted Answer

Using this approach, the salesperson asks a question that implies the product will benefit the prospect. This approach requires anticipating the buyer's response.

Clearwater Hampers Clearwater Hampers Is a Small British Company That Sells Luxury