Course Careers Final Exam

Course Careers Final Exam What's SPIN selling's definition of closing? - CORRECT ANSWER A behavior used by the seller which implies or invites a commitment, so that the buyer's next statement accepts or denies commitment Is it a failure if you don't get an order during your meeting for a large sale? - CORRECT ANSWER No What are the successful outcomes in a large sale? - CORRECT ANSWER Order or Advance What's the most common objective in a large sale? - CORRECT ANSWER Advance What are successful actions of a sales meeting? - CORRECT ANSWER Investigating and demonstrating capability Checking that key concerns are covered Proposing a commitment What's SPIN selling's definition of a need? - CORRECT ANSWER Any statement made by the buyer which expresses a want or concern that can be satisfied by the seller How are explicit needs different from implied needs? - CORRECT ANSWER Explicit needs are strong wants or desires What's the purpose of questions in a large sale? - CORRECT ANSWER To uncover implied needs and develop them into explicit needs Which type of question is the least related to a successful sales call? - CORRECT ANSWER Situation Questions What's the purpose of problem questions? - CORRECT ANSWER To uncover implied needs What's the purpose of implication questions? - CORRECT ANSWER To take a problem that the buyer perceives to be small and build it up into a large enough problem to justify action Which questions do decision-makers respond best