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APS Exam 2 Review 2024/2025 Exam Questions and
Answers 100% Guaranteed Success | Already Rated
A+
Why do you need a sales process? - (answers)To match sales action with
customer decision stage
Helps to sell the way people buy
How many steps & subsets are in the customer centered selling cycle? -
(answers)22
the customer centered selling process is not _______ - (answers)rigid
the customer centered selling steps help to create a - (answers)systematic,
repeatable and predictable method
selling - (answers)Taking an idea, planting that idea in the customer's mind and
making them feel they thought of it
research stage - (answers)Learn the value of a good conversation
Learn about the customer and study the customers world
, 2
traditional questions do not work to determine decision makers because many
customers ______ - (answers)lie
Rather then ask "are you the one making the decisions" ask - (answers)"who
besides yourself"
what five types of people are part of decision centers? - (answers)economic
decision maker, users, influencers, gatekeepers, coach
what are the 3 rules to research? - (answers)background probes, avoid problems,
play your strengths
the key to background probes is to ask ______ ended questions. - (answers)open
you avoid problems in the research stage because you are working to get the
customer to ______ you - (answers)trust
play your strengths is asking questions to make a case for _______ you want to
show your customer later. - (answers)solutions
If you want to know if there is anything else that is important to the customer
that has not been addressed, simply ______ - (answers)ask
APS Exam 2 Review 2024/2025 Exam Questions and
Answers 100% Guaranteed Success | Already Rated
A+
Why do you need a sales process? - (answers)To match sales action with
customer decision stage
Helps to sell the way people buy
How many steps & subsets are in the customer centered selling cycle? -
(answers)22
the customer centered selling process is not _______ - (answers)rigid
the customer centered selling steps help to create a - (answers)systematic,
repeatable and predictable method
selling - (answers)Taking an idea, planting that idea in the customer's mind and
making them feel they thought of it
research stage - (answers)Learn the value of a good conversation
Learn about the customer and study the customers world
, 2
traditional questions do not work to determine decision makers because many
customers ______ - (answers)lie
Rather then ask "are you the one making the decisions" ask - (answers)"who
besides yourself"
what five types of people are part of decision centers? - (answers)economic
decision maker, users, influencers, gatekeepers, coach
what are the 3 rules to research? - (answers)background probes, avoid problems,
play your strengths
the key to background probes is to ask ______ ended questions. - (answers)open
you avoid problems in the research stage because you are working to get the
customer to ______ you - (answers)trust
play your strengths is asking questions to make a case for _______ you want to
show your customer later. - (answers)solutions
If you want to know if there is anything else that is important to the customer
that has not been addressed, simply ______ - (answers)ask
