The following is an example of what?  “When you invest in this system, you also get many added advantages including my personal commitment and supervision, as one of the top sales managers in the country, that your system will be expertly installed and maintained.”

How do you know what features and benefits to talk about or show in a presentation?

The automobile dealer is using the SPIN approach.  Which type of questions is he using when he asks the couple visiting the car lot, “Since the birth of the triplets, don’t you find it difficult to wedge three car seats and all the baby paraphernalia in your old Toyota?”

The deep-frying system for the supermarket deli is exactly like the old one except that it uses less electricity – $10 less electricity per day than the old fryer.  Assume there are 21 workdays per month when the fryer is in use.  What is the payback period for an initial $1800 investment in the new fryer?

The automobile dealer is using the SPIN approach.  Which type of questions is he using when he asks the couple visiting the car lot, “Since the birth of the triplets, don’t you find it difficult to wedge three car seats and all the baby paraphernalia in your old Toyota?”

When the prospect leans forward, catches the salesperson’s eye, and says, “This is a great product you’re selling.  I don’t know why someone didn’t come up with this product years ago,” the salesperson is correct in perceiving these actions as: 

Assume your company sells a machine that manufacturers soft drinks.  You are selling the machine to a soft drink producer.  Your machine is much more efficient than the buyer’s current machines.  You communicate that your machine costs $300,000.  However, the efficiency savings are $71,400 per year.  What is the payback period?

Assume your company sells a machine that manufacturers soft drinks.  You are selling the machine to a soft drink producer.  Your machine is much more efficient than the buyer’s current machines.  You communicate that your machine costs $300,000.  However, the efficiency savings are $71,400 per year.  What is the payback period?

Which of the following is not a step in the SELL sequence?

The owner of Molly’s Gift Shop ordered a brass sculpture from The Brass Baron, a distributor of garden whimsy, for $300.  The invoice she received from the Brass Baron read, “2/10, n/30,” and arrived on March 1.  How much will she have to pay if she pays the invoice by March 8th?