©THESTAR 2024/2025 ALL RIGHTS RESERVED 9:50PM.
APS Exam 2 Review Questions And Answers
|Latest 2025 | Guaranteed Pass.
Why do you need a sales process? - Answer✔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? - Answer✔22
the customer centered selling process is not _______ - Answer✔rigid
the customer centered selling steps help to create a - Answer✔systematic, repeatable and
predictable method
selling - Answer✔Taking an idea, planting that idea in the customer's mind and making them
feel they thought of it
research stage - Answer✔Learn the value of a good conversation
Learn about the customer and study the customers world
traditional questions do not work to determine decision makers because many customers
______ - Answer✔lie
Rather then ask "are you the one making the decisions" ask - Answer✔"who besides yourself"
what five types of people are part of decision centers? - Answer✔economic decision maker,
users, influencers, gatekeepers, coach
what are the 3 rules to research? - Answer✔background probes, avoid problems, play your
strengths
the key to background probes is to ask ______ ended questions. - Answer✔open
you avoid problems in the research stage because you are working to get the customer to
______ you - Answer✔trust
1
, ©THESTAR 2024/2025 ALL RIGHTS RESERVED 9:50PM.
play your strengths is asking questions to make a case for _______ you want to show your
customer later. - Answer✔solutions
If you want to know if there is anything else that is important to the customer that has not been
addressed, simply ______ - Answer✔ask
______% of participants needed to identify
3 problems before
doing anything about it - Answer✔45
what part of the selling cycle is the most challenging, yet the most important? -
Answer✔analysis stage
People do not fix small problems, they fix ______ problems - Answer✔big
what are the 3 parts of the probing sequence? - Answer✔identifying, developing, impact
probes
identifying probes - Answer✔Until the customer identifies a particular problem, there is no
logic in working to solve it.
Use Open Questions
"What kind of concerns do you have with acquiring new customers?"
Developing Probes - Answer✔The way you develop a problem is to continue to ask questions
about it.
Once a problem has been established, stop allowing your customers to run away from it! Stay
put.
"What are your current solutions to finding new customers?"
Impact Probes - Answer✔Allow the customer to reflect on the overall consequences of his
problems
"What is the impact to your business if you are unable to find new customers?"
As the size of a sale increases, building up the _____ ________ of the product is key -
Answer✔perceived value
2
APS Exam 2 Review Questions And Answers
|Latest 2025 | Guaranteed Pass.
Why do you need a sales process? - Answer✔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? - Answer✔22
the customer centered selling process is not _______ - Answer✔rigid
the customer centered selling steps help to create a - Answer✔systematic, repeatable and
predictable method
selling - Answer✔Taking an idea, planting that idea in the customer's mind and making them
feel they thought of it
research stage - Answer✔Learn the value of a good conversation
Learn about the customer and study the customers world
traditional questions do not work to determine decision makers because many customers
______ - Answer✔lie
Rather then ask "are you the one making the decisions" ask - Answer✔"who besides yourself"
what five types of people are part of decision centers? - Answer✔economic decision maker,
users, influencers, gatekeepers, coach
what are the 3 rules to research? - Answer✔background probes, avoid problems, play your
strengths
the key to background probes is to ask ______ ended questions. - Answer✔open
you avoid problems in the research stage because you are working to get the customer to
______ you - Answer✔trust
1
, ©THESTAR 2024/2025 ALL RIGHTS RESERVED 9:50PM.
play your strengths is asking questions to make a case for _______ you want to show your
customer later. - Answer✔solutions
If you want to know if there is anything else that is important to the customer that has not been
addressed, simply ______ - Answer✔ask
______% of participants needed to identify
3 problems before
doing anything about it - Answer✔45
what part of the selling cycle is the most challenging, yet the most important? -
Answer✔analysis stage
People do not fix small problems, they fix ______ problems - Answer✔big
what are the 3 parts of the probing sequence? - Answer✔identifying, developing, impact
probes
identifying probes - Answer✔Until the customer identifies a particular problem, there is no
logic in working to solve it.
Use Open Questions
"What kind of concerns do you have with acquiring new customers?"
Developing Probes - Answer✔The way you develop a problem is to continue to ask questions
about it.
Once a problem has been established, stop allowing your customers to run away from it! Stay
put.
"What are your current solutions to finding new customers?"
Impact Probes - Answer✔Allow the customer to reflect on the overall consequences of his
problems
"What is the impact to your business if you are unable to find new customers?"
As the size of a sale increases, building up the _____ ________ of the product is key -
Answer✔perceived value
2
