Question 1

The salesperson who asks the prospect,"Are you dissatisfied with how frequently you have to charge your rechargeable batteries?" is:

Accepted Answer

The answer of The salesperson who asks the prospect,"Are you...

Question 2

Which of the following is the best example of a nondirective question?

Accepted Answer

The question in choice D does not suggest a specific answer or direct the respondent towards a particular response. It simply asks for the respondent's preferences or interests. This is the essence of a nondirective question. The other choices all include specific options or opinions, suggest a correct answer, or ask for a confirmation of a statement.

Question 3

Bonnie Gui,an appliance salesperson,is using the SPIN approach.She was sure her prospect was ready to buy,but instead the prospect responded negatively to the need-payoff question.What should Bonnie do now?

Accepted Answer

When a prospect responds negatively to a need-payoff question, it indicates that the salesperson has not fully uncovered or understood the prospect's needs. Asking a problem question allows the salesperson to delve deeper into the prospect's issues, concerns, or challenges, helping to better understand the situation and tailor the sales approach accordingly.

Question 4

This type of question is used when the prospect's meaning is not clearly stated.

Accepted Answer

Rephrasing the question can help clarify the prospect's intent and ensure that the salesperson fully understands what they are asking. It shows active listening and a willingness to make sure everyone is on the same page.

Question 5

A salesperson should use probes to:

Accepted Answer

Probes are used to obtain information from the prospect. They are open-ended questions that encourage the prospect to share their thoughts, needs, and preferences. This allows the salesperson to gather important information that can guide the sales interaction and help them tailor their pitch to the prospect's needs.

Question 6

When Morris asked the prospect for her order,she responded,"I've listened to your presentation and I am still not convinced your brand of paint is superior to the one we currently use.Thanks,but no thanks." Morris should use a _____ question to point the prospect back to the areas of the sales presentation when the prospect agreed with his statements.

Accepted Answer

Morris should use a redirect question to guide the prospect back to parts of the presentation where they showed agreement or interest. This type of question helps refocus the conversation on the positive aspects previously acknowledged by the prospect.

Question 7

Which of the following is an example of a direct question?

Accepted Answer

The answer of Which of the following is an example...

Question 8

Which of the following is an example of a rephrasing question?

Accepted Answer

Rephrasing questions are designed to clarify or confirm the speaker's understanding, often by repeating what was said in a different way. Choice D, "Are you telling me that you don't have any trees in your front yard?" is an example of rephrasing a statement or question to ensure understanding, typically by presenting the information in a slightly altered form or from a different angle.

Question 9

Another name for the direct question is the _____ question.

Accepted Answer

The answer of Another name for the direct question is...

Question 10

"How often do you buy flowers for your wife?" is an example of a _____ question.

Accepted Answer

The answer of "How often do you buy flowers for...

Question 11

"You're saying that automobile quality and service are less important to you than price?" is an example of what category of question?

Accepted Answer

This question is an example of "Rephrasing" because it takes the respondent's implied or stated preference and rewords it for clarification or confirmation, focusing on specific aspects like automobile quality, service, and price.

Question 12

Which of the following statements is true about a nondirective question?

Accepted Answer

One-word questions such as Oh? or Really? can be useful in some situations and may prompt the customer to continue talking. Nondirective questions are open-ended and usually include who, what, where, when, how, or why.

Question 13

The shoe store salesperson asks the customer,"May I help you find a particular shoe style?" This is an example of a _____ question.

Accepted Answer

The answer of The shoe store salesperson asks the customer,"May...

Question 14

"How are you planning on using this table saw?" is an example of a _____ question.

Accepted Answer

This is an example of a nondirective question because it allows the respondent to provide a detailed answer in their own words without being led in a specific direction.

Question 15

The primary purpose of asking a rephrasing question is to:

Accepted Answer

Rephrasing questions are used to clarify the meaning of the prospect's statement or question. By restating their statement or question in your own words, you can ensure that you fully understand their intent and prevent misunderstandings. This can help to build rapport with the prospect and foster more effective communication.

Question 16

When using questions in the selling process,a salesperson should most likely:

Accepted Answer

By anticipating the answers to the questions, the salesperson can better tailor their approach and be prepared to address any objections or concerns the prospect may have. Direct questions can be effective, but open-ended questions can also lead to valuable insights and information from the prospect. Being assertive and positive is important, but not to the point of being pushy or aggressive. While highlighting product advantages is important, it should not be the sole focus of the questioning process. And while discounts may be a factor in some sales, assuming that all prospects expect discounts could potentially harm the salesperson's credibility and perceived value of the product.

Question 17

Brett asked the bookstore owner,"Are you interested in spending less time doing paperwork?" This is most likely an example of a _____ question.

Accepted Answer

The question is direct and straightforward, asking for a yes or no answer.

Question 18

Another name for a nondirective question is a(n)_____ question.

Accepted Answer

Nondirective and open-ended question are the same. Such questions open up two-way communication between buyer and seller.

Question 19

Which of the following is NOT one of the categories of questions discussed by the text?

Accepted Answer

The text discusses four categories of questions, which are direct, redirect, nondirective, and rephrasing. Participative is not one of them.

Question 20

If you walk into your prospect's office and she says,"I'm sorry,but there's no use in our talking.I am satisfied with my current suppliers.Thanks for coming by." You should use a _____ question to move the conversation from the negative ground to a more positive condition.

Accepted Answer

A redirect question is designed to shift the conversation from a negative or unproductive area to a more positive or open-ended topic, which can help in overcoming objections and engaging the prospect in further discussion.

Quiz 9: Begin Your Presentation Strategically