Question 1

The objective of need-satisfaction questions is to:

Accepted Answer

A) build desire. 
B) remove buyer's doubts. 
C) generate interest. 
D) commit to action. 
E) get attention. 
A) build desire. 
B) remove buyer's doubts. 
C) generate interest. 
D) commit to action. 
E) get attention.

Question 2

Which is an example of a need-satisfaction question?

Accepted Answer

A) "How many employees do you have?" 
B) "Why do you think your organization has high employee turnover?" 
C) "When did you last send your employees on a training program?" 
D) "This conference facility will be able to accommodate all the delegates and provide you with state-of-the-art presentation facilities". 
E) "Given that our college has all the courses of interest to you,how do you feel about registering in our college?" 
A) "How many employees do you have?" 
B) "Why do you think your organization has high employee turnover?" 
C) "When did you last send your employees on a training program?" 
D) "This conference facility will be able to accommodate all the delegates and provide you with state-of-the-art presentation facilities". 
E) "Given that our college has all the courses of interest to you,how do you feel about registering in our college?"

Question 3

Heather has improved her problem solving capabilities over her ten-year sales career.This capability translates into:

Accepted Answer

A) having more happy customers. 
B) selling more expensive products. 
C) lower closing rates. 
D) longer sales cycles. 
E) more referrals. 
A) having more happy customers. 
B) selling more expensive products. 
C) lower closing rates. 
D) longer sales cycles. 
E) more referrals.

Question 4

List and describe the four most common types of questions used in the field of personal selling.

Accepted Answer

a.Survey or Information-gathering questi

Question 5

Claude must keep what in mind when he is selecting a product?

Accepted Answer

A) if the customer needs the product. 
B) if the customer wants the product. 
C) products with better warranties. 
D) options offered by his competition. 
E) products with lowest price. 
A) if the customer needs the product. 
B) if the customer wants the product. 
C) products with better warranties. 
D) options offered by his competition. 
E) products with lowest price.

Question 6

Marcel understands that after the needs discovery phase,he:

Accepted Answer

A) sets another appointment. 
B) closes the deal. 
C) explains the service contract. 
D) selects the product. 
E) invites further input. 
A) sets another appointment. 
B) closes the deal. 
C) explains the service contract. 
D) selects the product. 
E) invites further input.

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

Summary confirmation questions enable a customer's buying conditions to surface.

Accepted Answer

A) True 
 B)False

Question 9

Another name for information gathering questions is:

Accepted Answer

A) need satisfaction questions. 
B) probing questions. 
C) needs analysis questions. 
D) survey questions. 
E) informative questions. 
A) need satisfaction questions. 
B) probing questions. 
C) needs analysis questions. 
D) survey questions. 
E) informative questions.

Question 10

An example of a probing question would be:

Accepted Answer

A) "How would your employees feel about having a fitness facility in your office building?" 
B) "When do you think would be a good time to start saving for your retirement?" 
C) "When do you plan to move to the new location?" 
D) "How many employees do you have?" 
E) "How do you feel about investing in another property?" 
A) "How would your employees feel about having a fitness facility in your office building?" 
B) "When do you think would be a good time to start saving for your retirement?" 
C) "When do you plan to move to the new location?" 
D) "How many employees do you have?" 
E) "How do you feel about investing in another property?"

Question 11

When prospects participate in a sales demonstration,they:

Accepted Answer

A) receive one of the most convincing forms of proof. 
B) usually ask more questions. 
C) almost always buy the product. 
D) give less resistance during the negotiation stage. 
E) tend to bond with the salesperson. 
A) receive one of the most convincing forms of proof. 
B) usually ask more questions. 
C) almost always buy the product. 
D) give less resistance during the negotiation stage. 
E) tend to bond with the salesperson.

Question 12

Simon uses confirmation questions; questions used to determine if information is correctly understood:

Accepted Answer

A) throughout a sales call. 
B) in the middle of a sales call. 
C) at the end of a sales call. 
D) hardly ever. 
E) at the beginning of a sales call. 
A) throughout a sales call. 
B) in the middle of a sales call. 
C) at the end of a sales call. 
D) hardly ever. 
E) at the beginning of a sales call.

