Course Careers - Sales Technology Final Exam Study Set
Questions With Complete Solutions
What factor(s) make a major sale different from a small sale?
Length of selling cycle
Size of customer's commitment and risk
The ongoing relationship
All of the above
All of the above
What are the four stages of a sales call in order?
Preliminaries - Investigating - Demonstrating Capability -
Obtaining Commitment
Which stage of the sales call is the most important?
Investigating
What is a good definition for SPIN?
A questioning model for the investigation stage of the sale
What's SPIN selling's definition of closing?
A behavior used by the seller which implies or invites a
commitment, so that the buyer's next statement accepts or denies
commitment
Do more closing techniques improve sales success in larger
sales?
No
,Do more sophisticated buyers react well to closing techniques?
No
Is it a failure if you don't get an order during your meeting for a
large sale?
No
What are the successful outcomes in a large sale?
Order or Advance
What's the most common objective in a large sale?
Advance
What are successful actions of a sales meeting?
Investigating and demonstrating capability
Checking that key concerns are covered
Proposing a commitment
All of the above
All of the above
What's SPIN selling's definition of a need?
Any statement made by the buyer which expresses a want or
concern that can be satisfied by the seller
Which type of sale do implied needs work the best for?
Small
Which type of need works best for large, complex sales?
Explicit
, What's the purpose of questions in a large sale?
To uncover implied needs and develop them into explicit needs
Which type of question is the least related to a successful sales
call?
Situation Questions
What's the purpose of problem questions?
To uncover implied needs
What's the purpose of implication questions?
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 to?
Implication Questions
Should you always use the SPIN model in sequence?
No, SPIN is a formula that normally works, but should be
altered based on different situations
Should you plan your questions in advance?
Yes, it's hard for good questions to spring up in your mind when
your talking
When shouldn't you use need-payoff questions?
Both early in the call and when the customer raises a need you
can't meet
What's the definition of a feature?
Questions With Complete Solutions
What factor(s) make a major sale different from a small sale?
Length of selling cycle
Size of customer's commitment and risk
The ongoing relationship
All of the above
All of the above
What are the four stages of a sales call in order?
Preliminaries - Investigating - Demonstrating Capability -
Obtaining Commitment
Which stage of the sales call is the most important?
Investigating
What is a good definition for SPIN?
A questioning model for the investigation stage of the sale
What's SPIN selling's definition of closing?
A behavior used by the seller which implies or invites a
commitment, so that the buyer's next statement accepts or denies
commitment
Do more closing techniques improve sales success in larger
sales?
No
,Do more sophisticated buyers react well to closing techniques?
No
Is it a failure if you don't get an order during your meeting for a
large sale?
No
What are the successful outcomes in a large sale?
Order or Advance
What's the most common objective in a large sale?
Advance
What are successful actions of a sales meeting?
Investigating and demonstrating capability
Checking that key concerns are covered
Proposing a commitment
All of the above
All of the above
What's SPIN selling's definition of a need?
Any statement made by the buyer which expresses a want or
concern that can be satisfied by the seller
Which type of sale do implied needs work the best for?
Small
Which type of need works best for large, complex sales?
Explicit
, What's the purpose of questions in a large sale?
To uncover implied needs and develop them into explicit needs
Which type of question is the least related to a successful sales
call?
Situation Questions
What's the purpose of problem questions?
To uncover implied needs
What's the purpose of implication questions?
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 to?
Implication Questions
Should you always use the SPIN model in sequence?
No, SPIN is a formula that normally works, but should be
altered based on different situations
Should you plan your questions in advance?
Yes, it's hard for good questions to spring up in your mind when
your talking
When shouldn't you use need-payoff questions?
Both early in the call and when the customer raises a need you
can't meet
What's the definition of a feature?
