Question 1

A salesperson walks into a patisserie and says to the proprietor," Ms Kylie,your pastries are delicious.I have never tasted any better in my whole career." This is an example of a(n):

Accepted Answer

The salesperson is complimenting the proprietor on the quality of her pastries, which is an example of a complimentary approach.

Question 2

Ashana Vogel,a book salesperson,approaches a prospect with the following words,"Hello,Dr.Stein-your colleague Josh Stockard suggested I contact you concerning our new accounting workbooks." Which of the following would reduce the effectiveness of this approach?

Accepted Answer

If Dr. Stein lacks respect for Josh Stockard, the reference to Stockard's suggestion would likely reduce the effectiveness of Vogel's approach, as Stein might not value recommendations from someone he does not respect.

Question 3

Which of the following is an approach technique that involves asking questions?

Accepted Answer

The approach technique that involves asking questions is called the curiosity approach. This technique involves asking open-ended questions to engage the customer and learn more about their needs, interests, and preferences. By demonstrating a genuine interest in the customer, the salesperson can build rapport, establish trust, and identify opportunities to make a sale.

Question 4

All of the following are statement approach techniques EXCEPT:

Accepted Answer

Showmanship is not a statement approach technique, it is a presentation technique used to capture the attention and interest of the audience. The other options, premium, introductory, referral, and complimentary are all statement approach techniques used to introduce or sell a product or service.

Question 5

In the _____ approach,the salesperson gives a prospect a free sample or gift.

Accepted Answer

The premium approach involves giving a prospect a free sample or gift as an incentive or reward for purchasing or showing interest in a product or service.

Question 6

Which of the following is an example of a demonstration technique?

Accepted Answer

Product approach is a type of demonstration technique where the product is demonstrated in action to showcase its benefits and features to the potential customer.

Question 7

Jack Dane,an insurance salesperson,approaches a prospect with the words,"Hello Mr.Dean,your brother suggested I contact you concerning our new life policies." What type of approach statement is Jack Dane using?

Accepted Answer

Jack Dane is using a referral approach statement, as he is mentioning the prospect's brother who referred him.

Question 8

What is an objective of both the statement and demonstration approach techniques?

Accepted Answer

The objective of both the statement and demonstration approach techniques is to capture the prospect's attention. These techniques are used to create interest in the product or service being offered and to engage the prospect in a conversation about their needs and wants. By capturing their attention, the salesperson can then move on to discussing product features and benefits, identifying competition, and ultimately closing the sale.

Question 9

Ashana Vogel,a book salesperson,approaches a prospect with the following words,"Hello,Dr.Stein-your colleague Josh Stockard suggested I contact you concerning our new accounting workbooks." What type of approach is Ashana using?

Accepted Answer

Ashana is using a referral approach by mentioning that Dr. Stein's colleague, Josh Stockard, suggested she contact him. This adds credibility and increases the likelihood of Dr. Stein being interested in hearing about the new accounting workbooks.

Question 10

Which of the following approaches is NOT commonly used with need-satisfaction sales presentations?

Accepted Answer

The answer of Which of the following approaches is NOT...

Question 11

A salesperson enters a wholesale floral center and says,"Ms.Wong,in my job,I visit a lot of nurseries and I believe you grow the most beautiful flowers I have ever seen." This is an example of the _____ approach.

Accepted Answer

The statement made by the salesperson is a compliment, hence it falls under the complimentary approach.

Question 12

What should a salesperson do if the prospect's name is unusual and difficult to spell?

Accepted Answer

Asking for the correct spelling shows respect to the prospect and ensures that any follow-up communication will have their name spelled correctly.

Question 13

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

Accepted Answer

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

Question 14

Creative imagery is a(n):

Accepted Answer

Creative imagery, often used in various forms of therapy and personal development, is a method for handling stress by using visualization techniques to imagine peaceful and calming scenarios.

Question 15

Approach techniques can be grouped into three general categories.These three categories are:

Accepted Answer

The three categories mentioned in option D - statement, demonstration, and question - are commonly recognized as the primary approach techniques. Statement involves presenting a straightforward opening, demonstration involves providing physical proof or evidence, and question involves probing the prospect to gather information and engage them in the conversation. Therefore, option D is the best choice.

Question 16

Dixie Chopper is advertised as the world's fastest lawn mower.When the Dixie Chopper salesperson approached Keith Oxley,owner of Oxley Landscaping,he said,"Bill Mason told me that you're an impatient man and that I ought to show you my product." What type of approach statement was the Dixie Chopper salesperson using?

Accepted Answer

The Dixie Chopper salesperson is using a referral approach by mentioning Bill Mason and using his recommendation to try and persuade Keith Oxley to buy their product.

Question 17

Which of the following is an example of a question that a salesperson might as part of using creative imagery?

Accepted Answer

The answer of Which of the following is an example...

Question 18

Which of the following is NOT a recommended guideline for making favorable first impressions on a prospective buyer?

Accepted Answer

Apologizing for taking the prospect's time implies that their time is more valuable than yours and can set a negative tone for the rest of the meeting. Rather, focus on the value you can provide and be respectful of their time by keeping the meeting efficient.

Question 19

The_____ approach involves mentioning the name of a person known to both the buyer and seller.

Accepted Answer

The referral approach involves mentioning the name of a person known to both the buyer and seller. This creates a sense of trust and credibility for the seller and can pique the interest of the buyer.

Question 20

The _____ approach is considered weak because it fails to grab the attention of a prospect.

Accepted Answer

The introductory approach may not be effective in capturing the prospect's attention because it is too generic and lacks a personalized touch. It can easily be overlooked or ignored, making it a weak approach. The referral, premium, complimentary, and product approaches are generally considered stronger, as they offer more incentives or personalization for the prospect.

Quiz 9: Begin Your Presentation Strategically

A salesperson walks into a patisserie and says to the proprietor," Ms Kylie,your pastries are delicious.I have never tasted any better in my whole career." This is an example of a(n) :