Question 1

The commonly used strategy to transition into need discovery is:

Accepted Answer

A) engage the customer in small-talk in order to get their interest . 
B) ask buyers to reveal their product knowledge. 
C) state purpose of your sales call and ask permission to ask questions. 
D) explain the features and benefits of your product. 
E) none of the above 
A) engage the customer in small-talk in order to get their interest . 
B) ask buyers to reveal their product knowledge. 
C) state purpose of your sales call and ask permission to ask questions. 
D) explain the features and benefits of your product. 
E) none of the above

Question 2

__________ are designed to delve more deeply into the customer's buying situation.

Accepted Answer

Specific s

Question 3

"How has the high turnover in your company affected the morale of your employees",is an example of a:

Accepted Answer

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

Question 4

An example of an open ended question is:

Accepted Answer

A) "Did you buy a new car last year?" 
B) "Have you paid-off the mortgage on your home?" 
C) "What investment tool would you think will best serve your financial planning needs?" 
D) "Is saving for your children's education important to you?" 
E) "Have you started planning for your retirement?" 
A) "Did you buy a new car last year?" 
B) "Have you paid-off the mortgage on your home?" 
C) "What investment tool would you think will best serve your financial planning needs?" 
D) "Is saving for your children's education important to you?" 
E) "Have you started planning for your retirement?"

Question 5

Ben does not employ a standard set of guidelines for needs discovery.This is because:

Accepted Answer

A) time is always flexible. 
B) he utilizes brochures. 
C) each situation is different. 
D) he prefers to be flexible. 
E) customers always want the lowest price. 
A) time is always flexible. 
B) he utilizes brochures. 
C) each situation is different. 
D) he prefers to be flexible. 
E) customers always want the lowest price.

Question 6

In a multi-call sales situation,selection of product is normally the focus of the first sales visit.

Accepted Answer

A) True 
 B)False

The commonly used strategy to transition into need discovery is:

__________ are designed to delve more deeply into the customer's buying situation.

"How has the high turnover in your company affected the morale of your employees",is an example of a:

An example of an open ended question is:

Ben does not employ a standard set of guidelines for needs discovery.This is because:

In a multi-call sales situation,selection of product is normally the focus of the first sales visit.

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

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Exam 11: Determining Customer Needs With a Consultative Questioning Strategy

The commonly used strategy to transition into need discovery is:

__________ are designed to delve more deeply into the customer's buying situation.

"How has the high turnover in your company affected the morale of your employees",is an example of a:

An example of an open ended question is:

Ben does not employ a standard set of guidelines for needs discovery.This is because:

In a multi-call sales situation,selection of product is normally the focus of the first sales visit.

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