Exam 11: Determining Customer Needs With a Consultative Questioning Strategy

An objective of the sales demonstration is to increase a customer's desire for a solution to her problem.In order to achieve desire and move the sale forward,a salesperson should use __________ in the demonstration.

Which of the following is an example of a probing question?

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

During part three of the Consultative Sales Presentation Guide,need satisfaction,the salesperson places less emphasis on questions and more emphasis on statements.

__________ questions help you to determine if the prospect is listening and understands what you are saying.

A strategy for developing effective two-way communication between the buyer and seller is to use:

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

Most transactional buyers want the salesperson to configure a product solution that focuses on price and convenience issues.

The best time to use probing questions is:

List and discuss the four major parts of the Need-Satisfaction Model.

Probing questions help you to uncover and clarify the prospect's perceptions and opinions.

The purpose of specific survey questions is to:

The difference between survey and need-satisfaction questions are:

Rauna knows one of the major dimensions of the selling process is:

All of the following are techniques for developing active listening skills except:

If on-time delivery is going to be the determining criteria for Bartell and Smith Company for selecting a courier company to handle their courier needs,then on-time delivery can be considered a __________ in this situation.

Probing questions help understand the __________ part of the consumer's buying situation.

Paraphrasing the customer's meaning is an attempt to repeat the same words used by the customer.

In a consultative sales presentation,the prospect's involvement should be greater than the salesperson's during the need discovery stage.

The proper sequence to the three dimensions of product selection: configure a solution,match benefits with buying motives,and make appropriate recommendations.