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54. "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. ProductB. Customer benefitC. PremiumD. DemonstrationE. Complimentary10-7
Chapter 10 - Begin Your Presentation Strategically55. The equipment salesperson asked the professional landscaper, "Did you know the Red Max brand backpack blower can save you time and money because 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? 56. The customer benefit approach is most useful when the salesperson: 57. "Do you know why you should be using synthetic motor oil in your new Lexus?" the service manager asked Henri Wilton when he brought his new car to the Lexus dealership for a routine servicing. What type of approach is the service manager using?
Chapter 10 - Begin Your Presentation Strategically58. Rubin is making a sales call on McHenry Heating and Air Conditioning tomorrow. This afternoon, he sent a bunch of balloons and a note to the firm's buyer that said, "Did you know tomorrow is your lucky day?" What type of approach is used by Rubin? A. CuriosityB. ProductC. OpinionD. SPINE. Customer benefit59. Arvin Hampton begins his approach by saying, "I'm new at selling home safety equipment, so I was wondering if you could tell me the most commonly purchased items?" Hampton is using the _____ approach. 60. A salesperson asks the prospect," What do you think about our new line of products?" Which approach is being used?61. Which of the following types of approaches is especially good for a new salesperson? 10-9
Chapter 10 - Begin Your Presentation Strategically