Level of Difficulty 2 Medium Topic Using Questions Results in Sales Success 72

Level of difficulty 2 medium topic using questions

This preview shows page 338 - 343 out of 388 pages.

Level of Difficulty: 2 Medium Topic: Using Questions Results in Sales Success
Image of page 338
72.Which of the following statements about the customer benefit approach is true? A. The salesperson should never ask a question that implies the product's benefit to the prospect.B.The salesperson should formulate questions carefully and anticipate the prospect's response.C. The salesperson should consider using a question instead of a benefit approach if the prospect's needs are known.D. The salesperson should not use the customer's response as a reference point later in the presentation.E. The customer benefit approach is such a weak opening that it usually must be used in conjunction with another approach. Your customer benefit approach statement should carefully be constructed to anticipate the buyer's response. Using this approach, the salesperson asks a question that implies the product will benefit the prospect. AACSB: Analytic Blooms: Understand Futrell - Chapter 09 #72 Learning Objective: 09-01 Explain the importance of using an approach and provide examples of approaches. Level of Difficulty: 2 Medium Topic: The Approach-Opening the Sales Presentation
Image of page 339
73."Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the young couple planning their honeymoon trip to Europe. What kind of an approach was the travel agent using? A customer benefit approach statement is constructed to anticipate the buyer's response. Using this approach, the salesperson asks a question that implies the product will benefit the prospect. AACSB: Analytic Blooms: Understand Futrell - Chapter 09 #73 Learning Objective: 09-01 Explain the importance of using an approach and provide examples of approaches. Level of Difficulty: 2 Medium Topic: The Approach-Opening the Sales Presentation
Image of page 340
74.The equipment salesperson asked the professional landscaper, "Did you know the RedMax brand backpack blower can save you time and money as it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using? A customer benefit approach statement is constructed to anticipate the buyer's response. Using this approach, the salesperson asks a question that implies the product will benefit the prospect. AACSB: Analytic Blooms: Understand Futrell - Chapter 09 #74 Learning Objective: 09-01 Explain the importance of using an approach and provide examples of approaches. Level of Difficulty: 2 Medium Topic: The Approach-Opening the Sales Presentation
Image of page 341
Image of page 342
Image of page 343

You've reached the end of your free preview.

Want to read all 388 pages?

  • Fall '08
  • HAPKE

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture