Question 1

Within the SPIN questioning system, which questions are designed to serve as a transition from need identification to presentation of solutions?

Accepted Answer

A)  Situation questions 
B)  Need-payoff questions 
C)  Implication questions 
D)  Transition questions 
E)  Both b and d are correct 
A)  Situation questions 
B)  Need-payoff questions 
C)  Implication questions 
D)  Transition questions 
E)  Both b and d are correct

Question 2

____________questions are used to shift or redirect the topic of discussion when the discussion gets off course or when a line of questioning proves to be of little interest or value.

Accepted Answer

The answer of ____________questions are used to shift or redirect...

Question 3

Which of the following is not a type of question described in the text?

Accepted Answer

A)  Open-end questions 
B)  Closed-end questions 
C)  Multiple-choice questions 
D)  Probing questions 
E)  Interrogative questions 
A)  Open-end questions 
B)  Closed-end questions 
C)  Multiple-choice questions 
D)  Probing questions 
E)  Interrogative questions

Question 4

Reactive questions are always open-ended.

Accepted Answer

A) True 
 B)False

Question 5

How a person sits in a chair is a form of nonverbal communication.

Accepted Answer

A) True 
 B)False

Question 6

Suppose you are a salesperson engaged in face-to-face communication with a perspective buyer. You notice that the buyer backs away from you each time you step closer to him/her. Which of the following is most likely?

Accepted Answer

A)  The buyer is not interested in what you are saying 
B)  You are invading the buyer's personal zone 
C)  You are invading the buyer's public zone 
D)  The buyer does not like you 
E)  You have bad breath 
A)  The buyer is not interested in what you are saying 
B)  You are invading the buyer's personal zone 
C)  You are invading the buyer's public zone 
D)  The buyer does not like you 
E)  You have bad breath

Question 7

SIER stands for_______________, interpreting, evaluating and responding.

Accepted Answer

The answer of SIER stands for_______________, interpreting, evaluating and responding....

Question 8

With respect to trust-based selling, the purpose of sales communication is:

Accepted Answer

A)  To seek the buyer's agreement. 
B)  To seek the buyer's commitment. 
C)  To obtain an order from the buyer. 
D)  To seek common understanding between the buyer and seller. 
E)  To help the buyer understand the salesperson. 
A)  To seek the buyer's agreement. 
B)  To seek the buyer's commitment. 
C)  To obtain an order from the buyer. 
D)  To seek common understanding between the buyer and seller. 
E)  To help the buyer understand the salesperson.

Question 9

Proper grammar is important to almost any sales presentation, either oral or written.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is usually not an objective of strategic questioning?

Accepted Answer

A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  All of the above are objectives of strategy questioning 
A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  All of the above are objectives of strategy questioning

Question 11

The acronym SPIN stands for?

Accepted Answer

A)  Situation questions, Problem questions, Implication questions, and Need-payoff questions. 
B)  Situation questions, Personal questions, Indication questions, and Need-payoff questions. 
C)  Similar questions, Personal questions, Impersonal questions, and New questions. 
D)  Speak to the decision maker, Probe for needs, Identify problem, Never take no for an answer. 
E)  Speak, Probe, Identify, Need-payoff. 
A)  Situation questions, Problem questions, Implication questions, and Need-payoff questions. 
B)  Situation questions, Personal questions, Indication questions, and Need-payoff questions. 
C)  Similar questions, Personal questions, Impersonal questions, and New questions. 
D)  Speak to the decision maker, Probe for needs, Identify problem, Never take no for an answer. 
E)  Speak, Probe, Identify, Need-payoff.

Question 12

With respect to listening, the week listener listens for facts, the strong listener listens for ____________.

Accepted Answer

The answer of With respect to listening, the week listener...

Question 13

When talking with the buyer, a salesperson should never break eye contact.

Accepted Answer

A) True 
 B)False

Question 14

The social zone ranges from ______ to _______feet.

Accepted Answer

The answer of The social zone ranges from ______ to...

Question 15

"How well are your current suppliers performing?" is an example of which type of ADAPT question?

Accepted Answer

A)  Assessment questions 
B)  Activation questions 
C)  Discovery questions 
D)  Problem questions 
E)  Transition questions 
A)  Assessment questions 
B)  Activation questions 
C)  Discovery questions 
D)  Problem questions 
E)  Transition questions

Question 16

Active listening requires both cognition and concentration.

Accepted Answer

A) True 
 B)False

Question 17

___________questions that use open and closed-end question formats to gain confirmation and uncover attitudes, opinions, and preferences the prospect olds.

Accepted Answer

The answer of ___________questions that use open and closed-end question...

Question 18

In order to collect important information concerning the needs of the buyer, the salesperson should utilize tactical questions.

Accepted Answer

A) True 
 B)False

Question 19

By varying the loudness and intensity of their voice, salespeople can improve their communication effectiveness.

Accepted Answer

A) True 
 B)False

Question 20

An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.

Accepted Answer

A) True 
 B)False

Within the SPIN questioning system, which questions are designed to serve as a transition from need identification to presentation of solutions?

____________questions are used to shift or redirect the topic of discussion when the discussion gets off course or when a line of questioning proves to be of little interest or value.

Which of the following is not a type of question described in the text?

Reactive questions are always open-ended.

How a person sits in a chair is a form of nonverbal communication.

Suppose you are a salesperson engaged in face-to-face communication with a perspective buyer. You notice that the buyer backs away from you each time you step closer to him/her. Which of the following is most likely?

SIER stands for_______________, interpreting, evaluating and responding.

With respect to trust-based selling, the purpose of sales communication is:

Proper grammar is important to almost any sales presentation, either oral or written.

Which of the following is usually not an objective of strategic questioning?

The acronym SPIN stands for?

With respect to listening, the week listener listens for facts, the strong listener listens for ____________.

When talking with the buyer, a salesperson should never break eye contact.

The social zone ranges from to _feet.

"How well are your current suppliers performing?" is an example of which type of ADAPT question?

Active listening requires both cognition and concentration.

___________questions that use open and closed-end question formats to gain confirmation and uncover attitudes, opinions, and preferences the prospect olds.

In order to collect important information concerning the needs of the buyer, the salesperson should utilize tactical questions.

By varying the loudness and intensity of their voice, salespeople can improve their communication effectiveness.

An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 4: Communication Skills

Within the SPIN questioning system, which questions are designed to serve as a transition from need identification to presentation of solutions?

____________questions are used to shift or redirect the topic of discussion when the discussion gets off course or when a line of questioning proves to be of little interest or value.

Which of the following is not a type of question described in the text?

Reactive questions are always open-ended.

How a person sits in a chair is a form of nonverbal communication.

Suppose you are a salesperson engaged in face-to-face communication with a perspective buyer. You notice that the buyer backs away from you each time you step closer to him/her. Which of the following is most likely?

SIER stands for_______________, interpreting, evaluating and responding.

With respect to trust-based selling, the purpose of sales communication is:

Proper grammar is important to almost any sales presentation, either oral or written.

Which of the following is usually not an objective of strategic questioning?

The acronym SPIN stands for?

With respect to listening, the week listener listens for facts, the strong listener listens for ____________.

When talking with the buyer, a salesperson should never break eye contact.

The social zone ranges from ______ to _______feet.

"How well are your current suppliers performing?" is an example of which type of ADAPT question?

Active listening requires both cognition and concentration.

___________questions that use open and closed-end question formats to gain confirmation and uncover attitudes, opinions, and preferences the prospect olds.

In order to collect important information concerning the needs of the buyer, the salesperson should utilize tactical questions.

By varying the loudness and intensity of their voice, salespeople can improve their communication effectiveness.

An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

Filters

The social zone ranges from to _feet.