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Exam 8: Making the Sales Call

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Question 31

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Doug was so eager to buy the potato slicer that turns a single, whole potato into a continuous thin-sliced curl that he did not hear the salesperson comment that the machine was difficult to clean. Doug was using _____ and imagining how much easier it would be to make French fries with his new slicer.

A) selective perception
B) listening discrimination
C) rapport
D) small talk
E) variable listening

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Question 32

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If at all possible, the salesperson should avoid using open questions since they do not stimulate the client to provide much information.

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Question 33

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When using the compliment opening, avoid being sincere so that you do not embarrass your buyer.

Which of the following is the BEST example of an open question?

Unless John knows what the prospect's needs are, the product opening is unlikely to succeed.

The Casket Royale salesperson walked into the florist retailer's office and said, "Funeral directors sell flowers. Why shouldn't you sell caskets?" What kind of opening was the salesperson using?

Imagine you are trying to sell your marketing professor a new selling textbook. Create two statements; one each describing a feature, one describing a benefit of your textbook.

FABs refer to features, advantages, and benefits in a sales presentation.

Marissa designs retreat vacations for corporate executives. When she walked into the office of the CEO of Langston, she was holding a tape player which was playing tropical music, carrying a lei (a flower necklace) which she placed around the CEO's neck, and carrying a poster of a beach scene with a photo of a relaxing Langston CEO superimposed on it. Marissa was using the _____ opening.

A salesperson's first few words allow the customer to vary the tone of the entire sales call.

"Mr. Rogers, if I could show you a way to increase sales in your bookstore by 20 percent per year, would you be interested?" said Leesa. In this example, Leesa is using the _____ opening.

In "What my top salespeople are like" William Fowler, industrial buyer for DuPont describes the best salespeople who call on him as all of the following EXCEPT:

A salesperson who asked, "What impact does inventory shrinkage have on your ability to make a reasonable profit?" is asking a(n) _____ question as he works his way through the SPIN technique.

The salesperson was trying to convince a retailer to outsource its telemarketing department. He said, "My corporation is providing outsourced call centers on behalf of Fortune 500 companies in 25 countries in North America, Europe, and Asia in 30 languages in our 54 call centers." The salesperson is emphasizing his company's:

Which of the following is true of successful salespeople with regard to impression management?

Imagine you are selling thermometers for taking infant temperatures. You simply place the tip of the thermometer in the infant's ear and the digital readout is easy to read in less than thirty seconds. What is a benefit and what is a feature of this thermometer?

In "I Think You Should Use My Competitor's Product Instead" what did the sales rep gain by that recommendation?

A(n) _____ is how a particular feature will help a particular buyer and is tied directly to the buying motives of the prospect.

"If you were designing a company to handle your product deliveries from scratch, what would you include?" Vincent asked his prospect. Vincent is using a(n) _____ question.

What kind of presentation should be used if the goal of the presentation is to establish credibility?