Question 1

The SPIN questioning strategy is closely related to the ________ questioning strategy.

Accepted Answer

The answer of The SPIN questioning strategy is closely related...

Question 2

If the salesperson is successful with projection questions he/she should:

Accepted Answer

A)  Ask for the order. 
B)  Ask transition questions. 
C)  Ask implication questions. 
D)  Begin presenting a solution. 
E)  All of the above are correct. 
A)  Ask for the order. 
B)  Ask transition questions. 
C)  Ask implication questions. 
D)  Begin presenting a solution. 
E)  All of the above are correct.

Question 3

A salesperson will use Transition questions to move the sales call from the rapport building stage to the needs discovery stage.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following best describes the purpose of the SPIN questioning system?

Accepted Answer

A)  To involve the buyer in the sales presentation. 
B)  To uncover the needs of the buyer. 
C)  To stimulate the buyer's interest in hearing a solution. 
D)  To gain the buyer's commitment to a purchase. 
E)  Both b and c are correct. 
A)  To involve the buyer in the sales presentation. 
B)  To uncover the needs of the buyer. 
C)  To stimulate the buyer's interest in hearing a solution. 
D)  To gain the buyer's commitment to a purchase. 
E)  Both b and c are correct.

Question 5

_________________questions are designed to limit the customer's response to one or two words.

Accepted Answer

The answer of _________________questions are designed to limit the customer's...

Question 6

Drawing meaning from what the buyer is saying (through both verbal and nonverbal communication) is the objective of which active listening component?

Accepted Answer

A)  Seeing 
B)  Implying 
C)  Interpreting 
D)  Evaluating 
E)  Sensing 
A)  Seeing 
B)  Implying 
C)  Interpreting 
D)  Evaluating 
E)  Sensing

Question 7

The cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers is called?

Accepted Answer

A)  Listening 
B)  Social listening 
C)  Communication 
D)  Active listening 
E)  Really listening 
A)  Listening 
B)  Social listening 
C)  Communication 
D)  Active listening 
E)  Really listening

Question 8

Suppose a salesperson is interested in learning how to listen not only to what the buyer is saying, but how the buyer is saying it. The salesperson should probably work on his/her what?

Accepted Answer

A)  Questioning skills 
B)  Active listening skills 
C)  Serious listening skills 
D)  Nonverbal language interpretation skills (NLIS) 
E)  Nonverbal communication skills 
A)  Questioning skills 
B)  Active listening skills 
C)  Serious listening skills 
D)  Nonverbal language interpretation skills (NLIS) 
E)  Nonverbal communication skills

Question 9

_______________refers to the cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers.

Accepted Answer

The answer of _______________refers to the cognitive process of actively...

Question 10

With respect to ADAPT, "how might your customer service improve if you no longer have that problem?" is and example of a/an ____________ question.

Accepted Answer

The answer of With respect to ADAPT, "how might your...

Question 11

____________ refer to groups of related nonverbal expressions, gestures, and movements that can be interpreted to better understand the true message being communicated.

Accepted Answer

The answer of ____________ refer to groups of related nonverbal...

Question 12

The rate at which a person speaks often affects how others will perceive him/her.

Accepted Answer

A) True 
 B)False

Question 13

The S in SPIN stands for situation questions, and they are designed to help the buyer understand the seller's situation.

Accepted Answer

A) True 
 B)False

Question 14

ADAPT stands for Assessment Discovery Activation ________________ and Transition.

Accepted Answer

The answer of ADAPT stands for Assessment Discovery Activation ________________...

Question 15

Salespeople use evaluative questions to uncover prospects' perceptions and feelings regarding existing and desired circumstances.

Accepted Answer

A) True 
 B)False

Question 16

With respect to SPIN, "would you like to learn more about how we can solve that problem?" is an example of a/an ______________question.

Accepted Answer

The answer of With respect to SPIN, "would you like...

Question 17

With respect to ADAPT, "so having a supplier who is never late with deliveries is important to you?" is an example of a/an __________ question.

Accepted Answer

The answer of With respect to ADAPT, "so having a...

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Questions designed to probe information gained in the assessment stage of ADAPT are called Discovery questions.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A) True 
 B)False

The SPIN questioning strategy is closely related to the ________ questioning strategy.

If the salesperson is successful with projection questions he/she should:

A salesperson will use Transition questions to move the sales call from the rapport building stage to the needs discovery stage.

Which of the following best describes the purpose of the SPIN questioning system?

_________________questions are designed to limit the customer's response to one or two words.

Drawing meaning from what the buyer is saying (through both verbal and nonverbal communication) is the objective of which active listening component?

The cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers is called?

Suppose a salesperson is interested in learning how to listen not only to what the buyer is saying, but how the buyer is saying it. The salesperson should probably work on his/her what?

_______________refers to the cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers.

With respect to ADAPT, "how might your customer service improve if you no longer have that problem?" is and example of a/an ____________ question.

____________ refer to groups of related nonverbal expressions, gestures, and movements that can be interpreted to better understand the true message being communicated.

The rate at which a person speaks often affects how others will perceive him/her.

The S in SPIN stands for situation questions, and they are designed to help the buyer understand the seller's situation.

ADAPT stands for Assessment Discovery Activation ________________ and Transition.

Salespeople use evaluative questions to uncover prospects' perceptions and feelings regarding existing and desired circumstances.

With respect to SPIN, "would you like to learn more about how we can solve that problem?" is an example of a/an ______________question.

With respect to ADAPT, "so having a supplier who is never late with deliveries is important to you?" is an example of a/an __________ question.

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

Questions designed to probe information gained in the assessment stage of ADAPT are called Discovery questions.

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

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

The SPIN questioning strategy is closely related to the ________ questioning strategy.

If the salesperson is successful with projection questions he/she should:

A salesperson will use Transition questions to move the sales call from the rapport building stage to the needs discovery stage.

Which of the following best describes the purpose of the SPIN questioning system?

_________________questions are designed to limit the customer's response to one or two words.

Drawing meaning from what the buyer is saying (through both verbal and nonverbal communication) is the objective of which active listening component?

The cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers is called?

Suppose a salesperson is interested in learning how to listen not only to what the buyer is saying, but how the buyer is saying it. The salesperson should probably work on his/her what?

_______________refers to the cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers.

With respect to ADAPT, "how might your customer service improve if you no longer have that problem?" is and example of a/an ____________ question.

____________ refer to groups of related nonverbal expressions, gestures, and movements that can be interpreted to better understand the true message being communicated.

The rate at which a person speaks often affects how others will perceive him/her.

The S in SPIN stands for situation questions, and they are designed to help the buyer understand the seller's situation.

ADAPT stands for Assessment Discovery Activation ________________ and Transition.

Salespeople use evaluative questions to uncover prospects' perceptions and feelings regarding existing and desired circumstances.

With respect to SPIN, "would you like to learn more about how we can solve that problem?" is an example of a/an ______________question.

With respect to ADAPT, "so having a supplier who is never late with deliveries is important to you?" is an example of a/an __________ question.

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

Questions designed to probe information gained in the assessment stage of ADAPT are called Discovery questions.

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

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