30 Questions | Total Attempts: 2191
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A salesperson wishing to uncover more details about the information that the buyer previously provided, should use the following types of questions?
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The ADAPT questioning system is similar to the SPIN questioning system in that:
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Both questioning systems include a sequential set of questions
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Both questioning systems seek to uncover needs
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Both questioning systems seek to stimulate the buyer's interest in solving an uncovered problem
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Both questioning systems may utilize open-ended and closed-ended questions
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All of the above are correct
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Which of the following best reflects the relationship between sales calls and sales dialogue?
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Sales calls and sales dialogue are the same thing
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Many sales dialogues occur during a sales call
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Sales dialogue refers to business conversations which could include one or more sales calls
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Sales dialogue occurs prior to a sales call
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None of the above are accurate
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Which the following best describes the relative participation of the buyer and seller in a sales call?
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The salesperson does most of the talking throughout the entire call
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The buyer does most of the talking when the salesperson is uncovering needs
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The buyer does most of the talking throughout the entire call
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The salesperson does most of the talking when presenting the solution
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Requesting an appointment (i.e., sales call) with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes?
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Communicate recognition that the prospect’s time is important
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Improved time and territory management
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Gaining the prospect’s undivided attention
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Demonstrates a respect for proper business etiquette
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A salesperson wishing to elicit more details during the discovery process should use which type of questions?
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A major purpose of SPIN and ADAPT is to help the salesperson identify the ____________ for the buyer.
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None of the above is correct
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In a presentation, the salesperson's ability to develop a customized solution is heavily dependent upon:
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The salesperson's ability to listen during needs discovery.
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The salesperson's ability to speak convincingly.
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The buyer's ability to articulate his/her needs.
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The salesperson's ability to use visual aids
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A sales presentation planning template contains sections for each of the following, except ____.
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Customer value proposition
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Each of the above are important parts of the sales presentation checklist
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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.
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What are the three key actions to negotiate buyer resistance?
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Empathize, Listen, Acknowledge
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Listen, Empathize, Respond
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Respond, Confirm, Continue
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Response-checks and check-backs are most commonly used:
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After presenting a selling point
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After handling an objection
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When setting appointments
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When preparing to conduct a product demonstration, a salesperson should remember ____.
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To ensure the appearance of the product is neat and clean
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To check for problem-free operation
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To anticipate problems and have back-up or replacement parts on hand
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None of the above are correct
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Which of the following is not a common reason why prospects raise objections?
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The prospect wants to avoid the sales interview
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Objecting is a matter of custom
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The prospect fails to recognize the need
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The prospect lacks information
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All of the above are common reasons why prospects raise objections
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When a salesperson confronts an objection, the first thing they need to do is:
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When preparing printed materials and visuals, a salesperson should remember ____.
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Printed materials and visuals should be relatively complex
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To read the presentation directly from the visual
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To make sure each visual presents only one idea
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Use a lot of color, especially to decorate the visual aid
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When attempting to link solutions to needs, the salesperson should do all of the following except?
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Convey to the buyer how his/her product will meet the identified buyer's needs.
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Explain how the product's features will produce the confirmed benefits.
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Describe all of the products features and benefits.
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Ensure the buyer understands the link between the relevant features and the confirmed benefits.
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He/she should do all of the above
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When presenting solutions a salesperson often has to handle buyer resistance. Another way to look at buyer resistance is to think of it as __________________.
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A challenge initiated by the buyer
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Which of the following is an example of a proof provider?
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A, b, and c are examples of proof providers
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When attempting to understand the objection the buyer is trying to express, the salesperson should:
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Avoid making assumptions about what the buyer is going to say
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Engage in active listening
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Confirm his/her understanding of the objection with the buyer
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Buying organizations expect writing to be professional and free from typographical and grammatical errors, so it makes sense to:
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Rely exclusively on spell check software programs
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Depend on secretaries to do all of your writing
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Edit and proofread your written documents carefully and more than once
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Have documents sent out to a professional printer to have copies made
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A written message is preferable to an oral one when you want to:
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Present extensive and complex data
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Resolve conflicts and build consensus
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Get immediate action or response
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Effective business communication and presentations:
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Decreases the number of positive responses to requests on the first try
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Increases the time that it takes disagreements to surface
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Builds a positive image of any organization
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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.
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In the top left quadrant of the page
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In the bottom left quadrant of the page
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In the bottom center of the page
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The ability to feel compassion and understanding for another person's situation and is very useful during presentations is:
- Marketing
- Market
- Advertising
- Investment
- Finance