Question 1

Angie wants to focus on the needs of her prospect. Which of the following questions would best achieve that objective?

Accepted Answer

This question directly addresses the prospect's perspective and challenges, allowing Angie to understand and focus on their specific needs and concerns.

Question 2

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?" The salesperson is using a(n) _____ question as he works his way through the SPIN technique.

Accepted Answer

The salesperson's question about the stains on personnel uniforms is intended to explore the potential negative implications for the amusement park's reputation and customer satisfaction. This fits the definition of an implication question in the SPIN technique, which seeks to uncover the broader consequences or effects of a problem or situation.

Question 3

The salesperson for propane burnishers told the purchasing agent, "The burnishers manufactured byA.L. Cook all have an ergonomically designed handle." At that point in her sales presentation, he was describing a(n):

Accepted Answer

The salesperson is describing a specific feature of the propane burnishers manufactured by A.L. Cook.

Question 4

A salesperson who asks a need payoff question might ask:

Accepted Answer

A need payoff question should focus on the benefits of the product or service being offered. Option B clearly presents a potential benefit to the customer by offering to reduce their energy consumption, while options A, C, D, and E do not provide a clear benefit.

Question 5

Which one of the following statements about prospect needs is FALSE?

Accepted Answer

If a prospect responds negatively to a need payoff question, the salesperson should probe further to understand why the prospect does not see the value in addressing the need. This can help the salesperson tailor their presentation to address the prospect's concerns and potentially turn their negative response into a positive one.

Question 6

Which of the following is the BEST example of an open question?

Accepted Answer

This question begins with the word "why," which encourages the respondent to provide a more detailed and open-ended answer. The other options all involve choices between a limited set of options, making them closed questions.

Question 7

The salesperson for the Kemco hot water/high pressure plant sanitation system told the 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." At that point in his presentation, the salesperson was describing a:

Accepted Answer

The salesperson is discussing the cost savings that the Kemco system can provide, which is a benefit to the company.

Question 8

"Do you have trouble keeping your delivery trucks running?" is an example of what kind of question?

Accepted Answer

The question is asking about a potential problem with delivery trucks, making it a problem question.

Question 9

______ require(s) the prospect to go beyond a simple yes/no response and share a great deal more useful information.

Accepted Answer

Open questions require the prospect to provide more detailed answers and encourage conversation, while closed questions only allow for a yes/no response and do not facilitate further discussion.

Question 10

The salesperson for Dun-Rite Equipment Company asks the 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

This is a need payoff question, as it asks the customer if they would be interested in a benefit (on-the-site training at no extra charge) that addresses a need or desire.

Question 11

Speaking to the owner at a large shopping mall store, the security system salesperson said, "Do you know how many shoplifters you actually catch each year?" This question is an example of a(n) _____ question.

Accepted Answer

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

Question 12

Viveca asked the supermarket manager, "How many dollars worth of frozen food do you buy each month?" This question is an example of a(n) _____ question.

Accepted Answer

The question is asking for a factual piece of information, which fits under the category of a situation question. It is not seeking to solve a problem, explore implications, or determine what is necessary or indicated.

Question 13

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

Accepted Answer

Situation questions in the SPIN technique are used to gather facts and background information about the customer's current situation. "What kind of scanner program are you currently using?" is a question that seeks to understand the existing setup or situation.

Question 14

A salesperson who asked, "What impact does inventory shrinkage have on your ability to make a reasonable profit?" is asking a(n) _____ question as he works his way through the SPIN technique.

Accepted Answer

The salesperson's question is focusing on the implications of inventory shrinkage, which is a key aspect of the SPIN technique's "implication" stage. This type of question helps the salesperson uncover a potential problem or challenge that the prospect is facing, which can then be addressed later in the sales conversation.

Question 15

"If you were designing a company to handle your product deliveries from scratch, what would you include?" Vincent asked his prospect. Vincent is using a(n) _____ question.

Accepted Answer

Vincent is using an open question, which allows the prospect to provide a detailed response and share their thoughts and ideas without being constrained by a limited set of options.

Question 16

"When will Mr. Thomas be back in the office?" asked Robin of the receptionist at Arunden Industries. Robin's question is an example of a(n) _____ question.

Accepted Answer

Robin's question can be answered with a specific date or time, making it a closed question.

Question 17

Quinton asked the book store owner, "What happens since you have shoplifters in your store? Do you have a lot of inventory shrinkage because of it?" This is an example of a(n) _____ question that might be used with a SPIN technique.

Accepted Answer

The question is asking about a problem the book store owner may face with shoplifters, which falls under the "problem" category of SPIN questions.

Question 18

In "What my top salespeople are like" William Fowler, industrial buyer for DuPont describes the best salespeople who call on him as all of the following EXCEPT:

Accepted Answer

While the article highlights the importance of salespeople having technical skills, being part of team selling, taking the time to understand the buyer's needs, and not being rushed, there is no mention of the salespeople being socially engaged through internet networking technologies.

Question 19

The salesperson for FS Tool asked the 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 is a need payoff question as it is asking about the potential benefits or savings for the customer.

Question 20

The 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 salesperson is describing a benefit of the product, which is preventing employee exposure to dangerous CFC emissions. A benefit is a positive outcome or advantage that the customer can experience as a result of using the product or service.

Quiz 8: Making the Sales Call