AEB3341 Exam 3 Questions With Complete Solutions
"Are you telling me that you dont have any trees in your front
yard?" Correct Answers Which of the following is an example
of a rephrasing question?
"Has your business outgrown your current facility" Correct
Answers Which of the following is an example of a "problem"
question that might be used in the SPIN approach?
"What are the chances that the prospect will ask a question I
can't answer?" Correct Answers Which of the following is an
example of a question that a salesperson might and as part of
using creative imagery?
"Would you like to try a free sample today?" Correct Answers
Which of the following is an example of a direct question?
Be able to anticipate the answers Correct Answers When using
questions in the selling process, a salesperson should most
likely:
Clarify the prospects meaning Correct Answers The primary
purpose of asking a rephrasing question is to:
Closed-ended Correct Answers Another name for the direct
question is the ______ question.
Complimentary Correct Answers A salesperson enters a
wholesale floral center and says, "Ms. Wong, in my job, I visit a
lot of nurseries and I believe you grow the most beautiful
, flowers I have ever seen." This is an example of the _______
approach.
Complimentary approach Correct Answers A salesperson
walks into a patisserie and says to the proprietor," Ms Kylie,
your pastries are delicious. I have never tasted any better in my
whole career." This is an example of a(n):
Curiosity Correct Answers Diane sells organic garden products
and is calling on the manager of a botanical garden. Upon
arriving at the manager's office, Diane says, "Do you know why
I can't compliment the roses that I saw lining the driveway as I
drove up?" What kind of approach is Diane using?
Curiosity Correct Answers Jackson is making a sales call on
Oceanic Enterprises tomorrow. This afternoon, he sent a box of
chocolates to the firm's purchasing manager with a note that
said, "Tomorrow is your lucky day." What kind of approach was
Jackson using?
Customer benefit Correct Answers "Do you know that you
could save almost $100 if you purchase your airplane tickets
through Global Vision Travel Agency?" asked the travel agent
to the young couple planning their honeymoon trip to Europe.
What kind of an approach was the travel agent using?
Direct Correct Answers Brett asked the bookstore owner, "Are
you interested in spending less time doing paperwork?" This is
most likely an example of a _______ question.
"Are you telling me that you dont have any trees in your front
yard?" Correct Answers Which of the following is an example
of a rephrasing question?
"Has your business outgrown your current facility" Correct
Answers Which of the following is an example of a "problem"
question that might be used in the SPIN approach?
"What are the chances that the prospect will ask a question I
can't answer?" Correct Answers Which of the following is an
example of a question that a salesperson might and as part of
using creative imagery?
"Would you like to try a free sample today?" Correct Answers
Which of the following is an example of a direct question?
Be able to anticipate the answers Correct Answers When using
questions in the selling process, a salesperson should most
likely:
Clarify the prospects meaning Correct Answers The primary
purpose of asking a rephrasing question is to:
Closed-ended Correct Answers Another name for the direct
question is the ______ question.
Complimentary Correct Answers A salesperson enters a
wholesale floral center and says, "Ms. Wong, in my job, I visit a
lot of nurseries and I believe you grow the most beautiful
, flowers I have ever seen." This is an example of the _______
approach.
Complimentary approach Correct Answers A salesperson
walks into a patisserie and says to the proprietor," Ms Kylie,
your pastries are delicious. I have never tasted any better in my
whole career." This is an example of a(n):
Curiosity Correct Answers Diane sells organic garden products
and is calling on the manager of a botanical garden. Upon
arriving at the manager's office, Diane says, "Do you know why
I can't compliment the roses that I saw lining the driveway as I
drove up?" What kind of approach is Diane using?
Curiosity Correct Answers Jackson is making a sales call on
Oceanic Enterprises tomorrow. This afternoon, he sent a box of
chocolates to the firm's purchasing manager with a note that
said, "Tomorrow is your lucky day." What kind of approach was
Jackson using?
Customer benefit Correct Answers "Do you know that you
could save almost $100 if you purchase your airplane tickets
through Global Vision Travel Agency?" asked the travel agent
to the young couple planning their honeymoon trip to Europe.
What kind of an approach was the travel agent using?
Direct Correct Answers Brett asked the bookstore owner, "Are
you interested in spending less time doing paperwork?" This is
most likely an example of a _______ question.
