Begin Your Presentation Strategically

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Questions Bank

The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

All Questions

Question 1

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True/False

According to the Golden Rule of Selling,salespeople should begin their sales presentation knowing the key customer benefits that will be discussed.

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Question 2

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The beginning of the sales presentation is called the preapproach.

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Question 3

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For salespeople,the approach refers to the time when they first see the buyer to when they begin to discuss the product.

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Question 4

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One of the ways a salesperson earns the right to the prospect's attention is by exhibiting specific product knowledge.

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Question 5

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Building rapport quickly with new customers is facilitated through the steps of creative imagery.

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Question 6

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A technique called creative imagery allows salespeople to better cope with stress.

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Question 7

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According to research,buyer's reaction to the salesperson in the early minutes of the sales presentation is less important than an effective closing.

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Question 8

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A prospect's initial impression about a salesperson is primarily based on the salesperson's appearance and attitude.

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Question 9

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For making a favorable first impression,the salesperson should apologize for taking the prospect's time.

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Question 10

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The last part of most sales calls is "small talk" which aids in building rapport between the salesperson and the prospect.

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Question 11

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The demonstration approach is appropriate for door-to-door salespeople who use the memorized sales presentation method.

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Question 12

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In general,using statements or demonstrations in the approach is more effective than asking a prospect questions.

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Question 13

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A salesman opens his presentation by saying "Hi,Mr.Johnson.I am Grover Forbes from Pearson Chemicals." The salesman is using the showmanship approach.

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Question 14

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In the referral approach,a salesperson mentions the name of a mutual acquaintance.

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Question 15

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The complimentary approach is the most common and the least powerful because it does little to capture the prospect's attention and interest.

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Question 16

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The introductory approach involves distributing free samples and novelty items.

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Question 17

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A salesperson using the product approach would hand his/her product to the prospect and ask,"What do you think of that?"

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Question 18

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Demonstration openings are effective because the prospect is encouraged to participate in the discussion with the salesperson.

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Question 19

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The showmanship approach involves doing something unusual to catch the prospect's attention and interest.

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Question 20

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The customer benefit approach begins with a question that implies the product will help the prospect.

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