Exam 11: Determining Customer Needs With a Consultative Questioning Strategy

________ questions help us to determine if there is mutual understanding of the problems and circumstances the customer is experiencing.

Nordic Fox Heavy Equipment imports heavy machinery used in regions of Europe and North America where heavy snowfall is an issue. This machinery is used by municipalities to clear roads during snowstorms. John Alexander is the senior regional sales manager for New England. John goes into a meeting with the sanitation director of a large city that got slammed by a snowstorm a month previously. During the cleanup, operators of the city's plows destroyed a significant amount of city and personal property, which triggered public inquiry into the competence of the sanitation staff and director. -Based on what John learns during the discussion,John realizes that the director has some unique equipment needs that may involve developing a custom machine. John will most likely need to:

Which of the following is the last part of the Consultative Sales Presentation Guide?

A well-prepared salesperson will not find it necessary to recommend that a prospect purchase a product from another source.

According to the Action Selling training course,the key to sales success is:

Need-satisfaction questions are designed to focus on:

Which of the following most likely occurs during the need-discovery stage of the consultative sales process?

A(n)________ question most likely helps the salesperson discover facts about the buyer's existing situation and is often the first step in the partnership-building process.

A sales presentation that emphasizes factual information often taken from technical reports,company-prepared sales literature,or written testimonials from persons who have used the product is known as a(n)________ presentation.

Women's swimwear designer Meli Kinaua'a designs high-end swimsuits. The suits are sexy in style, but fit a wide variety of body shapes and sizes, which is unusual in the high-end market. Sales director Jeannie Park sells the suits to boutiques at exclusive resorts and hotels. These boutiques usually carry other high-end swimsuit lines. -Which of the following is a survey question Jeannie could ask a boutique buyer?

Which of the following is a need-satisfaction question Jeannie could ask a boutique buyer?

In a single sales call or a multi-call situation,the salesperson should always plan to go through all four parts of the Consultative Sales Presentation Guide during the initial contact.

If the customer's problem is not solved by any of the products or services the salesperson sells,then it is most appropriate for the salesperson to:

In a situation in which the customer may not be fully aware of a problem,the salesperson will most likely need to:

According to research,engaging in two-way communication and striking a balance between open and closed questions are effective methods for improving sales success.

A major reason for asking survey questions is to:

Need identification begins during the approach,if the salesperson uses a survey during the initial contact with the customer.