Question 1

Need-payoff questions can be similar to Transition questions.

Accepted Answer

A) True 
 B)False

Question 2

Within the SPIN questioning system, which questions are designed to serve as a transition from need identification to presentation of solutions?

Accepted Answer

A)  Situation questions 
B)  Need-payoff questions 
C)  Implication questions 
D)  Transition questions 
E)  Both b and d are correct 
A)  Situation questions 
B)  Need-payoff questions 
C)  Implication questions 
D)  Transition questions 
E)  Both b and d are correct

Question 3

A salesperson wishing to uncover a prospect's perceptions and feelings regarding a proposed solution should use which of the following types of questions?

Accepted Answer

A)  Evaluative 
B)  Reactive 
C)  Probing 
D)  Tactical 
E)  None of the above 
A)  Evaluative 
B)  Reactive 
C)  Probing 
D)  Tactical 
E)  None of the above

Question 4

"Do you see the merits of the solution I'm proposing?" is an example of which type of questions?

Accepted Answer

A)  Closed-end 
B)  Multiple-choice 
C)  Probing 
D)  Evaluative 
E)  Both a and d are correct 
A)  Closed-end 
B)  Multiple-choice 
C)  Probing 
D)  Evaluative 
E)  Both a and d are correct

Question 5

Which of the following is not a type of question described in the text?

Accepted Answer

A)  Open-end questions 
B)  Closed-end questions 
C)  Multiple-choice questions 
D)  Probing questions 
E)  Interrogative questions 
A)  Open-end questions 
B)  Closed-end questions 
C)  Multiple-choice questions 
D)  Probing questions 
E)  Interrogative questions

Question 6

Questions designed to probe information gained in the assessment stage of ADAPT are called Discovery questions.

Accepted Answer

A) True 
 B)False

Question 7

With respect to SPIN, "would you like to learn more about how we can solve that problem?" is an example of a/an ______________question.

Accepted Answer

The answer of With respect to SPIN, "would you like...

Question 8

One of the problems many people have with listening is that they make assumptions about what the other person is saying before that person is finished communicating.

Accepted Answer

A) True 
 B)False

Question 9

If a salesperson were to say "that sounds like an important issue, could you give me an example of what you mean?" he/she would be asking which type of question?

Accepted Answer

A)  Evaluative 
B)  Reactive 
C)  Probing 
D)  Tactical 
E)  None of the above 
A)  Evaluative 
B)  Reactive 
C)  Probing 
D)  Tactical 
E)  None of the above

Question 10

In order to collect important information concerning the needs of the buyer, the salesperson should utilize tactical questions.

Accepted Answer

A) True 
 B)False

Question 11

A salesperson will use Transition questions to move the sales call from the rapport building stage to the needs discovery stage.

Accepted Answer

A) True 
 B)False

Question 12

In face-to-face communication the verbal portion of the message accounts for about 90% of the meaning.

Accepted Answer

A) True 
 B)False

Question 13

According to the model of active listening described in the text, after sensing the buyer's message the salesperson is ready to respond.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is not an objective of strategic questioning?

Accepted Answer

A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  Explain Benefits 
A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  Explain Benefits

Question 15

With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.

Accepted Answer

The answer of With respect to ADAPT, "who is your...

Question 16

By demonstrating effective listening, a salesperson is able to do which of the following?

Accepted Answer

A)  Help build the buyer's trust 
B)  Convince the buyer that the salesperson's product is best 
C)  Always uncover needs 
D)  Beat out the competition 
E)  All the above are correct 
A)  Help build the buyer's trust 
B)  Convince the buyer that the salesperson's product is best 
C)  Always uncover needs 
D)  Beat out the competition 
E)  All the above are correct

Question 17

"Have your employees ever had any trouble managing their time?" is an example of a problem question.

Accepted Answer

A) True 
 B)False

Question 18

In order to be an effective listener a salesperson must do which of the following?

