Chapter 09 Begin Your Presentation Strategically

 

Complete Chapter Questions With Answers

 

Sample Questions Are Posted Below

 

True / False Questions

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

Answer: True

Learning Objective: 09-01

Topic: The Golden Rule: The Beginning

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: Salespeople should begin their sales presentations knowing the key benefits to be discussed and having a reasonable idea of what to suggest that the prospect or customer buy to solve his or her needs. Salespeople should understand the customer’s needs in order to suggest solutions.

 

2. Sales approach refers to the time from when salespeople first see the buyer to when they finish discussing the product.
   Answer: False

Learning Objective: 09-01

Topic: What Is the Approach?

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: For salespeople, the approach refers to the time from when they first see the buyer to when they begin to discuss the product. The approach could last seconds or minutes.

 

3. One of the ways a salesperson earns a prospect’s attention is by exhibiting specific product knowledge.
   Answer: True

Learning Objective: 09-01

Topic: The Right to Approach

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: A salesperson earns the right to a prospect’s attention by showing product knowledge, being helpful, and expressing a sincere desire to solve a prospect’s problem.

 

4. Creative imagery is a method used by salespeople to build rapport with prospects.
   Answer: False

Learning Objective: 09-01

Topic: The Approach—Opening the Sales Presentation

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: Successful salespeople use a relaxation and concentration technique called creative imagery that allows them to better cope with stress. The salesperson envisions the worst that can happen. Then preparation is made to react to it and even accept it if need be.

 

5. According to the text, a salesperson should apologize to the prospect for taking his time.
   Answer: False

Learning Objective: 09-01

Topic: The Approach—Opening the Sales Presentation

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: The author recommends that salespeople avoid apologizing for taking the time of prospects. An apology probably suggests that the time will be wasted, which sets a negative tone.