FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 8: Making the Sales Call

Show Answer

Share

---

All types

Filters

Study FlashcardsPractice ExamLearn

Question 41

Multiple Choice

Review LaterAdd Note

Review Later

A(n) _____ opening involves actually providing a demonstration as soon as a salesperson meets a prospect.

A) compliment
B) curiosity
C) product
D) introduction
E) referral

F) C) and E)
G) B) and C)

Correct Answer

verified

Show Answer

Question 42

Multiple Choice

Review LaterAdd Note

Review Later

Dawn walks into a customer's office with her sales presentation planned and immediately recognizes that the customer is upset about something.In this situation,Dawn should:

A) maintain a happy and cheerful demeanor.
B) sit down immediately to start with the presentation.
C) ask if she should come back some other time for the meeting.
D) say something funny in an attempt to lighten up the customer's mood.
E) do all of the above.

F) A) and D)
G) C) and D)

Correct Answer

verified

Show Answer

Question 43

Essay

Review LaterAdd Note

How can a salesperson use the product opening effectively?

For a salesperson trying to grab the attention of a new customer,it is desirable to:

Ultimately,the objective of using implication questions is to help a prospect realize the seriousness of the identified problem.

Naomi is waiting in a prospect's office.She wants to make a good first impression.When she is called into the prospect's office Naomi should do all of the following EXCEPT:

Why do salespeople use closed questions?

Ultimately,the goal of every salesperson should be to establish rapport with each customer.

Which of the following is the best example of an open question?

A balanced presentation occurs when a salesperson:

Phoebe,a sales representative,is so excited during her sales presentation that she does not hear the customer's question correctly.She gives a brief,inappropriate answer,and continues with her presentation.Phoebe's behavior in this scenario reflects the operation of _____.

When a salesperson looks at a prospect's office wall hangings,photographs,and library collection for cues on how to initiate small talk,what is he engaging in?

Which of the following is the most important characteristic of successful sales representatives?

To establish credibility early in the sales call,a salesperson should clearly delineate the amount of time he or she will need and complete the presentation within the stated time frame.

The booking agent for Moser Midway Rides walked into the management office for the Ohio State Fair and said,"The average family of four will spend 5.5 hours at the fair and spend between $60 and $70.How would you like to have that same family spend between $90 and $100 at your fair?" Which of the following methods of opening was the salesperson using in this scenario?

What is the best line of defense when you realize that you have spilled coffee on the prospect's briefcase during your presentation?

When applying the problem/solution selling model,_____ is the term used for the problems of the client that the salesperson is partially aware of.

Experienced salespeople attempt to uncover a prospect's needs and problems at the start of the relationship.

Quinton is a sales representative for Hawk Eye Surveillance Solutions,and it is his job to sell the closed circuit cameras his company manufactures.During a meeting with Jimmy,the owner of a very popular bookstore,Quinton wants to introduce his product.He asks Jimmy,"What is the result of having so many shoplifters at your store? Do you have a lot of inventory shrinkage because of shoplifting?" In the context of the SPIN technique,Quinton is using a(n) _____ question here.

If a salesperson makes a negative first impression when he meets a new buyer,he may never overcome the damage that impression causes in their business relationship.