Question 1

A(n)_____ is how a specific feature will help a particular buyer and is tied directly to the buying motives of a prospect.

Accepted Answer

The definition provided in the question clearly points towards the answer as "benefit". The other options are not as relevant - "agreement" and "highlight" do not fit the context, "need" is a general term and not tied to buying motives, and "characteristic" is a feature of a product but not specifically tied to a buyer's motive.

Question 2

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.

Accepted Answer

The answer of A salesperson from Dun-Rite Equipment Company asks...

Question 3

Which of the following statements about selling to groups is true?

Accepted Answer

It is important to gather information about the concerns of each and every person who will attend the meeting as different individuals may have different concerns and motivations for buying. Developing objectives, using special visual aids, assessing nonverbal cues, and using informal presentations can all be effective strategies when selling to groups.

Question 4

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 _____.

Accepted Answer

Phoebe's behavior reflects the operation of selective perception, where she only hears what she wants to hear and filters out other information.

Question 5

Which of the following is an example of a situation question that might be used with the SPIN technique?

Accepted Answer

A situation question in the SPIN technique is designed to gather facts and information about the current situation of the customer. "What kind of scanner program are you currently using?" is a question that seeks to understand the current state or situation of the customer.

Question 6

"Do you have trouble keeping your delivery trucks running?" is an example of a(n)_____ question in the SPIN technique.

Accepted Answer

The question is asking about a potential problem that the customer may have, making it a "problem" question in the SPIN technique.

Question 7

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.

Accepted Answer

This question is categorized as a "situation" question because it seeks to understand the current state or context (in this case, the amount of frozen food purchased monthly by the supermarket), which is a characteristic of situation questions in the SPIN (Situation, Problem, Implication, Need-payoff) selling technique.

Question 8

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.

Accepted Answer

The question asked by the salesperson is focused on demonstrating the benefits of the product they are selling without directly mentioning features or specifications. It aims to uncover the potential need that Justin may have for the product and the value it can bring to his work. This aligns with the need payoff questions of the SPIN technique, which are designed to help the salesperson uncover the customer's motivation and rationale for purchasing the product. Therefore, the best choice is E - need payoff.

Question 9

Howard,a salesperson for Kemco Sanitation Systems,told a purchasing agent,"Our new system can save your company $60,000 annually in energy,chemicals,and water use compared to the type of sanitation system you're using now." Howard's statement reflects _____ in this scenario.

Accepted Answer

Howard's statement is describing the benefits of Kemco Sanitation Systems' new system, specifically the cost savings it can provide in energy, chemicals, and water use. Therefore, the best choice is E, benefits.

Question 10

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.

Accepted Answer

Implication questions, as part of the SPIN (Situation, Problem, Implication, Need-payoff) selling technique, are designed to help the customer understand the effects or consequences of a problem. By asking about the impact of inventory shrinkage on profits, Quinton is leading Jimmy to consider the negative implications of not addressing this issue, which is a key aspect of implication questions.

Question 11

A balanced presentation occurs when a salesperson:

Accepted Answer

A balanced presentation involves providing equal focus on all sides of the sales situation, including the benefits and drawbacks of the product or service being sold, as well as the needs and concerns of the prospect. Creating very high expectations or ignoring the competition does not result in a balanced presentation. Allowing equal speaking time can be helpful, but is not the only factor in a balanced presentation.

Question 12

Angie wants to discover the needs of her prospect,and to do so she needs to acquire a lot of useful information.Which of the following questions is likely to help her maximize the knowledge she has of her customer's business?

Accepted Answer

Understanding misconceptions about the business can provide deeper insights into customer perceptions and potential areas for improvement, thus maximizing knowledge of the customer's business.

Question 13

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):

Accepted Answer

The statement "Our system will prevent your employees from being exposed to dangerous CFC emissions" is discussing the benefit of the refrigerant leak monitors, which is a positive outcome for the buyer. The other choices are not relevant, as they do not describe the specific content of the statement made by the salesperson.

Question 14

Gloria is showing a prospect how her company's logistical support system will reduce delivery time for their projects.Gloria is engaged in a:

Accepted Answer

Gloria is describing how her company's logistical support system will benefit the customer by reducing delivery time for their projects. This aligns with a customer benefit proposition, which focuses on highlighting the benefits and value that the customer will receive from the product or service being offered.

Question 15

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.

Accepted Answer

Quinton is using a problem question to uncover a potential pain point for Jimmy - inventory shrinkage due to shoplifting. This is a key component of the SPIN (Situation, Problem, Implication, Need-Payoff) technique which is used to uncover the customer's needs and pain points in order to better sell a solution.

Question 16

When Lani meets new prospects for the first time,she opens 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?

Accepted Answer

The answer of When Lani meets new prospects for the...

Question 17

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.

Accepted Answer

The answer of Speaking to the owner at a large...

Question 18

When applying the problem/solution selling model,_____ is the term used for the problems of the client that the salesperson is partially aware of.

Accepted Answer

The answer of When applying the problem/solution selling model,_____ is...

Question 19

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.

Accepted Answer

The answer of Juan,a sales representative for Max Consultants,was trying...

Question 20

A salesperson for a professional laundry service asked an amusement park owner,"Do the stains on the uniforms worn by your personnel cause parents to doubt your company's ability to provide them and their children with well-maintained rides?" In the context of the SPIN technique,the salesperson is using a(n)_____ question here.

Accepted Answer

The salesperson is asking the amusement park owner about the potential negative consequences (implications) of stained uniforms on parents' perception of the park. This fits the description of an implication question in the SPIN technique. The other types of questions (situation, problem, benefit, need payoff) do not fit the context of the salesperson's inquiry.

Quiz 8: Making the Sales Call

A(n) _____ is how a specific feature will help a particular buyer and is tied directly to the buying motives of a prospect.

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.

Which of the following statements about selling to groups is true?

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 _____.

Which of the following is an example of a situation question that might be used with the SPIN technique?

"Do you have trouble keeping your delivery trucks running?" is an example of a(n) _____ question in the SPIN technique.

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.

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.

Howard,a salesperson for Kemco Sanitation Systems,told a purchasing agent,"Our new system can save your company $60,000 annually in energy,chemicals,and water use compared to the type of sanitation system you're using now." Howard's statement reflects _____ in this scenario.

A balanced presentation occurs when a salesperson:

Angie wants to discover the needs of her prospect,and to do so she needs to acquire a lot of useful information.Which of the following questions is likely to help her maximize the knowledge she has of her customer's business?

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) :

Gloria is showing a prospect how her company's logistical support system will reduce delivery time for their projects.Gloria is engaged in a:

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.

When applying the problem/solution selling model,_____ is the term used for the problems of the client that the salesperson is partially aware of.