Professional Selling Exam 2 questions n
answers A+ graded
Open-Ended Questions - correct answer ✔✔Designed to let customer respond freely; the customer is
not limited to one-or two-word answers but is encouraged to disclose personal and/ or business
information. (“What happens when"?)
closed-ended questions - correct answer ✔✔Questions designed to limit the customer's responses to
one or two words. ("How many"?)
Which type of question gives the salesperson the most information? - correct answer ✔✔Open-ended
questions
What are the four types of questions used to guide a conversation? - correct answer ✔✔Probing
question, evaluative questions, tactical questions, reactive questions
Probing Question - correct answer ✔✔Designed to penetrate below generalized or superficial
information to elicit more articulate and precise details for use in needs discovery and solution
identification. (What is your experience with?)
Tactical Question - correct answer ✔✔are used to shift or redirect the topic of discussion gets off course
or when a line of questioning proves to be of little interest or value. ("Earlier you mentioned that?)
(Could you tell me more about how that might affect?)
Reactive questions - correct answer ✔✔questions that refer to or directly result from information the
other party previously provided. ("That is interesting. Can you tell me how it happened?)
Evaluative Questions - correct answer ✔✔Open and closed-ended questions to confirm and uncover
attitudes, opinions, and preferences the prospect holds. ("How do you feel about?")
There are different types of Probing Question. One is called a Check-Back, or Response Check. When is it
commonly used during a salesperson's meeting with a customer? - correct answer ✔✔
, SPIN definition - correct answer ✔✔SPIN system sequences four types of questions designed to uncover
a buyer's current situation and inherent problems, enhance the buyer's understanding of the
consequences and implications of those problems and lead to the proposed solution
Situation questions - correct answer ✔✔are used early in the sales call and provides salespeople with
leads to develop the buyer's needs and expectations fully. ("Do you typically purchase or lease"?)
Problem Questions - correct answer ✔✔follows the more general situation questions to further probe
for specific difficulties, developing problems, and areas of dissatisfaction that might be positively
addressed by the salesperson's proposed sales offering. ("What types of reliability problems do you
experience with your current system"?)
Implication Questions - correct answer ✔✔To assist the buyer in thinking about the potential
consequences of the problem and understand the urgency of resolving the problem in a way that
motivates him or her to seek a solution. ("What happens when a supplier is late with a shipment?")
Need-payoff questions - correct answer ✔✔propose a solution and develop commitment from the
buyer. ("If we could improve the quality of your purchased components, how would that help you"?)
ADAPT questioning sequence - correct answer ✔✔uses a logic-based funneling sequence of questions,
beginning with a broad and generalized inquires designed to identify and assess the buyers situation.
Assessment Questions - correct answer ✔✔Initial phase of questioning is designed to be nonthreatening
and spark conversation that elicits factual information about the customer's current situation that can
provide a basis for further exploration and probing. ("What is the current level of your production"?)
Discovery Questions - correct answer ✔✔They should drill down and probe for further details needed to
develop, clarify, and understand the nature of the buyers problems fully. ("How often do these
equipment failures occur"?)
Activation Questions - correct answer ✔✔"Activate" the customers interest in solving discovered
problems by helping him or her gain insight into the true ramifications of the problems by helping him or
her gain insight into the true ramifications of the problems. ("What effect does your supplier's late
delivery have on your operations?")
answers A+ graded
Open-Ended Questions - correct answer ✔✔Designed to let customer respond freely; the customer is
not limited to one-or two-word answers but is encouraged to disclose personal and/ or business
information. (“What happens when"?)
closed-ended questions - correct answer ✔✔Questions designed to limit the customer's responses to
one or two words. ("How many"?)
Which type of question gives the salesperson the most information? - correct answer ✔✔Open-ended
questions
What are the four types of questions used to guide a conversation? - correct answer ✔✔Probing
question, evaluative questions, tactical questions, reactive questions
Probing Question - correct answer ✔✔Designed to penetrate below generalized or superficial
information to elicit more articulate and precise details for use in needs discovery and solution
identification. (What is your experience with?)
Tactical Question - correct answer ✔✔are used to shift or redirect the topic of discussion gets off course
or when a line of questioning proves to be of little interest or value. ("Earlier you mentioned that?)
(Could you tell me more about how that might affect?)
Reactive questions - correct answer ✔✔questions that refer to or directly result from information the
other party previously provided. ("That is interesting. Can you tell me how it happened?)
Evaluative Questions - correct answer ✔✔Open and closed-ended questions to confirm and uncover
attitudes, opinions, and preferences the prospect holds. ("How do you feel about?")
There are different types of Probing Question. One is called a Check-Back, or Response Check. When is it
commonly used during a salesperson's meeting with a customer? - correct answer ✔✔
, SPIN definition - correct answer ✔✔SPIN system sequences four types of questions designed to uncover
a buyer's current situation and inherent problems, enhance the buyer's understanding of the
consequences and implications of those problems and lead to the proposed solution
Situation questions - correct answer ✔✔are used early in the sales call and provides salespeople with
leads to develop the buyer's needs and expectations fully. ("Do you typically purchase or lease"?)
Problem Questions - correct answer ✔✔follows the more general situation questions to further probe
for specific difficulties, developing problems, and areas of dissatisfaction that might be positively
addressed by the salesperson's proposed sales offering. ("What types of reliability problems do you
experience with your current system"?)
Implication Questions - correct answer ✔✔To assist the buyer in thinking about the potential
consequences of the problem and understand the urgency of resolving the problem in a way that
motivates him or her to seek a solution. ("What happens when a supplier is late with a shipment?")
Need-payoff questions - correct answer ✔✔propose a solution and develop commitment from the
buyer. ("If we could improve the quality of your purchased components, how would that help you"?)
ADAPT questioning sequence - correct answer ✔✔uses a logic-based funneling sequence of questions,
beginning with a broad and generalized inquires designed to identify and assess the buyers situation.
Assessment Questions - correct answer ✔✔Initial phase of questioning is designed to be nonthreatening
and spark conversation that elicits factual information about the customer's current situation that can
provide a basis for further exploration and probing. ("What is the current level of your production"?)
Discovery Questions - correct answer ✔✔They should drill down and probe for further details needed to
develop, clarify, and understand the nature of the buyers problems fully. ("How often do these
equipment failures occur"?)
Activation Questions - correct answer ✔✔"Activate" the customers interest in solving discovered
problems by helping him or her gain insight into the true ramifications of the problems by helping him or
her gain insight into the true ramifications of the problems. ("What effect does your supplier's late
delivery have on your operations?")
