A salesperson asks a bookstore owner Do you know why students who use our test

A salesperson asks a bookstore owner do you know why

This preview shows page 345 - 349 out of 388 pages.

78.A salesperson asks a bookstore owner, "Do you know why students who use our test preparation books increase their SAT scores?" What approach is being used? A. ProductB. OpinionC.CuriosityD. SPINE. Customer benefitThe curiosity approach involves the salesperson asking a question or doing something to make the prospect curious about a product or service. The salesperson hopes to increase the interest of the prospect and make a sale.AACSB: AnalyticBlooms: UnderstandFutrell - Chapter 09 #78Learning Objective: 09-01 Explain the importance of using an approach and provide examples ofapproaches.Level of Difficulty: 2 MediumTopic: The Approach-Opening the Sales Presentation
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79.Jackson is making a sales call on Oceanic Enterprises tomorrow. This afternoon, he sent a box of chocolates to the firm's purchasing manager with a note that said, "Tomorrow is your luckyday." What kind of approach was Jackson using? A.CuriosityB. ProductC. OpinionD. SPINE. Customer benefitThe curiosity approach involves the salesperson asking a question or doing something to make the prospect curious about a product or service. The salesperson hopes to increase the interest of the prospect and make a sale.AACSB: AnalyticBlooms: UnderstandFutrell - Chapter 09 #79Learning Objective: 09-01 Explain the importance of using an approach and provide examples ofapproaches.Level of Difficulty: 2 MediumTopic: The Approach-Opening the Sales Presentation
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80.Diane sells organic garden products and is calling on the manager of a botanical garden. Upon arriving at the manager's office, Dianesays, "Do you know why I can't compliment the roses that I saw lining the driveway as I drove up?" What kind of approach is Diane using? A. SPINB.CuriosityC. ProductD. ComplimentaryE. DemonstrationThe curiosity approach involves the salesperson asking a question or doing something to make the prospect curious about a product or service. Diane hopes to increase the interest of the prospect and make a sale.AACSB: AnalyticBlooms: UnderstandFutrell - Chapter 09 #80Learning Objective: 09-01 Explain the importance of using an approach and provide examples ofapproaches.Level of Difficulty: 2 MediumTopic: The Approach-Opening the Sales Presentation
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81.Mariah begins her sales presentation by saying, "I'm new at sellingsafety equipment, so I am wondering if you can tell me the most commonly purchased items." Mariah is using the _____ approach. A. curiosityB. low-profileC. FABD. customer knowledgeE.opinionThe opinion approach is especially good for the new salesperson like Mariah because it shows that you value the buyer's opinion. Opinion questions may reveal previously unexplored opportunities for a product to meet even more of the prospect's needs.AACSB: AnalyticBlooms: UnderstandFutrell - Chapter 09 #81Learning Objective: 09-01 Explain the importance of using an approach and provide examples ofapproaches.
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