Exam 11: Determining Customer Needs With a Consultative Questioning Strategy

Survey questions should not be used to collect factual information that can be acquired from other sources prior to the sales call.

You are about to call on Kim Hong,a buyer for a company that manufactures auto parts.Mr.Hong is "all business" and hates to waste time.You would be wise to:

Probing questions are the same as specific survey questions.

Taking notes is a part of active listening strategy.

Questions designed to move the sales process toward commitment and action are called __________.

Active listening skills can be learned.

Explain how the four strategies of the Strategic/Consultative Selling Model help in making presentations more persuasive?

"Would this computer software meet your current business needs?" is an example of a confirmation question.

The objective of needs analysis stage is to identify the __________.

Marizzio knows that in any selling situation he wants:

The question,"Do you use a word processor?" is an example of a probing question.

" What particular aspect of the contemporary decorating style do you like",is an example of a:

Using confirmation questions after each key point helps the salesperson to understand consumer's dominant buying motives.

Jackson realizes that probing questions attempt to:

Unless the selling situation requires order-taking (i.e.customer's already know what they want),need discovery is an important part of the sales presentation.

A good rule of thumb is to get agreement with a confirmation question on each key benefit in the sales demonstration before moving on.

The next step after establishing rapport and getting the prospect's attention is:

"What type of decorating style do you generally prefer",is an example of a:

After establishing rapport with the prospect and capturing his attention,a salesperson should transition to identify the prospect's needs.

Which is an example of an inappropriate survey question?