Professional Selling Final Exam
questions with complete correct
answers
adaptive selling - correct answer ✔✔ability of salespeople to change their sales messages and behaviors
based on various customer situations
adaptive selling - correct answer ✔✔_______________ _________________ comes after the transition
question
need identification/ need gap - correct answer ✔✔an approach to identifying the unmet needs of
consumers
discovery - correct answer ✔✔ADAPT questioning sequence: the need ________________ phase
assessment - correct answer ✔✔What does the first "A" in ADAPT sequence stand for?
discovery - correct answer ✔✔What does the "D" in ADAPT sequence stand for?
activation - correct answer ✔✔What does the second "A" in ADAPT sequence stand for?
projection - correct answer ✔✔What does the "P" in ADAPT sequence stand for?
transition - correct answer ✔✔What does the "T" in ADAPT sequence stand for?
assessment question - correct answer ✔✔What kind of question in the ADAPT sequence is.... ?
- open ended questions for maximum information
- Broad bases and general facts describing situation
, - Non-threatening as no interpretation is requested
"Will you tell me about your day-to-day operations?" / "What types of operating arrangements do you
have with your suppliers?" / "Who is involved in the purchase decision-making process?" - correct
answer ✔✔Examples of assessment question in the ADAPT sequence...
discovery question - correct answer ✔✔What kind of question in the ADAPT sequence is.... ?
- Questions probing information gained in assessment
- Seeking to uncover problems or dissatisfactions that could lead to suggested buyer needs
- Open-ended questions for maximum information
"I understand you prefer a JIT relationship with your suppliers - how have they been performing?" /
"How do you feel about your current suppliers occasionally being late with deliveries?" - correct answer
✔✔Examples of discovery question in the ADAPT sequence...
activation question - correct answer ✔✔What kind of question in the ADAPT sequence is.... ?
- Show the negative impact of a problem discovered in the discovery sequence
- Designed to activate buyer's interest and desire to solve the problem
"What effect does your supplier's late delivery have on your operation?" / "If production drops off, how
are your operating costs affected, and how does that affect your customers?" - correct answer
✔✔Examples of activation question in the ADAPT sequence...
projection question - correct answer ✔✔What kind of question in the ADAPT sequence is.... ?
- Projects what life would be like without the problems
- Buyer establishes the value of finding and implementing a solution
"If a supplier was never late with a delivery, what effects would that have on your JIT operating
structure?" / "If a supplier helped you meet the expectations of your customers, what impact would that
have on your business?" - correct answer ✔✔Examples of projection question in the ADAPT sequence...
transition question - correct answer ✔✔What kind of question in the ADAPT sequence is.... ?
questions with complete correct
answers
adaptive selling - correct answer ✔✔ability of salespeople to change their sales messages and behaviors
based on various customer situations
adaptive selling - correct answer ✔✔_______________ _________________ comes after the transition
question
need identification/ need gap - correct answer ✔✔an approach to identifying the unmet needs of
consumers
discovery - correct answer ✔✔ADAPT questioning sequence: the need ________________ phase
assessment - correct answer ✔✔What does the first "A" in ADAPT sequence stand for?
discovery - correct answer ✔✔What does the "D" in ADAPT sequence stand for?
activation - correct answer ✔✔What does the second "A" in ADAPT sequence stand for?
projection - correct answer ✔✔What does the "P" in ADAPT sequence stand for?
transition - correct answer ✔✔What does the "T" in ADAPT sequence stand for?
assessment question - correct answer ✔✔What kind of question in the ADAPT sequence is.... ?
- open ended questions for maximum information
- Broad bases and general facts describing situation
, - Non-threatening as no interpretation is requested
"Will you tell me about your day-to-day operations?" / "What types of operating arrangements do you
have with your suppliers?" / "Who is involved in the purchase decision-making process?" - correct
answer ✔✔Examples of assessment question in the ADAPT sequence...
discovery question - correct answer ✔✔What kind of question in the ADAPT sequence is.... ?
- Questions probing information gained in assessment
- Seeking to uncover problems or dissatisfactions that could lead to suggested buyer needs
- Open-ended questions for maximum information
"I understand you prefer a JIT relationship with your suppliers - how have they been performing?" /
"How do you feel about your current suppliers occasionally being late with deliveries?" - correct answer
✔✔Examples of discovery question in the ADAPT sequence...
activation question - correct answer ✔✔What kind of question in the ADAPT sequence is.... ?
- Show the negative impact of a problem discovered in the discovery sequence
- Designed to activate buyer's interest and desire to solve the problem
"What effect does your supplier's late delivery have on your operation?" / "If production drops off, how
are your operating costs affected, and how does that affect your customers?" - correct answer
✔✔Examples of activation question in the ADAPT sequence...
projection question - correct answer ✔✔What kind of question in the ADAPT sequence is.... ?
- Projects what life would be like without the problems
- Buyer establishes the value of finding and implementing a solution
"If a supplier was never late with a delivery, what effects would that have on your JIT operating
structure?" / "If a supplier helped you meet the expectations of your customers, what impact would that
have on your business?" - correct answer ✔✔Examples of projection question in the ADAPT sequence...
transition question - correct answer ✔✔What kind of question in the ADAPT sequence is.... ?
