Question 1

"You're saying that automobile quality and service are less important to you than price?" is an example a _____ question.

Accepted Answer

A)  direct 
B)  rephrasing 
C)  redirect 
D)  nondirective 
E)  product-specific 
A)  direct 
B)  rephrasing 
C)  redirect 
D)  nondirective 
E)  product-specific

Question 2

"Hi, I'm Peter Austin from Clearwater Hampers. How would you like to give your clients a unique gift that will clearly demonstrate your gratitude for their business?" Austin's question suggests that he is using the _____ approach.

Accepted Answer

A)  interrogatory 
B)  showmanship 
C)  premium 
D)  customer benefit 
E)  FAB 
A)  interrogatory 
B)  showmanship 
C)  premium 
D)  customer benefit 
E)  FAB

Question 3

The product approach works best with:

Accepted Answer

A)  brand name items. 
B)  generic products. 
C)  straight rebuy situations. 
D)  high-tech business products. 
E)  new and unique products. 
A)  brand name items. 
B)  generic products. 
C)  straight rebuy situations. 
D)  high-tech business products. 
E)  new and unique products.

Question 4

"Do you know why you should be using synthetic motor oil in your new Lexus?" the service manager asked Henri Wilton when he brought his new car to the Lexus dealership for a routine servicing. What type of approach is the service manager using?

Accepted Answer

A)  Product 
B)  Opinion 
C)  Curiosity 
D)  SPIN 
E)  Customer benefit 
A)  Product 
B)  Opinion 
C)  Curiosity 
D)  SPIN 
E)  Customer benefit

Question 5

Why is the product not mentioned in the SPIN approach?

Accepted Answer

In the SPIN approach, the product is not

Question 6

Which of the following is the best example of a nondirective question?

Accepted Answer

A)  "Do you prefer the napkins to be 100 percent cotton or a cotton-polyester blend?" 
B)  "Did I understand you to say that your family has never taken a vacation?" 
C)  "Would you agree that the Lexus is one of the best cars on the road today?" 
D)  "What features are you interested in adding to your swimming pool?" 
E)  "Will you want your new refrigerator delivered Monday or Tuesday?" 
A)  "Do you prefer the napkins to be 100 percent cotton or a cotton-polyester blend?" 
B)  "Did I understand you to say that your family has never taken a vacation?" 
C)  "Would you agree that the Lexus is one of the best cars on the road today?" 
D)  "What features are you interested in adding to your swimming pool?" 
E)  "Will you want your new refrigerator delivered Monday or Tuesday?"

Question 7

When using questions in the selling process, a salesperson should most likely:

Accepted Answer

A)  use primarily direct questions. 
B)  be assertive, forceful, and positive. 
C)  be able to anticipate the answers. 
D)  concentrate on a product's advantages. 
E)  accept that most prospects expect discounts. 
A)  use primarily direct questions. 
B)  be assertive, forceful, and positive. 
C)  be able to anticipate the answers. 
D)  concentrate on a product's advantages. 
E)  accept that most prospects expect discounts.

Question 8

Benefit statements are useful in situations where you do not know the prospect's critical needs and when you have sufficient time to make a presentation.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following is an example of a situation question that might be used in the SPIN approach?

Accepted Answer

A)  "Does your computer seem really slow when compared to the one your neighbor owns?" 
B)  "Are you happy with how your present oven prepares your food?" 
C)  "How many children under the age of 10 live in your apartment building?" 
D)  "Have your secretaries ever complained about the speed of your copier machine?" 
E)  "What was your first reaction when your son was diagnosed with asthma?" 
A)  "Does your computer seem really slow when compared to the one your neighbor owns?" 
B)  "Are you happy with how your present oven prepares your food?" 
C)  "How many children under the age of 10 live in your apartment building?" 
D)  "Have your secretaries ever complained about the speed of your copier machine?" 
E)  "What was your first reaction when your son was diagnosed with asthma?"

Question 10

What are the three general categories of approach techniques? What is the relationship between the approach technique and the sales presentation method?

Accepted Answer

The three general categories are (1) ope

Question 11

A salesperson who overcomes a prospect's indifference early in a sales call has a greater chance of making a sale.

Accepted Answer

A) True 
 B)False

Question 12

A technique called creative imagery allows salespeople to better cope with stress.

Accepted Answer

A) True 
 B)False

Question 13

The implication and need-payoff questions used in SPIN are examples of ____ questions.

Accepted Answer

A)  redirect 
B)  participative 
C)  rephrasing 
D)  stimulus-response 
E)  direct 
A)  redirect 
B)  participative 
C)  rephrasing 
D)  stimulus-response 
E)  direct

Question 14

Which of the following statements is true about a nondirective question?

Accepted Answer

A)  Most nondirective questions are closed ended. 
B)  A nondirective question usually begins with do or are. 
C)  Nondirective questions are used to find points of agreement 
D)  A nondirective question clarifies a prospect's previous statement. 
E)  One word questions can sometimes be used as nondirective questions. 
A)  Most nondirective questions are closed ended. 
B)  A nondirective question usually begins with do or are. 
C)  Nondirective questions are used to find points of agreement 
D)  A nondirective question clarifies a prospect's previous statement. 
E)  One word questions can sometimes be used as nondirective questions.

Question 15

Creative imagery is a:

Accepted Answer

A)  presentation method that replaces a demonstration when selling over the telephone. 
B)  presentation technique that replaces a demonstration when selling a service. 
C)  technique used by salespeople that allows them to better cope with stress. 
D)  manner of selecting clothing that ensures a good first impression. 
E)  presentation technique that employs the use of technology. 
A)  presentation method that replaces a demonstration when selling over the telephone. 
B)  presentation technique that replaces a demonstration when selling a service. 
C)  technique used by salespeople that allows them to better cope with stress. 
D)  manner of selecting clothing that ensures a good first impression. 
E)  presentation technique that employs the use of technology.

Question 16

The equipment salesperson asked the professional landscaper, "Did you know the Red Max brand backpack blower can save you time and money because it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?

Accepted Answer

A)  Product 
B)  Customer benefit 
C)  Premium 
D)  Demonstration 
E)  Complimentary 
A)  Product 
B)  Customer benefit 
C)  Premium 
D)  Demonstration 
E)  Complimentary

Question 17

The way a salesperson phrases the need-payoff question when using the SPIN approach is similar to phrasing in the _____ approach.

Accepted Answer

A)  customer benefit 
B)  opinion 
C)  referral 
D)  curiosity 
E)  product 
A)  customer benefit 
B)  opinion 
C)  referral 
D)  curiosity 
E)  product

Question 18

During the approach, a Golden Rule salesperson should:

Accepted Answer

A)  implement creative imagery. 
B)  use the showmanship approach. 
C)  eliminate distractions for the prospect. 
D)  focus on the needs of the prospect. 
E)  ask the prospect direct questions. 
A)  implement creative imagery. 
B)  use the showmanship approach. 
C)  eliminate distractions for the prospect. 
D)  focus on the needs of the prospect. 
E)  ask the prospect direct questions.

Question 19

After asking a prospect a question, a salesperson should remain silent and wait for an answer.

Accepted Answer

A) True 
 B)False

Question 20

What type of approach will Austin be using if he enters the CEO's office and says, "Good morning. I'm Peter Austin from Clearwater Hampers."

Accepted Answer

A)  Situational 
B)  Introductory 
C)  Self-effacing 
D)  Neutral 
E)  Curiosity 
A)  Situational 
B)  Introductory 
C)  Self-effacing 
D)  Neutral 
E)  Curiosity

"You're saying that automobile quality and service are less important to you than price?" is an example a _____ question.

"Hi, I'm Peter Austin from Clearwater Hampers. How would you like to give your clients a unique gift that will clearly demonstrate your gratitude for their business?" Austin's question suggests that he is using the _____ approach.

The product approach works best with:

"Do you know why you should be using synthetic motor oil in your new Lexus?" the service manager asked Henri Wilton when he brought his new car to the Lexus dealership for a routine servicing. What type of approach is the service manager using?

Why is the product not mentioned in the SPIN approach?

Which of the following is the best example of a nondirective question?

When using questions in the selling process, a salesperson should most likely:

Benefit statements are useful in situations where you do not know the prospect's critical needs and when you have sufficient time to make a presentation.

Which of the following is an example of a situation question that might be used in the SPIN approach?

What are the three general categories of approach techniques? What is the relationship between the approach technique and the sales presentation method?

A salesperson who overcomes a prospect's indifference early in a sales call has a greater chance of making a sale.

A technique called creative imagery allows salespeople to better cope with stress.

The implication and need-payoff questions used in SPIN are examples of ____ questions.

Which of the following statements is true about a nondirective question?

Creative imagery is a:

The equipment salesperson asked the professional landscaper, "Did you know the Red Max brand backpack blower can save you time and money because it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?

The way a salesperson phrases the need-payoff question when using the SPIN approach is similar to phrasing in the _____ approach.

During the approach, a Golden Rule salesperson should:

After asking a prospect a question, a salesperson should remain silent and wait for an answer.

What type of approach will Austin be using if he enters the CEO's office and says, "Good morning. I'm Peter Austin from Clearwater Hampers."

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 10: Begin Your Presentation Strategically

"You're saying that automobile quality and service are less important to you than price?" is an example a _____ question.

"Hi, I'm Peter Austin from Clearwater Hampers. How would you like to give your clients a unique gift that will clearly demonstrate your gratitude for their business?" Austin's question suggests that he is using the _____ approach.

The product approach works best with:

"Do you know why you should be using synthetic motor oil in your new Lexus?" the service manager asked Henri Wilton when he brought his new car to the Lexus dealership for a routine servicing. What type of approach is the service manager using?

Why is the product not mentioned in the SPIN approach?

Which of the following is the best example of a nondirective question?

When using questions in the selling process, a salesperson should most likely:

Benefit statements are useful in situations where you do not know the prospect's critical needs and when you have sufficient time to make a presentation.

Which of the following is an example of a situation question that might be used in the SPIN approach?

What are the three general categories of approach techniques? What is the relationship between the approach technique and the sales presentation method?

A salesperson who overcomes a prospect's indifference early in a sales call has a greater chance of making a sale.

A technique called creative imagery allows salespeople to better cope with stress.

The implication and need-payoff questions used in SPIN are examples of ____ questions.

Which of the following statements is true about a nondirective question?

Creative imagery is a:

The equipment salesperson asked the professional landscaper, "Did you know the Red Max brand backpack blower can save you time and money because it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?

The way a salesperson phrases the need-payoff question when using the SPIN approach is similar to phrasing in the _____ approach.

During the approach, a Golden Rule salesperson should:

After asking a prospect a question, a salesperson should remain silent and wait for an answer.

What type of approach will Austin be using if he enters the CEO's office and says, "Good morning. I'm Peter Austin from Clearwater Hampers."

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters