Exam 4: Communication Skills

After asking problem questions, the salesperson should begin asking need-payoff questions.

Need-payoff questions can be similar to Transition questions.

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.

Which of the following is the best example of an open-end question?

If a salesperson were to say "that sounds like an important issue, could you give me an example of what you mean?" he/she would be asking which type of question?

"Do you typically purchase or lease?" is an example of which type of SPIN question?

________________questions are a directive form of questioning that asks the customer to choose from two (or more - multiple choice) options.

Which of the following are likely to result when a salesperson uses poor grammar in either oral or written communications?

One of the objectives of strategic questioning is to ____________ thinking.

A salesperson asking a buyer "How is your productivity affected when your copier is not functioning properly?" is asking a ____ type of SPIN question.

In trust-based selling it is more important that the salesperson talks with rather than at the buyer.

"How will the supplier's inability to deliver on time affect your planned expansion?" is an example which type of ADAPT question?

___________questions are designed to penetrate below generalized or superficial information to elicit more articulate and precise details for use in needs discovery in solution identification.

A salesperson with well developed questioning skills is able to control the flow and direction of the sales call through the questions he/she asks.

Are you interested in making a purchase today?" is an example of an ADAPT question.

"Would you be interested in a system that is easier for your operators to use?" is an example which type of ADAPT question?

One of the six facets of effective listening is to __________________the buyer to talk.

With respect to ADPT, "have you had any problem with your current supplier?" is an example of a/an ___________question.

_________________ is an informal mode of listening that can be associated with day-to-day conversation and entertainment.

"Do you see the merits of the solution I'm proposing?" is an example of which type of question?