Accepted Answer

A)  Pay attention 
B)  Paraphrase and repeat 
C)  Make no assumptions about what the buyer is saying 
D)  Monitor the buyer's nonverbal language 
E)  All the above are correct 
A)  Pay attention 
B)  Paraphrase and repeat 
C)  Make no assumptions about what the buyer is saying 
D)  Monitor the buyer's nonverbal language 
E)  All the above are correct

Question 19

In our culture, crossed arms is often an indication of defensiveness.

Accepted Answer

A) True 
 B)False

Question 20

The question "So, do you understand how this software will make your employees more productive?" is attempting to accomplish which of the following objectives?

Accepted Answer

A)  Gain confirmation 
B)  Closed-ended question 
C)  Gather information 
D)  None of the above 
E)  Both b and c 
A)  Gain confirmation 
B)  Closed-ended question 
C)  Gather information 
D)  None of the above 
E)  Both b and c

Need-payoff questions can be similar to Transition questions.

Within the SPIN questioning system, which questions are designed to serve as a transition from need identification to presentation of solutions?

A salesperson wishing to uncover a prospect's perceptions and feelings regarding a proposed solution should use which of the following types of questions?

"Do you see the merits of the solution I'm proposing?" is an example of which type of questions?

Which of the following is not a type of question described in the text?

Questions designed to probe information gained in the assessment stage of ADAPT are called Discovery questions.

With respect to SPIN, "would you like to learn more about how we can solve that problem?" is an example of a/an ______________question.

One of the problems many people have with listening is that they make assumptions about what the other person is saying before that person is finished communicating.

If a salesperson were to say "that sounds like an important issue, could you give me an example of what you mean?" he/she would be asking which type of question?

In order to collect important information concerning the needs of the buyer, the salesperson should utilize tactical questions.

A salesperson will use Transition questions to move the sales call from the rapport building stage to the needs discovery stage.

In face-to-face communication the verbal portion of the message accounts for about 90% of the meaning.

According to the model of active listening described in the text, after sensing the buyer's message the salesperson is ready to respond.

Which of the following is not an objective of strategic questioning?

With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.

By demonstrating effective listening, a salesperson is able to do which of the following?

"Have your employees ever had any trouble managing their time?" is an example of a problem question.

In order to be an effective listener a salesperson must do which of the following?

In our culture, crossed arms is often an indication of defensiveness.

The question "So, do you understand how this software will make your employees more productive?" is attempting to accomplish which of the following objectives?

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 4: Communication Skills

Need-payoff questions can be similar to Transition questions.

Within the SPIN questioning system, which questions are designed to serve as a transition from need identification to presentation of solutions?

A salesperson wishing to uncover a prospect's perceptions and feelings regarding a proposed solution should use which of the following types of questions?

"Do you see the merits of the solution I'm proposing?" is an example of which type of questions?

Which of the following is not a type of question described in the text?

Questions designed to probe information gained in the assessment stage of ADAPT are called Discovery questions.

With respect to SPIN, "would you like to learn more about how we can solve that problem?" is an example of a/an ______________question.

One of the problems many people have with listening is that they make assumptions about what the other person is saying before that person is finished communicating.

If a salesperson were to say "that sounds like an important issue, could you give me an example of what you mean?" he/she would be asking which type of question?

In order to collect important information concerning the needs of the buyer, the salesperson should utilize tactical questions.

A salesperson will use Transition questions to move the sales call from the rapport building stage to the needs discovery stage.

In face-to-face communication the verbal portion of the message accounts for about 90% of the meaning.

According to the model of active listening described in the text, after sensing the buyer's message the salesperson is ready to respond.

Which of the following is not an objective of strategic questioning?

With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.

By demonstrating effective listening, a salesperson is able to do which of the following?

"Have your employees ever had any trouble managing their time?" is an example of a problem question.

In order to be an effective listener a salesperson must do which of the following?

In our culture, crossed arms is often an indication of defensiveness.

The question "So, do you understand how this software will make your employees more productive?" is attempting to accomplish which of the following objectives?

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters