Question 1

________ questions help us to determine if there is mutual understanding of the problems and circumstances the customer is experiencing.

Accepted Answer

The answer of ________ questions help us to determine if...

Question 2

Nordic Fox Heavy Equipment imports heavy machinery used in regions of Europe and North America where heavy snowfall is an issue. This machinery is used by municipalities to clear roads during snowstorms. John Alexander is the 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.
-Based on what John learns during the discussion,John realizes that the director has some unique equipment needs that may involve developing a custom machine. John will most likely need to:

Accepted Answer

A) ask more closed questions 
B) recommend a competing product 
C) develop a complex sales package 
D) use persuasive communication skills 
E) engage in product configuration

Question 3

Which of the following is the last part of the Consultative Sales Presentation Guide?

Accepted Answer

A) selection of the solution 
B) servicing the sale 
C) need satisfaction 
D) need discovery 
E) strategic planning

Question 4

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 5

According to the Action Selling training course,the key to sales success is:

Accepted Answer

A) telling customers about product benefits 
B) asking customers effective questions 
C) closing deals with customers 
D) providing adequate reasoning 
E) making many sales calls

Question 6

Need-satisfaction questions are designed to focus on:

Accepted Answer

A) emotional links with a product 
B) benefits of a solution 
C) bridge statements 
D) persuasive words 
E) product features

Question 7

Which of the following most likely occurs during the need-discovery stage of the consultative sales process?

Accepted Answer

A) matching benefits with product offerings 
B) conducting product configurations 
C) modifying a product solution 
D) establishing buying motives 
E) conducting a sales presentation

Question 8

A(n)________ question most likely helps the salesperson discover facts about the buyer's existing situation and is often the first step in the partnership-building process.

Accepted Answer

A) confirmation 
B) closed 
C) open 
D) general survey 
E) probing

Question 9

A sales presentation that emphasizes factual information often taken from technical reports,company-prepared sales literature,or written testimonials from persons who have used the product is known as a(n)________ presentation.

Accepted Answer

A) technical 
B) probing 
C) informative 
D) persuasive 
E) reminder

Question 10

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

Accepted Answer

A) Can we arrange delivery for next Wednesday? 
B) Are the limited sizes of the other swimsuits you carry affecting sales? 
C) What are the most common swimsuit sizes sold to guests at the resort? 
D) Is it correct that the swimsuit lines you currently stock do not appeal to older women? 
E) What if we could give you a line to sell that is luxurious but also looks as good on older and bigger women as it does on smaller women?

Question 11

Which of the following is a need-satisfaction question Jeannie could ask a boutique buyer?

Accepted Answer

A) Can we arrange delivery for next Wednesday? 
B) Do the bigger guests buy the swimsuits you currently sell? 
C) What are the shapes and sizes of the guests at the resort? 
D) So,the swimsuit lines you currently stock do not sell to larger or older customers? 
E) What if we could give you a line of suits that could increase your sales by 20%,would that be valuable?

Question 12

In a single sales call or a multi-call 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 13

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

Accepted Answer

A) recommend another source 
B) ask more summary questions 
C) request a second meeting in the future 
D) repeat the need-satisfaction presentation 
E) conduct a team-selling presentation to persuade the customer

Question 14

In a situation in which the customer may not be fully aware of a problem,the salesperson will most likely need to:

Accepted Answer

A) recommend another source 
B) ask more probing questions 
C) end the sales call and ask for another meeting 
D) recommend a configured solution immediately 
E) define the problem and recommend the solution

Question 15

According to research,engaging in two-way communication and striking a balance between open and closed questions are effective methods for improving sales success.

Accepted Answer

A) True 
 B)False

Question 16

A major reason for asking survey questions is to:

Accepted Answer

A) find out if the customer possesses a viewpoint that may hinder a sale 
B) find out if your message is getting through to the prospect 
C) qualify the prospect for making a purchase 
D) confirm that the prospect understands the basic facts about the product 
E) collect basic facts about the buyer's existing situation and problem

Question 17

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

Accepted Answer

A) True 
 B)False

Exam 11: Determining Customer Needs With a Consultative Questioning Strategy

________ questions help us to determine if there is mutual understanding of the problems and circumstances the customer is experiencing.

Which of the following is the last part of the Consultative Sales Presentation Guide?

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

According to the Action Selling training course,the key to sales success is:

Need-satisfaction questions are designed to focus on:

Which of the following most likely occurs during the need-discovery stage of the consultative sales process?

A(n) ________ question most likely helps the salesperson discover facts about the buyer's existing situation and is often the first step in the partnership-building process.

A sales presentation that emphasizes factual information often taken from technical reports,company-prepared sales literature,or written testimonials from persons who have used the product is known as a(n) ________ presentation.

Which of the following is a need-satisfaction question Jeannie could ask a boutique buyer?

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

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

In a situation in which the customer may not be fully aware of a problem,the salesperson will most likely need to:

According to research,engaging in two-way communication and striking a balance between open and closed questions are effective methods for improving sales success.

A major reason for asking survey questions is to:

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