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57.
Which of the following is the best example of an open question?
58.
Speaking to the owner at a large shopping mall store, the security system salesperson
said, "Do you know how many shoplifters you can actually catch each year?" In the context
of the SPIN technique, this question would be categorized as a(n) _____ question.
59.
A salesperson makes a sales presentation to customers Jake and Jason. During the
presentation with Jake, the salesperson asks him, "How many people use your coffee
machine?" During the presentation with Jason, the salesperson asks him, "Is the cost of
maintaining your coffee machine becoming an issue?" Classify the question type based on
the SPIN (situations questions, problem questions, implication questions, need payoff
questions) technique used by salespeople to understand a prospect's needs.
60.
Which of the following statements is true about situation questions used under the SPIN
(situations questions, problem questions, implication questions, need payoff questions)
technique to identify a prospect's needs?
61.
Viveca asked the supermarket manager, "How many dollars' worth of frozen food do you
buy each month?" In the context of the SPIN technique, this question would be
categorized as a(n) _____ question.
62.
"Do you have trouble keeping your delivery trucks running?" is an example of a(n) _____
question in the SPIN technique.
63.
Quinton is a sales representative for Hawk Eye Surveillance Solutions, and it is his job to
sell the closed circuit cameras his company manufactures. During a meeting with Jimmy,
the owner of a very popular bookstore, Quinton wants to introduce his product. He asks
Jimmy, "What is the result of having so many shoplifters at your store? Do you have a lot
of inventory shrinkage because of shoplifting?" In the context of the SPIN technique,
Quinton is using a(n) _____ question here.
64.
Quinton is a sales representative for Hawk Eye Surveillance Solutions, and it is his job to
sell the closed circuit cameras his company manufactures. During a meeting with Jimmy,
the owner of a very popular bookstore, Quinton wants to highlight the need for his product.
He asks Jimmy, "What impact does inventory shrinkage have on your ability to make a
reasonable profit?" In the context of the SPIN technique, Quinton is using a(n) _____
question here.
65.
The goal of implication questions under the SPIN (situation questions, problem questions,
implication questions, need payoff questions) technique is to:
66.
A salesperson for a logistics software company makes a sales presentation to customers
Isabel and Sylvia. During the presentation with Isabel, he asks her, "Is your current
software difficult to fix?" During the presentation with Sylvia, he asks her, "What happens
if you fail to deliver your products due to software issues?" Classify the question type
based on the SPIN (situations questions, problem questions, implication questions, need
payoff questions) technique used by salespeople to understand a prospect's needs.
67.
A salesperson for FS Tools asked Justin, a cabinet maker, "If I can show you how to cut
melamine, high-pressure laminates, and fine veneer without any chips or breaks, would
that save you any money?" In terms of the SPIN technique, this is an example of a(n)
_____ question.
68.
A salesperson from Dun-Rite Equipment Company asks a supermarket manager, "If I can
provide your meat department with on-the-site training at no extra charge, would you be
interested?" In terms of the SPIN technique, this is an example of a(n) _____ question.
69.
In the context of the SPIN (situation questions, problem questions, implication questions,
need payoff questions) technique used by salespeople to understand a prospect's needs,
which of the following statements is true about need payoff questions?
70.
A salesperson talks to customers Vincent and Lee. During his presentation with Vincent,
the salesperson asks him, "Would a new computer with advanced features resolve all your
issues?" During his presentation with Lee, the salesperson asks, "How many people use
your computer?" Classify the question type based on the SPIN (situations questions,
problem questions, implication questions, need payoff questions) technique used by
salespeople to understand a prospect's needs.
71.
Juan, a sales representative for Max Consultants, was trying to convince a retailer to
outsource his telemarketing department to his company. He said, "My company is
providing outsourced call centers on behalf of Fortune 500 companies in 25 countries in
North America, Europe, and Asia." Juan was emphasizing his company's _____ in this
scenario.
72.
Julia, a salesperson for an automobile firm, explains all the attributes and benefits of a car
to a customer in her sales presentation. The customer loses interest in her presentation
because Julia overloads the presentation with attributes the customer was not interested
in knowing and her presentation does not address her needs. This is an example of:
73.
A(n) _____ is how a specific feature will help a particular buyer and is tied directly to the
buying motives of a prospect.
74.
A salesperson for refrigerant leak monitors began her presentation to the Kroger buying
agent as follows: "Our system will prevent your employees from being exposed to
dangerous CFC emissions." At that point in her sales presentation, she was describing
a(n):
75.
Gloria is showing a prospect how her company's logistical support system will reduce the
delivery time for their projects. Gloria is engaged in a:
76.
When applying the problem/solution selling model, _____ is the term used describing
customer's needs.
77.
Phoebe, a sales representative, is so excited during her sales presentation that she does
not hear the customer's question correctly. She gives a brief, inappropriate answer, and
continues with her presentation. Phoebe's behavior in this scenario reflects the operation
of _____.
78.
When Lani meets new prospects for the first time, she opens her sales presentation by
telling them that if they give her just 20 minutes, she can save them at least $100 dollars
per year on their home insurance premiums. Unfortunately, her success rate of closing
sales is only about 30 percent. Which of the following, if true, could explain her poor
performance in closing deals?
