Exam 11: Determining Customer Needs With a Consultative Questioning Strategy

Which type of question is best for clarifying and gaining commitment on several buying conditions?

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. -Which part of the need-satisfaction model is John performing when he explains to the sanitation director why the equipment he has selected will fulfill his needs?

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. -How can Jeannie use a consultative model to sell Meli Kinaua'a swimsuits to boutiques?

Which type of questions are most likely used in conjunction with company supplied forms and are often used in service,retail,wholesale,and manufacturing selling?

Consultative selling focuses on identification of the customer's problem and finding a solution.

Trish asks her customer,"Who do you buy your supplies from now?" Which type of question is this?

An informative presentation is a type of need-satisfaction presentation.

The Ferrante Company sells custom music mixes to retail stores for the purpose of creating a specific mood and increasing sales. Ferrante's major innovation is the ability to correlate sales activity, customer movement, and customer behavior to the songs playing in the background. Jeff Baliyut, a sales representative with Ferrante, is meeting with the merchandising director of a major retail chain that sells kitchen accessories and specialty foods. -Which of the following is a need-satisfaction question Jeff can ask the merchandising manager?

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 need-satisfaction question Jeannie could ask a boutique buyer?

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

As a general rule,we can close more sales by:

List and discuss the four major parts of the Consultative Sales Presentation Guide.

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 confirmation question Jeannie could ask a boutique buyer?

A major reason for using summary confirmation questions is to clarify and confirm:

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 a customer needs a solution the salesperson does not have available,recommending a competing company's solution will most likely:

The Ferrante Company sells custom music mixes to retail stores for the purpose of creating a specific mood and increasing sales. Ferrante's major innovation is the ability to correlate sales activity, customer movement, and customer behavior to the songs playing in the background. Jeff Baliyut, a sales representative with Ferrante, is meeting with the merchandising director of a major retail chain that sells kitchen accessories and specialty foods. -Which of the following is a probing question Jeff can ask the merchandising manager?

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

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

Which stage of the consultative sales process most likely increases a salesperson's opportunities to build repeat business?