Question 1

Which of the following best describes the purpose of the SPIN questioning system?

Accepted Answer

A)  To involve the buyer in the sales presentation. 
B)  To uncover the needs of the buyer. 
C)  To stimulate the buyer's interest in hearing a solution. 
D)  To gain the buyer's commitment to a purchase. 
E)  Both b and c are correct. 
A)  To involve the buyer in the sales presentation. 
B)  To uncover the needs of the buyer. 
C)  To stimulate the buyer's interest in hearing a solution. 
D)  To gain the buyer's commitment to a purchase. 
E)  Both b and c are correct.

Question 2

Salespeople exhibiting poor grammar will have a tough time earning credibility with the buyer.

Accepted Answer

A) True 
 B)False

Question 3

With respect to listening, the week listener listens for facts, the strong listener listens for ____________.

Accepted Answer

The answer of With respect to listening, the week listener...

Question 4

_______________refers to the cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers.

Accepted Answer

The answer of _______________refers to the cognitive process of actively...

Question 5

Which of the following is not one of voice characteristics described in the text.

Accepted Answer

A)  Pitch 
B)  Frequency 
C)  Speaking Rate 
D)  Intensity 
E)  Quality 
A)  Pitch 
B)  Frequency 
C)  Speaking Rate 
D)  Intensity 
E)  Quality

Question 6

________________questions are a directive form of questioning that asks the customer to choose from two (or more - multiple choice) options.

Accepted Answer

The answer of ________________questions are a directive form of questioning...

Question 7

After sensing and interpreting a message, the salesperson should respond.

Accepted Answer

A) True 
 B)False

Question 8

The ADAPT questioning system is similar to the SPIN questioning system in that:

Accepted Answer

A)  Both questioning systems are progressive. 
B)  Both questioning systems seek to uncover needs. 
C)  Both questioning systems seek to stimulate the buyer's interest in solving uncovered problem. 
D)  Both questioning systems may utilize open-end and closed-end questions. 
E)  All the above are correct. 
A)  Both questioning systems are progressive. 
B)  Both questioning systems seek to uncover needs. 
C)  Both questioning systems seek to stimulate the buyer's interest in solving uncovered problem. 
D)  Both questioning systems may utilize open-end and closed-end questions. 
E)  All the above are correct.

Question 9

A salesperson wishing to uncover more detailed information should use which the following types of questions?

Accepted Answer

A)  Evaluative 
B)  Multiple-choice 
C)  Probing 
D)  Tactical 
E)  None of the above 
A)  Evaluative 
B)  Multiple-choice 
C)  Probing 
D)  Tactical 
E)  None of the above

Question 10

"Do you typically purchase or lease?" is an example of which type of SPIN question?

Accepted Answer

A)  Speak 
B)  Identify 
C)  Implication 
D)  Situation 
E)  Indication 
A)  Speak 
B)  Identify 
C)  Implication 
D)  Situation 
E)  Indication

Question 11

Drawing meaning from what the buyer is saying (through both verbal and nonverbal communication) is the objective of which active listening component?

Accepted Answer

A)  Seeing 
B)  Implying 
C)  Interpreting 
D)  Evaluating 
E)  Sensing 
A)  Seeing 
B)  Implying 
C)  Interpreting 
D)  Evaluating 
E)  Sensing

Question 12

Conveying interest and understanding is the objective of which active listening component?

Accepted Answer

A)  Implying 
B)  Interpreting 
C)  Sensing 
D)  Evaluating 
E)  Responding 
A)  Implying 
B)  Interpreting 
C)  Sensing 
D)  Evaluating 
E)  Responding

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

_________________ is an informal mode of listening that can be associated with day-to-day conversation and entertainment.

Accepted Answer

The answer of _________________ is an informal mode of listening...

Question 15

The rate at which a person speaks often affects how others will perceive him/her.

Accepted Answer

A) True 
 B)False

Question 16

"How would a system that your operators found easier to use affect your business operations?" is an example which type of ADAPT question?

Accepted Answer

A)  Assessment questions 
B)  Activation questions 
C)  Projection questions 
D)  Problem questions 
E)  Discovery questions 
A)  Assessment questions 
B)  Activation questions 
C)  Projection questions 
D)  Problem questions 
E)  Discovery questions

Question 17

By varying the loudness and intensity of their voice, salespeople can improve their communication effectiveness.

Accepted Answer

A) True 
 B)False

Question 18

Reactive questions are always open-ended.

Accepted Answer

A) True 
 B)False

Question 19

"Would you be interested in a system that is easier for your operators to use?" is an example which type of ADAPT question?

Accepted Answer

A)  Transition questions 
B)  Activation questions 
C)  Projection questions 
D)  Problem questions 
E)  Discovery questions 
A)  Transition questions 
B)  Activation questions 
C)  Projection questions 
D)  Problem questions 
E)  Discovery questions

Question 20

The SPIN questioning strategy is closely related to the ________ questioning strategy.

Accepted Answer

The answer of The SPIN questioning strategy is closely related...

Which of the following best describes the purpose of the SPIN questioning system?

Salespeople exhibiting poor grammar will have a tough time earning credibility with the buyer.

With respect to listening, the week listener listens for facts, the strong listener listens for ____________.

_______________refers to the cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers.

Which of the following is not one of voice characteristics described in the text.

________________questions are a directive form of questioning that asks the customer to choose from two (or more - multiple choice) options.

After sensing and interpreting a message, the salesperson should respond.

The ADAPT questioning system is similar to the SPIN questioning system in that:

A salesperson wishing to uncover more detailed information should use which the following types of questions?

"Do you typically purchase or lease?" is an example of which type of SPIN question?

Drawing meaning from what the buyer is saying (through both verbal and nonverbal communication) is the objective of which active listening component?

Conveying interest and understanding is the objective of which active listening component?

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

_________________ is an informal mode of listening that can be associated with day-to-day conversation and entertainment.

The rate at which a person speaks often affects how others will perceive him/her.

"How would a system that your operators found easier to use affect your business operations?" is an example which type of ADAPT question?

By varying the loudness and intensity of their voice, salespeople can improve their communication effectiveness.

Reactive questions are always open-ended.

"Would you be interested in a system that is easier for your operators to use?" is an example which type of ADAPT question?

The SPIN questioning strategy is closely related to the ________ questioning strategy.

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

Which of the following best describes the purpose of the SPIN questioning system?

Salespeople exhibiting poor grammar will have a tough time earning credibility with the buyer.

With respect to listening, the week listener listens for facts, the strong listener listens for ____________.

_______________refers to the cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers.

Which of the following is not one of voice characteristics described in the text.

________________questions are a directive form of questioning that asks the customer to choose from two (or more - multiple choice) options.

After sensing and interpreting a message, the salesperson should respond.

The ADAPT questioning system is similar to the SPIN questioning system in that:

A salesperson wishing to uncover more detailed information should use which the following types of questions?

"Do you typically purchase or lease?" is an example of which type of SPIN question?

Drawing meaning from what the buyer is saying (through both verbal and nonverbal communication) is the objective of which active listening component?

Conveying interest and understanding is the objective of which active listening component?

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

_________________ is an informal mode of listening that can be associated with day-to-day conversation and entertainment.

The rate at which a person speaks often affects how others will perceive him/her.

"How would a system that your operators found easier to use affect your business operations?" is an example which type of ADAPT question?

By varying the loudness and intensity of their voice, salespeople can improve their communication effectiveness.

Reactive questions are always open-ended.

"Would you be interested in a system that is easier for your operators to use?" is an example which type of ADAPT question?

The SPIN questioning strategy is closely related to the ________ questioning strategy.

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