The Approach

What is the primary objective of the approach in sales?

• To directly sell the product

• To prove you are worthy to present the presentation

• To focus on the product's technical details

• To critique the buyer's current solution

Which of the following is NOT mentioned as a quality to exhibit during the approach?

• Specific product or business knowledge

• Sincere desire to solve a buyer’s problem

• Stating that the product will increase costs

• Displaying a service attitude

What does "creative imagery" involve during the approach?

• Learning new technical skills

• Practicing complex problem-solving scenarios

• Relaxation and concentration techniques

• Testing the product

What is critical to achieving a successful first impression?

• Length of the conversation

• Cost of the product

• Appearance and attitude

• Demonstration of authority

Which approach category is NOT listed as a general category for techniques?

• Opening with a question

• Opening with a demonstration

• Opening with a detailed proposal

• Opening with a statement

What is the main objective of small talk in sales?

• To discuss the pricing immediately

• To warm up the prospect and build rapport

• To delay the sales process

• To close the deal

What does the "Situational Approach" depend on?

• Time available for the sales presentation

• Repeat calls on the same person

• Customer’s awareness of a problem

• All of the above

What should the introductory approach ideally be used with?

• A direct sales pitch

• Another approach technique

• Immediate product demonstration

• None of the above

The "Complimentary Approach" is effective when:

• The salesperson exaggerates features.

• The compliment is sincere.

• It is paired with a discount offer.

• The prospect is uninterested.

Which of the following is a key benefit of the Product Approach?

• Directly forces a sale

• Requires no explanation

• Encourages the prospect to talk

• Avoids using the product entirely