EXAM 2 - BUSN 1503 QUESTIONS AND ANSWERS A+ GRADED. Buy Quality Materials!
True
Trial close questions refer to questions that are designed to assess whether the customer has comments or concerns about what has previously been discussed
True
In SPIN selling, situational questions are of li...
True
Trial close questions refer to questions that are designed to assess whether the
customer has comments or concerns about what has previously been discussed
True
In SPIN selling, situational questions are of little value to the customer as the customer
is simply describing something that he or she is already well aware of.
Zion, who states, "The most important thing I can do as a salesperson is provide
and implement solutions to my customer's problems."
Allegra, a sales manager, is looking at five résumés, trying to decide whom she will hire
as the newest salesperson on her staff. The new salesperson will manage several
complicated and demanding accounts. For this reason, Allegra wants to hire someone
who is dedicated to being a consultative problem solver. Which of the following five
candidates should she hire?
issue questions
Which of the following is not one of the question types contained in the SPIN selling
methodology?
direct request
When attempting to gain commitment, Samuel simply asks his buyer if he is comfortable
moving forward with the proposed solution. Which commitment-gaining technique is
Samuel utilizing?
False
To ensure listening, summary questions are designed to review and verify information
previously provided by the customer.
False
In terms of gaining commitment, transitionary signals are cues sent by the customer
indicating a shift in thinking from if we should do this to how we should do this.
balance sheet
When attempting to gain commitment, Teresa lists out all of the positives and negatives
associated with the buyer moving forward with the proposed solution. Which
commitment-gaining technique is Teresa utilizing?
source
If a customer states that he or she has concerns over the fact that the selling company
manufactures many of its products overseas, what type of objection is the customer
voicing?
problem question
When questioning the customer, Matt asks: "What are some typical customer
complaints you hear?" Which type of SPIN selling question is this?
, False
Salespeople demonstrate active listening when they receive information from the
customer without providing feedback.
False
Implied needs are those needs that are known to the customer but might not be
important enough to merit action.
implication question
When questioning the customer, Suzanne asks, "How are these issues affecting your
business?" Which type of SPIN selling question is this?
product
If a customer states that her current product can address the problem just as well as the
one the salesperson is suggesting, what type of objection is the customer voicing?
need-payoff questions
In SPIN selling, which of the following questions is designed to help buyers think of
possibilities as opposed to problems?
distributive
In a(n) ________ negotiation, potential outcomes of the bargaining effort are seen as a
"fixed pie."
Negotiations sometimes get off to a rocky start or reach an impasse because
parties did not begin with full agreement as to the exact nature of the problem(s)
separating the sides.
Best
The acronym BATNA stands for "________ Alternative to a Negotiated Agreement."
agenda
A negotiation ________ is an agreed-upon list of items to be discussed or goals to be
achieved, in a particular order, during a negotiation.
empathy.
The dual-concern model of conflict resolution suggests individuals' preferred methods
for dealing with conflict are based on two dimensions: assertiveness and
positions
Inexperienced salespeople too often take initial negotiation ________ offered by the
other side at face value and don't probe with questions or challenge sufficiently.
compromiser
A(n) ________-style negotiation approach is most useful in situations in which the
opposite party is trustworthy, and the agreement is under a tight deadline.
Expanding the pie
________ is a negotiation strategy that generates alternatives by adding new elements
to a negotiation so that more items are negotiable.
Collaborator
________-type negotiators see conflict as a creative opportunity to satisfy both parties'
goals.
True
Accommodating negotiation styles work best in situations in which your company has
caused harm to another and needs to repair a significant relationship.
options
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