Question 1

By demonstrating effective listening, a salesperson is able to do which of the following?

Accepted Answer

A)  Help build the buyer's trust 
B)  Convince the buyer that the salesperson's product is best 
C)  Always uncover two or three explicit needs 
D)  Beat out the competition 
E)  All the above are correct 
A)  Help build the buyer's trust 
B)  Convince the buyer that the salesperson's product is best 
C)  Always uncover two or three explicit needs 
D)  Beat out the competition 
E)  All the above are correct

Question 2

Although obtaining information is important, some questions the salesperson may ask are designed only to show interest.

Accepted Answer

A) True 
 B)False

Question 3

Which the following is a characteristic of nonverbal language?

Accepted Answer

A)  It includes body movement and vocal characteristics 
B)  It relatively unimportant to communication 
C)  It includes body movement but not vocal characteristics 
D)  It is extremely easy to control 
E)  It conveys very little meaning 
A)  It includes body movement and vocal characteristics 
B)  It relatively unimportant to communication 
C)  It includes body movement but not vocal characteristics 
D)  It is extremely easy to control 
E)  It conveys very little meaning

Question 4

"Your problem is that you're not working with the right suppliers." is an example of a Discovery question.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is an example of a closed-end question?

Accepted Answer

A)  How do you determine sales goals for each region? 
B)  Why are your customers currently unhappy? 
C)  Is this the primary reason you are interested in switching suppliers? 
D)  How do you currently process orders? 
E)  All of the above are closed-end questions. 
A)  How do you determine sales goals for each region? 
B)  Why are your customers currently unhappy? 
C)  Is this the primary reason you are interested in switching suppliers? 
D)  How do you currently process orders? 
E)  All of the above are closed-end questions.

Question 6

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

Accepted Answer

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

Question 7

The term Proxemics refers to the issue of personal distance.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

The answer of _________________ is an informal mode of listening...

Question 9

A salesperson asking a buyer "Have you had any trouble with your copying equipment?" is asking a _________ type of SPIN question.

Accepted Answer

A)  Implication 
B)  Problem 
C)  Situation 
D)  Need-Payoff 
E)  None of the above 
A)  Implication 
B)  Problem 
C)  Situation 
D)  Need-Payoff 
E)  None of the above

Question 10

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

Accepted Answer

The answer of ________________questions are a directive form of questioning...

Question 11

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

Accepted Answer

The answer of With respect to ADPT, "have you had...

Question 12

Questions that refer to or directly result from information the other party previously provided are called ________________ questions.

Accepted Answer

The answer of Questions that refer to or directly result...

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

Questions designed to let the customer respond freely are known as ____________ questions.

Accepted Answer

The answer of Questions designed to let the customer respond...

Question 16

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

Accepted Answer

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

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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 19

The ADAPT questioning system is similar to the SPIN questioning system in that:

Accepted Answer

A)  Both questioning systems include a sequential set of questions. 
B)  Both questioning systems seek to uncover needs. 
C)  Both questioning systems seek to stimulate the buyer's interest in solving uncovered problem. 
D)  Both questioning systems may utilize open-end and closed-end questions. 
E)  All of the above are correct. 
A)  Both questioning systems include a sequential set of questions. 
B)  Both questioning systems seek to uncover needs. 
C)  Both questioning systems seek to stimulate the buyer's interest in solving uncovered problem. 
D)  Both questioning systems may utilize open-end and closed-end questions. 
E)  All of the above are correct.

Question 20

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

Accepted Answer

A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  Explain Benefits 
A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  Explain Benefits

By demonstrating effective listening, a salesperson is able to do which of the following?

Although obtaining information is important, some questions the salesperson may ask are designed only to show interest.

Which the following is a characteristic of nonverbal language?

"Your problem is that you're not working with the right suppliers." is an example of a Discovery question.

Which of the following is an example of a closed-end question?

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

The term Proxemics refers to the issue of personal distance.

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

A salesperson asking a buyer "Have you had any trouble with your copying equipment?" is asking a _________ type of SPIN question.

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

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

Questions that refer to or directly result from information the other party previously provided are called ________________ questions.

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

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

Questions designed to let the customer respond freely are known as ____________ questions.

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

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

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

The ADAPT questioning system is similar to the SPIN questioning system in that:

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

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

Filters

Exam 4: Communication Skills

By demonstrating effective listening, a salesperson is able to do which of the following?

Although obtaining information is important, some questions the salesperson may ask are designed only to show interest.

Which the following is a characteristic of nonverbal language?

"Your problem is that you're not working with the right suppliers." is an example of a Discovery question.

Which of the following is an example of a closed-end question?

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

The term Proxemics refers to the issue of personal distance.

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

A salesperson asking a buyer "Have you had any trouble with your copying equipment?" is asking a _________ type of SPIN question.

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

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

Questions that refer to or directly result from information the other party previously provided are called ________________ questions.

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

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

Questions designed to let the customer respond freely are known as ____________ questions.

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

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

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

The ADAPT questioning system is similar to the SPIN questioning system in that:

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

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

Filters