A salesperson wishing to uncover more details about the information that the buyer previously provided, should use the following types of questions?
The ADAPT questioning system is similar to the SPIN questioning system in that:
Both questioning systems include a sequential set of questions
Both questioning systems seek to uncover needs
Both questioning systems seek to stimulate the buyer's interest in solving an uncovered problem
Both questioning systems may utilize open-ended and closed-ended questions
All of the above are correct
Which of the following best reflects the relationship between sales calls and sales dialogue?
Sales calls and sales dialogue are the same thing
Many sales dialogues occur during a sales call
Sales dialogue refers to business conversations which could include one or more sales calls
Sales dialogue occurs prior to a sales call
None of the above are accurate
Which the following best describes the relative participation of the buyer and seller in a sales call?
The salesperson does most of the talking throughout the entire call
The buyer does most of the talking when the salesperson is uncovering needs
The buyer does most of the talking throughout the entire call
The salesperson does most of the talking when presenting the solution
Requesting an appointment (i.e., sales call) with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes?
Communicate recognition that the prospect’s time is important
Improved time and territory management
Gaining the prospect’s undivided attention
Demonstrates a respect for proper business etiquette
A salesperson wishing to elicit more details during the discovery process should use which type of questions?
A major purpose of SPIN and ADAPT is to help the salesperson identify the ____________ for the buyer.
None of the above is correct
In a presentation, the salesperson's ability to develop a customized solution is heavily dependent upon:
The salesperson's ability to listen during needs discovery.
The salesperson's ability to speak convincingly.
The buyer's ability to articulate his/her needs.
The salesperson's ability to use visual aids
A sales presentation planning template contains sections for each of the following, except ____.
Customer value proposition
Each of the above are important parts of the sales presentation checklist
A salesperson asking a buyer "How would your productivity be affected if your copier never stopped functioning properly?" is asking a ________ type of SPIN question.
What are the three key actions to negotiate buyer resistance?
Empathize, Listen, Acknowledge
Listen, Empathize, Respond
Respond, Confirm, Continue
Response-checks and check-backs are most commonly used:
After presenting a selling point
After handling an objection
When setting appointments
When preparing to conduct a product demonstration, a salesperson should remember ____.
To ensure the appearance of the product is neat and clean
To check for problem-free operation
To anticipate problems and have back-up or replacement parts on hand
None of the above are correct
Which of the following is not a common reason why prospects raise objections?
The prospect wants to avoid the sales interview
Objecting is a matter of custom
The prospect fails to recognize the need
The prospect lacks information
All of the above are common reasons why prospects raise objections
When a salesperson confronts an objection, the first thing they need to do is:
When preparing printed materials and visuals, a salesperson should remember ____.
Printed materials and visuals should be relatively complex
To read the presentation directly from the visual
To make sure each visual presents only one idea
Use a lot of color, especially to decorate the visual aid
When attempting to link solutions to needs, the salesperson should do all of the following except?
Convey to the buyer how his/her product will meet the identified buyer's needs.
Explain how the product's features will produce the confirmed benefits.
Describe all of the products features and benefits.
Ensure the buyer understands the link between the relevant features and the confirmed benefits.
He/she should do all of the above
When presenting solutions a salesperson often has to handle buyer resistance. Another way to look at buyer resistance is to think of it as __________________.
A challenge initiated by the buyer
Which of the following is an example of a proof provider?
A, b, and c are examples of proof providers
When attempting to understand the objection the buyer is trying to express, the salesperson should:
Avoid making assumptions about what the buyer is going to say
Engage in active listening
Confirm his/her understanding of the objection with the buyer
Buying organizations expect writing to be professional and free from typographical and grammatical errors, so it makes sense to:
Rely exclusively on spell check software programs
Depend on secretaries to do all of your writing
Edit and proofread your written documents carefully and more than once
Have documents sent out to a professional printer to have copies made
A written message is preferable to an oral one when you want to:
Present extensive and complex data
Resolve conflicts and build consensus
Get immediate action or response
Effective business communication and presentations:
Decreases the number of positive responses to requests on the first try
Increases the time that it takes disagreements to surface
Builds a positive image of any organization
You are preparing a one-page handout for a business presentation that will include a small photo of a new product you hope to sell. So that the photo gets maximum emphasis on a page otherwise filled with text, place it.
In the top left quadrant of the page
In the bottom left quadrant of the page
In the bottom center of the page
The ability to feel compassion and understanding for another person's situation and is very useful during presentations is:
