Chapter 8 selling/neg
A trial close refers to the process of allowing a customer to use a product for a specified trial period in order to gather feedback.
False
An opening is essentially a method that aims to secure buyer commitment.
False
Closed questions encourage prospects to open up and share a great deal of information.
False
Which of the following is an example of an open question?
what steps do you take to remove the error?
A salesperson for refrigerant leak monitors began her presentation to the Kroger buying agent as follows: "Our system will prevent your employees from being exposed to dangerous CFC emissions." At that point in her sales presentation, she was describing a(n):
Benefit
Closed questions usually help paint the broad strokes of a situation, whereas open questions help zero in on specific problems and attitudes.
False
In the context of a sales presentation, a drawback of the introduction opening is that it is complex and generates small talk.
False
When a sales representative makes a presentation, he or she should discuss product information right in the beginning before the buyer brings his needs and opinions into the picture.
False
Rob, a salesperson, meets his customers, Jake and Neil. He greets Jake, a new customer, and takes him out on a tour of the city because he wants to develop a relationship of trust with him. With Neil, an old customer, Rob tries to follow up an order he had placed in his previous sales presentation. According to the Four A's (acknowledge, acquire, advise, assure) concept of the selling process, which of the following statements is true of Jake and Neil?
Jake is at the acknowledge stage, whereas neil is at the assure stage
When Lani meets new prospects for the first time, she opens her sales presentation by telling them that if they give her just 20 minutes, she can save them at least $100 dollars per year on their home insurance premiums. Unfortunately, her success rate of closing sales is only about 30 percent. Which of the following, if true, could explain her poor performance in closing deals?
Lani is often seen to make adjustments to the sales situation to incorporate the needs of the prospect
A salesperson from Dun-Rite Equipment Company asks a supermarket manager, "If I can provide your meat department with on-the-site training at no extra charge, would you be interested?" In terms of the SPIN technique, this is an example of a(n) _____ question.
Need payoff
Experienced salespeople attempt to uncover a prospect's needs and problems at the start of the relationship.
True
In the context of a sales presentation, one of the most important ways to ensure a good first impression is to be well prepared.
True
In the context of a sales presentation, the talk about current news, hobbies, mutual friends, and the like that usually breaks the ice for the actual presentation is often referred to as "small talk."
True
Selective perception is the act of hearing what one wants to hear, not necessarily what the other person is saying.
True
To establish credibility early in the sales call, a salesperson should clearly delineate the amount of time he or she will need and complete the presentation within the stated time frame.
True
Which of the following is the most important characteristic of successful sales representatives?
being able to discover client needs
Julia, a salesperson for an automobile firm, explains all the attributes and benefits of a car to a customer in her sales presentation. The customer loses interest in her presentation because Julia overloads the presentation with attributes the customer was not interested in knowing and her presentation does not address her needs. This is an example of:
feature dumping
The goal of implication questions under the SPIN (situation questions, problem questions, implication questions, need payoff questions) technique is to:
help a prospect understand if a problem actually exists and if i requires a solution
"Do you have trouble keeping your delivery trucks running?" is an example of a(n) _____ question in the SPIN technique.
problem
