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SUMMARY OF VIDEO 3
(The running time of Video 3 is approximately 7 minutes)
“Questions 3—Getting It Right”
The title relates to the opening comment in Video 1 about questioning being the
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Copyright © 2018 Pearson Education, Inc.
questions. Discuss the implications of these two approaches. How can the use of a
Probing/Pain Question turn around an otherwise unsuccessful sales call? How about
the use of a Need-Satisfaction Question?
3. What kinds of selling can the P3 Questioning Strategy be applied to?
4. How does the use of the P3 Questioning Strategy add value to the sales process?
(Instructor Note: keeps sale focused on customer needs and solutions, provides
5. How does the use of the P3 Questioning Strategy assure long term partnering
6. How does the use of open and closed questions relate to the questions presented in the
video? (Instructor Note: Any of the P3 questions can be stated in either an open or
7. Why is it important to confirm a customer’s problem before using the Probing/Pain
and the Need Satisfaction/Pleasure Questions?
8. Why is it effective to develop and use Need-Satisfaction/Pleasure Questions that ask
9. Why are Probing/Pain Questions so effective when negotiating and answering
objections?
10. Why are Need-Satisfaction/Pleasure Questions so effective when conducting
demonstrations and closing a sale?
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ROLE-PLAY APPLICATION EXERCISE AT THE END OF CHAPTER 11 FOR
“QUESTIONING” VIDEO 3
After viewing the video “Questioning 3—Meeting the Challenge,” and using the
information in the first two role-plays, prepare a need-satisfaction presentation to
Cameron Rivera, a new meeting planner just hired at Graphic Forms. Cameron, a cousin
of B. H., had been employed as a training coordinator at West College. Due to extensive
growth in the company, B. H. has turned all meeting planning over to Cameron. Cameron
will make the final selection of a facility for the meeting, plus eleven more identical
meetings to be scheduled in the next twelve months.
You have also been informed that the Marriott and Sheraton will be making
presentations (note the comparative room, parking, and transportation rates). You will
Siemens, Acclivus, and Karrass, this Adaptive Selling Today Training Video presents a
collaborative approach to moving a big-ticket medical equipment sale through the
important negotiations stage of the sales process. Students will gain important insight into
the strategies and tactics of both the buyer and salesperson. These insights are revealed in
“thought screens” that reveal what the participants are thinking before they present their
Exercises at the end of Chapter 13 should be assigned as students watch this video.
Starting out with the popularized concept of “You won’t get what you deserve,
you will get what you negotiate,” this video presents 15 important suggestions for solving
the five tough problems. Extensive graphics combine each of the suggestions with the
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appropriate problem often faced in negotiations. This video will provide important
insights for students to become better negotiators throughout not only a sales career, but
their personal lives as well.
Ask for the Order and Get It (AFTOAGI)
Ask for the Order and Get It (AFTOAGI) is a four-part video that covers the fear
of asking for the order, why it is important to adapt and then ask a closing question,
effective methods to adapt and use when asking for the order, and when to ask for the
order.
This video can be shown in either its entirety or in two parts. If shown in two
approximately 13 minutes.
The rest of the video starts with five examples of methods that can be adapted to
various kinds of customers. Showing the last two parts of AFTOAGI will take
approximately 12 minutes. Any of the suggested role-plays in the book, including the one
at the end of chapter 14 can be used to apply the concepts in the video.
The primary objective of each video is to provide students with first-hand
experiences related by real professional salespeople—specialists in the retail, wholesale,
manufacturing, and service industries. These live-action observations are closely related
to material covered in the text. A secondary objective of each video is career awareness.
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Copyright © 2018 Pearson Education, Inc.
Students will be introduced to a large variety of professional salespeople who sell
such diverse products as pharmaceuticals, computer graphics software, solar energy
products, real estate, and special events.
The use of video in the classroom can be greatly enhanced if you follow three
basic steps:
Step One: Always set the stage with a video preview. Review the objectives of each
video and briefly describe the companies that will be featured in the video.
The preview should build interest in the video.
Step Two: Stop the video and encourage discussion of key concepts. Research
ADAPTIVE SELLING TODAY VIDEO SERIES
CHAPTER 2, THE EVOLUTION OF SELLING
1. Dale Carnegie’s book How to Win Friends and Influence People was introduced
in the year?
2. The era of fast-talking door-to-door sales person was?
3. SPIN selling concept was introduced in?
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4. Solution selling was introduced in?
CHAPTER 5, COMMUNICATIONS STYLES, A KEY TO ADAPTIVE SELLING
VIDEO
1. Which of the following is not a communication style described in the
communications style video?
2. According to the communication styles video, Emotives do which of the
following?
3. Does the salesperson end making the sale at the end of the communications style
video?
4. What is name of the salesperson that is selling throughout the communications
style video?
5. Which of the following communication styles is low in dominance and high in
sociability?
CHAPTER 11, QUESTIONS, QUESTIONS, QUESTIONS ADAPTIVE SELLING
VIDEO
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Copyright © 2018 Pearson Education, Inc.
1. What is one of the three effective strategies as mentioned by the speaker in the
questions video?
a. She says that there are only two
b. She doesn't mention any such strategy
c. Focusing on the right problem
d. Focusing on a problem which almost seems right
2. Asking follow up questions achieves which of the following?
3. According to the questions video less successful salespeople generally
4. What are problem questions designed to do?
5. According to the questions video the ability to select productive problem areas
involves which of the following abilities?
CHAPTER 12, NEIL RACKHAM INTERVIEW
1. Which of the following is correct?
a. In the average sales force the top twenty percent of people sell three times as
much as the bottom 20%.
b. In the average sales force the top thirty percent of people sell three times as
much as the bottom 20%.
c. In the average sales force the top twenty percent of people sell three times as
much as the bottom 30%.
d. In the average sales force the top 10% of people sell three times as much
as the bottom 10%.
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2. What does SPIN selling stand for?
3. How many people have bought Neil Rackham’s book on SPIN selling?
4. What is the number one strategy that top salespersons use?
CHAPTER 13, NEGOTIATIONS: SOLVING THE TOUGH PROBLEMS
ADAPTIVE SELLING VIDEO
1. In the negotiations video what is the name of the person from whom the
2. What does Dr. Arroyo in the negotiations video mention his budget is?
3. Who does the saleswoman say she is negotiating with at the hospital?
4. According to the narrator in the negotiations video, if you wait for an answer from
the customer, you have lost the chance to close?
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Copyright © 2018 Pearson Education, Inc.
d. It’s a 50-50 chance
5. According to the negotiations video what is the walk-away price?
6. Does the saleswoman in the negotiations video finally make the deal with doctor?
CHAPTER 14, AFTO: CLOSING THE SALE WITH QUESTIONS ADAPTIVE
SELLING VIDEO
1. In the closing video what does AFTO stand for?
2. In the AFTO video, which of the following is an indirect approach for closing the
sale?
3. Who is the narrator in the AFTO video?
4. According to the AFTO video, customers expect to be asked to buy?
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Copyright © 2018 Pearson Education, Inc.
REALITY SELLING TODAY VIDEO SERIES
CHAPTER 1, ALEX HOMER/TOM JAMES COMPANY REALITY SELLING
VIDEO
1. How long will it take to make Jill's suit?
2. In the Alex Homer video how long did Jill know Rick Britebill?
3. What is most important to Jill when she shops?
4. Which company did Alex Homer work for?
5. How does Jill describe her shopping experience?
CHAPTER 2, RYAN GUILLORY/INDEPENDENT CONSULTANT REALITY
SELLING VIDEO
1. Ryan Guillory is
