Exam 3

Question 1

refers to the time from when they first see the buyer to when they begin to discuss the product

Answer 1

approach

Question 2

relaxation and concentration technique

Answer 2

creative imagery

Question 3

the most common and the least powerful of the approaches because it does little to capture the prospect’s attention and interest

Answer 3

introductory approach

Question 4

approach where you use another person’s name

Answer 4

referral approach

Question 5

approach where you give them something for free

Answer 5

premium approach

Question 6

in this approach, the salesperson places the product on the counter or hands it to the customer

Answer 6

product approach

Question 7

this approach involves doing something unusual to catch the prospect’s attention and interest

Answer 7

showmanship approach

Question 8

should carefully be constructed to anticipate the buyer’s response

Answer 8

customer benefit approach

Question 9

this approach is especially good for the new salesperson because it shows that you value the buyer’s opinion

Answer 9

opinion approach

Question 10

this approach uses a question designed to make the prospect think seriously about a subject related to the salesperson’s product

Answer 10

shock approach

Question 11

what does SPIN stand for

Answer 11

Situation, Problem, Implication, Need-payoff questions

Question 12

can be answered with very few words

Answer 12

direct question

Question 13

question that begins with: who, what, where, when, how, or why

Answer 13

nondirective question

Question 14

involves a presentation constructed around three parts: a major premise, a minor premise, and a conclusion

Answer 14

logical reasoning

Question 15

imply that the prospect should act now

Answer 15

suggestive proposition

Question 16

ask the prospect to visualize using products that famous people, companies, or persons the prospect trusts use

Answer 16

prestige suggestions

Question 17

attempts to have prospects imagine themselves using the product

Answer 17

autosuggestion

Question 18

used widely by professional salespeople in a ll industries because it does now “tell” but suggests buying, which does not offend the buyer

Answer 18

direct suggestion

Question 19

used at times for some prospects when it is best to be indirect in suggesting a recommended course of action

Answer 19

indirect suggestion

Question 20

evokes an opposite response from the prospect

Answer 20

countersuggestion

Question 21

direct comparison statement using the word like or as

Answer 21

simile

Question 22

an implied comparison that uses a contrasting word or phrase to evoke a vivid image

Answer 22

analogy

Question 23

a brief story used to illustrate a point

Answer 23

parable

Question 24

theatrical presentation of products

Answer 24

dramatization

Question 25

opposition or resistance to information or to the salesperson’s request

Answer 25

sales objection

Question 26

refers to reaching an agreement mutually satisfactory to both buyer and seller

Answer 26

negotiation

Question 27

when your prospect says “i’ll think it over”

Answer 27

stalling objection

Question 28

this type of objection is used widely because it politely gets rid of the salesperson

Answer 28

no-need objection

Question 29

encompasses several forms of economic excuses

Answer 29

money objection

Question 30

price/value

Answer 30

cost

Question 31

objection that relates to the product

Answer 31

product objection

Question 32

the process of helping people make a decision that will benefit them

Answer 32

closing

Question 33

refers to anything that prospects say of do indicating they are ready to buy

Answer 33

buying signal

Question 34

in this close, the salesperson assumes the prospect will buy

Answer 34

assumptive close

Question 35

a short, easy-to-learn saying that calls a person to think and act

Answer 35

proverb

Question 36

the relationship between a salesperson and a client that revolves around business related issues

Answer 36

business friendship

Question 37

are people whose names you know, whom you see occasionally, and whom you may know little about even if you’ve know them for a long time

Answer 37

acquaintances

Question 38

refers to the activities and programs the seller provides to make the relationship satisfying for the customer

Answer 38

customer service

Question 39

identifying accounts and their varying levels of sales potential

Answer 39

account analysis

Question 40

the most productive number of calls is reached at the point at which additional calls do not increase sales

Answer 40

sales response function