Priceable of business RMT
mon000
chapter20120quiz.docxChapter 1—Quiz 10
MULTIPLE CHOICE
1. Susan’s customers are always concerned about what they’re receiving in exchange for what they’re paying. In other words, they are concerned about _______________.
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a. |
Marketing |
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b. |
Personal selling |
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c. |
Customer value |
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d. |
Marketing Communications |
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e. |
Advertising |
2. The question: “Can you please describe your current production process?” represents which stage of the SPIN selling process?
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a. |
Situation Questions |
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b. |
Problem Questions |
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c. |
Implication Questions |
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d. |
Need-Payoff Questions |
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e. |
This is not a SPIN question. |
3. Top sales professionals use these types of question a lot. They are the most powerful of all of the SPIN questions. Which type is it?
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a. |
Situation Questions |
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b. |
Problem Questions |
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c. |
Implication Questions |
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d. |
Need-Payoff Questions |
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e. |
This is not a SPIN question. |
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4. The question: “Would you be interested to know more about how we can help you get your cost per unit of production back down to your target number?" represents which stage of the SPIN selling process?
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a. |
Situation Questions |
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b. |
Problem Questions |
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c. |
Implication Questions |
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d. |
Need-Payoff Questions |
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e. |
This is not a SPIN question. |
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5. Top sales persons do their homework and pre-sales call preparation. They avoid the mistakes of inexperienced sales persons that tend to overuse the least powerful of the SPIN questions. Which one is it?
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a. |
Situation Questions |
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b. |
Problem Questions |
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c. |
Implication Questions |
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d. |
Need-Payoff Questions |
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e. |
This is not a SPIN question. |
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6. Mary's customer has just went off track in their discussion and has spent the last ten minutes talking about a totally unrelated subject. Mary says to the customer: "Previously, you stated that your recent productivity numbers have been below your expectations. Can you explain to me how important your productivity ratio is to your operation?" Mary has just effectively used which type of question?
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a. |
Probing. |
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b. |
Evaluative. |
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c. |
Reactive. |
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d. |
Tactical. |
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e. |
Dichotomous. |
7. Vinny's customer has been having problems with their firm's ERM software. Vinny asks the customer: "Can you share an example of one of the ERM programs failures?" Vinny is employing which type of question?
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a. |
Probing. |
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b. |
Evaluative. |
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c. |
Reactive. |
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d. |
Tactical. |
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e. |
Dichotomous.
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8. Which of the following is a closed-end question?
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a. |
What would happen if you suffer a power outage? |
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b. |
How many times has this happened? |
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c. |
Describe the time you're system failed due to the power outage? |
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d. |
How do you like my sales presentation so far? |
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e. |
What parts of your system are most at risk? |
9. In the video with Dan Pink, author of “To Sell is Human” he makes an interesting statement about which type of personality results in the highest sales results. Which type was it?
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a. |
Extrovert |
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b. |
Ambivert (i.e. in the middle) |
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c. |
Introvert |
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d. |
Outgoing and Gregarious |
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e. |
Shy with active listening skills |
10. Advantages of most sales jobs include all of the following except?
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a. |
Job variety |
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b. |
Advancement opportunities |
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c. |
Immediate feedback |
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d. |
Regular vacations |
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e. |
Each of the above is correct |