Question 13

A major reason for asking information-gathering questions is to:

Accepted Answer

A) find out if your message is getting through. 
B) quantify how many units the prospect needs. 
C) find out if the customer possesses a viewpoint that may be a barrier to closing a sale. 
D) qualify the prospect. 
E) collect certain basic information at the beginning of the sales presentation. 
A) find out if your message is getting through. 
B) quantify how many units the prospect needs. 
C) find out if the customer possesses a viewpoint that may be a barrier to closing a sale. 
D) qualify the prospect. 
E) collect certain basic information at the beginning of the sales presentation.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

Questions that help establish two-way communication between the salesperson and customer are the __________ questions.

Accepted Answer

A) pleasure 
B) probing 
C) specific survey 
D) general survey 
E) confirmation 
A) pleasure 
B) probing 
C) specific survey 
D) general survey 
E) confirmation

Question 16

When dealing with a transactional buyer,it is sometimes necessary to abandon the guidelines for developing an effective presentation.

Accepted Answer

A) True 
 B)False

Question 17

During the product selection stage of the consultative sales presentation,the involvement of the prospect,in general:

Accepted Answer

A) increases. 
B) will be highly variable. 
C) varies according to the product design. 
D) remains about the same. 
E) decreases. 
A) increases. 
B) will be highly variable. 
C) varies according to the product design. 
D) remains about the same. 
E) decreases.

Question 18

If a salesperson asks "How do you feel about using a computer to keep your expense records?" he is using a general __________ question.

Accepted Answer

The answer of If a salesperson asks "How do you...

Question 19

In order to pace the demonstration by offering one idea at a time,a salesperson should use __________ to get agreement on each key point before moving on to the next point.

Accepted Answer

A) summary confirmation questions 
B) information gathering questions 
C) pleasure questions 
D) probing questions 
E) confirmation questions 
A) summary confirmation questions 
B) information gathering questions 
C) pleasure questions 
D) probing questions 
E) confirmation questions

Question 20

A good presentation should be spontaneous,never pre-planned.

Accepted Answer

A) True 
 B)False

The objective of need-satisfaction questions is to:

Which is an example of a need-satisfaction question?

Heather has improved her problem solving capabilities over her ten-year sales career.This capability translates into:

List and describe the four most common types of questions used in the field of personal selling.

Claude must keep what in mind when he is selecting a product?

Marcel understands that after the needs discovery phase,he:

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

Summary confirmation questions enable a customer's buying conditions to surface.

Another name for information gathering questions is:

An example of a probing question would be:

When prospects participate in a sales demonstration,they:

Simon uses confirmation questions; questions used to determine if information is correctly understood:

A major reason for asking information-gathering questions is to:

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

Questions that help establish two-way communication between the salesperson and customer are the __________ questions.

When dealing with a transactional buyer,it is sometimes necessary to abandon the guidelines for developing an effective presentation.

During the product selection stage of the consultative sales presentation,the involvement of the prospect,in general:

If a salesperson asks "How do you feel about using a computer to keep your expense records?" he is using a general __________ question.

In order to pace the demonstration by offering one idea at a time,a salesperson should use __________ to get agreement on each key point before moving on to the next point.

A good presentation should be spontaneous,never pre-planned.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 11: Determining Customer Needs With a Consultative Questioning Strategy

The objective of need-satisfaction questions is to:

Which is an example of a need-satisfaction question?

Heather has improved her problem solving capabilities over her ten-year sales career.This capability translates into:

List and describe the four most common types of questions used in the field of personal selling.

Claude must keep what in mind when he is selecting a product?

Marcel understands that after the needs discovery phase,he:

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

Summary confirmation questions enable a customer's buying conditions to surface.

Another name for information gathering questions is:

An example of a probing question would be:

When prospects participate in a sales demonstration,they:

Simon uses confirmation questions; questions used to determine if information is correctly understood:

A major reason for asking information-gathering questions is to:

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

Questions that help establish two-way communication between the salesperson and customer are the __________ questions.

When dealing with a transactional buyer,it is sometimes necessary to abandon the guidelines for developing an effective presentation.

During the product selection stage of the consultative sales presentation,the involvement of the prospect,in general:

If a salesperson asks "How do you feel about using a computer to keep your expense records?" he is using a general __________ question.

In order to pace the demonstration by offering one idea at a time,a salesperson should use __________ to get agreement on each key point before moving on to the next point.

A good presentation should be spontaneous,never pre-planned.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters