Chapter 9: Begin Your Presentation Strategically

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

• True

• False

Creative imagery is a method used by salespeople to build rapport with prospects.

• True

• False

Probes help salespeople develop two-way communication with prospects.

• True

• False

Direct questions are usually answered in a few sentences, and they provide salespeople with useful details about prospects.

• True

• False

A salesperson who overcomes a prospect's indifference early in a sales call has a greater chance of making a sale.

• True

• False

According to the text, a salesperson should apologize to the prospect for taking his time.

• True

• False

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

• True

• False

First impressions are often related to a research term, thin-slice judgments. This means that our decisions or judgments about someone or something occur after a detailed cognitive processing.

• True

• False

Some research suggests that we are not consciously aware of the vast majority of our decisions (90 percent or more).

• True

• False

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

• True

• False