Exam 11: Determining Customer Needs With a Consultative Questioning Strategy

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,and tap into the luxury market.Sales director Jeannie Park sells the suits into boutiques at exclusive resorts and hotels.These boutiques usually already carry other high-end swimsuit lines. -Which of the following is a need-satisfaction question Jeannie could ask a boutique buyer?

In the field of personal selling,persuasion:

Salespeople should make benefit statements that:

If the customer's problem is not solved by any of the products or services the salesperson sells,then it is appropriate for the salesperson to:

Which type of questions help the salesperson discover facts about the buyer's existing situation,and are often the first step in the partnership-building process?

Obtaining permission to ask questions is one way of transitioning from the:

A major reason for asking survey questions is to:

Nordic Fox Heavy Equipment imports heavy machinery used in parts of Scandinavia above the Arctic Circle to North America.This machinery is used by municipalities to clear roads during snowstorms.John Alexander is 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?

Need identification begins during the approach,if the salesperson uses a survey during the initial contact with the customer.

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

The Ferrante Company sells custom music mixes to retail stores that need to create a specific mood and increase sales with music.Ferrante's major innovation is the ability to track sales activity by song but also by mix of songs to track what songs led to a purchase.They can also track the movement and activities of customers within the store when customers use shopping carts or baskets equipped with special sensors and associate customer movement and behavior with the songs playing. Jeff Baliyut,a sales representative with Ferrante,is meeting with the merchandising director of a major retail chain selling mid-market kitchen accessories and specialty foods. -Which of the following is a confirmation question Jeff can ask the merchandising manager?

The question,"Do you use spreadsheet software?" is an example of a probing question.

Research indicates that appeals made at the beginning or end of a presentation are more effective than those given in the middle.

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,and tap into the luxury market.Sales director Jeannie Park sells the suits into boutiques at exclusive resorts and hotels.These boutiques usually already carry other high-end swimsuit lines. -Which of the following is a confirmation question Jeannie could ask a boutique buyer?

A commonly-used tactic to transition from the approach to the presentation is to restate the purpose of the sales call.

Nordic Fox Heavy Equipment imports heavy machinery used in parts of Scandinavia above the Arctic Circle to North America.This machinery is used by municipalities to clear roads during snowstorms.John Alexander is 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 of the following needs is John most likely to discover?

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,and tap into the luxury market.Sales director Jeannie Park sells the suits into boutiques at exclusive resorts and hotels.These boutiques usually already carry other high-end swimsuit lines. -Which of the following is a survey question Jeannie could ask a boutique buyer?

A salesperson who represents a company with many products will need to make decisions to:

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