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?

The following is an example of what type of close?  “Which would you prefer, 10 cases of the new Lime Cola per store or should we bump it up to 12 cases per store?”

Response checks, trial closes, and check-backs are most commonly used:

Steve, a salesperson at Cann Computer Corp., confirms that his prospective customer needs 50 new computers that offer high-quality graphics. During his sales presentation, Steve should:

In the trial close, your goal is to seek the opinion of the buyer.  Trial closes may be used in a range of ways.  Which of the following examples would probably NOT be appropriate to use a trial close?