Professional Selling Final Exam - SPIN
Selling correctly answered to pass
Small Sales Selling technique - correct answer ✔✔Can be completed in a single call which involves a low
dollar value
Characteristics of Major Sales - correct answer ✔✔1) Longer Selling Cycle
2) Building Value is Critical 3
3) Ongoing Relationship
4) The Risk of Mistake
Longer Selling Cycle - correct answer ✔✔major sale may require MANY calls spread over a period of
months
Building Value is Critical to Sales Success - correct answer ✔✔- as the size of the sale increases,
successful salespeople build up the perceived value of their products or services
- the building of perceived value is probably the single MOST important selling skill in larger sales
On-going Relationship - correct answer ✔✔- customer puts more emphasis on salesperson in making the
decision
- product & seller may become inseparable in customer's mind
The Risk of Mistake - correct answer ✔✔- Customer's become MORE cautious as the decision size
increases
- Fear of making a public mistake IMPORTANT
Four stages of a Sales call - correct answer ✔✔1) Preliminaries
2) Investigating
3) Demonstrating Capability
, 4) Obtaining Commitment
Preliminaries - correct answer ✔✔warming up events before serious selling begins
(way you introduce yourself, how you begin convo)
Investigating - correct answer ✔✔finding something out by asking questions
**MOST IMPORTANT OF ALL SKILLS
Demonstrating Capability - correct answer ✔✔you must convince your customer you have something to
offer
Obtaining Commitment - correct answer ✔✔successful sales call will end with some sort of commitment
from the customer
- Larger sales contain a # of intermediate steps called ADVANCES
SPIN Sequence of Questions (SPIN Strategy) - correct answer ✔✔1) Situation Questions
2) Problem Questions
3) Implication Questions
4) Need-payoff Questions
Situation Questions - correct answer ✔✔start of the call - ask data-gathering questions about FACTS &
BACKGROUND
**Essential part of questioning but used sparingly
Problem Questions - correct answer ✔✔they explore problems, difficulties, and dissatisfactions in areas
where the seller's product can help
- uncover IMPLIED NEEDS
- Necessary!!!
Selling correctly answered to pass
Small Sales Selling technique - correct answer ✔✔Can be completed in a single call which involves a low
dollar value
Characteristics of Major Sales - correct answer ✔✔1) Longer Selling Cycle
2) Building Value is Critical 3
3) Ongoing Relationship
4) The Risk of Mistake
Longer Selling Cycle - correct answer ✔✔major sale may require MANY calls spread over a period of
months
Building Value is Critical to Sales Success - correct answer ✔✔- as the size of the sale increases,
successful salespeople build up the perceived value of their products or services
- the building of perceived value is probably the single MOST important selling skill in larger sales
On-going Relationship - correct answer ✔✔- customer puts more emphasis on salesperson in making the
decision
- product & seller may become inseparable in customer's mind
The Risk of Mistake - correct answer ✔✔- Customer's become MORE cautious as the decision size
increases
- Fear of making a public mistake IMPORTANT
Four stages of a Sales call - correct answer ✔✔1) Preliminaries
2) Investigating
3) Demonstrating Capability
, 4) Obtaining Commitment
Preliminaries - correct answer ✔✔warming up events before serious selling begins
(way you introduce yourself, how you begin convo)
Investigating - correct answer ✔✔finding something out by asking questions
**MOST IMPORTANT OF ALL SKILLS
Demonstrating Capability - correct answer ✔✔you must convince your customer you have something to
offer
Obtaining Commitment - correct answer ✔✔successful sales call will end with some sort of commitment
from the customer
- Larger sales contain a # of intermediate steps called ADVANCES
SPIN Sequence of Questions (SPIN Strategy) - correct answer ✔✔1) Situation Questions
2) Problem Questions
3) Implication Questions
4) Need-payoff Questions
Situation Questions - correct answer ✔✔start of the call - ask data-gathering questions about FACTS &
BACKGROUND
**Essential part of questioning but used sparingly
Problem Questions - correct answer ✔✔they explore problems, difficulties, and dissatisfactions in areas
where the seller's product can help
- uncover IMPLIED NEEDS
- Necessary!!!
