Answers: a. Produc t b. Opinio n c. Curiosi ty d. SPIN Question 8 0.5 out of 0.5 points Arvin Hampton began his approach by saying, "I'm new at selling home safety equipment, so I was wondering if you could tell me what you thought were the most commonly purchased items?" Hampton was using the _____ approach. Selected Answer: d. opinion Answers: a. curiosity b. product
c. showmans hip d. opinion Question 9 0.5 out of 0.5 points
Question 10 0.5 out of 0.5 points Meaghan asked the florist, "Are the refrigeration costs for your fresh-cut flowers too high?" This is an example of a _____ question. Selected Answer: b. direct Answers: a. redirect b. direct c. nondirect ive d. rephasing Question 1 0.5 out of 0.5 points In the sales process, the presentation comes immediately after the _____ phase. Selected Answer: c. approach Answers: a. prospecting
b. preapproach c. approach d. determining objections Question 2 0.5 out of 0.5 points The _____ refers to the elements the salesperson assembles to sell to prospects and customers. Selected Answer: b. sales presentation mix Answers: a. business proposition b. sales presentation mix c. marketing mix d. positioning strategy Question 3 0.5 out of 0.5 points You are in the midst of your presentation when your prospect's secretary enters the office. After a 10- minute conversation, the secretary leaves. The prospect turns to you and says, "Now what were we discussing?" You should: Selected Answer: b. briefly restate the selling points that had interested the prospect. Answers: a. offer to reschedule your appointment. b. briefly restate the selling points that had interested the prospect. c.
move deeper into the presentation. d. start the presentation from the beginning. Question 4 0.5 out of 0.5 points Lucretia has just finished demonstrating the durability of her company's drill bits. To find out if this feature is important to her prospect, she should: Selected Answer: a. use a trial close. Answers: a. use a trial close. b. hand the price list to the prospect. c. circulate a document which provides detailed explanation of durability. d. circulate a document which lists all the varieties of drill bits that the company provides. Question 5 0.5 out of 0.5 points Why should a salesperson use visual aids during his/her sales presentation? Selected Answer: d. To capture the prospect's attention and interest. Answers: a. To minimize the probability of the prospect responding in a negative way. b. To maintain one-way communication. c. To make sure the success of the sale does not rely solely on the salesperson's persuasive powers.
d. To capture the prospect's attention and interest. Question 6 0.5 out of 0.5 points A sales presentation that involves demonstration should possibly include: Selected Answer: b.
You've reached the end of your free preview.
Want to read all 53 pages?
- Spring '14
- Sales, Daniella