30 Questions
What type of buyer needs arises from a desire for acceptance or a desire to belong to a particular group?
Social needs
Which type of buyer need stems from a desire to minimize risk or feel reassured?
Psychological needs
In which type of buyer need does the purchase intention revolve around making the buyer feel good?
Psychological needs
Which type of buyer need relates to a function or task that the product must perform?
Functional needs
What type of buyer need originates from a desire for personal development or growth?
Knowledge needs
Which step involves the consideration and study of the overall situation to determine the preferred solution?
Determination of quantity needed
What type of sales position involves building a relationship with an individual who can influence the buying decision?
Sales Support
Which type of sales position involves selling products directly to businesses and consumers along a specific route?
Direct-to-direct Sales
What type of sales position involves working for a company specializing in technology-related products?
Technical salespeople
Who is responsible for generating leads and persuading customers to make a purchase?
Order-getters
What type of sales position involves non-retail salespeople who remain in their employer’s place of business while dealing with customers?
Inside Sales
In what type of sales position does the salesperson supply information on products, monitor sales, and replenish stock for customers?
Detailer
Which communication style combines personal power and emotional expression?
Expressives
Which communication style is characterized by low assertiveness but high control over emotions?
Analyticals
Which communication style is assertive, self-controlled, and knows what they want?
Drivers
What is the process by which a salesperson adjusts their communication style to match that of the customer for effective communication?
Flexing process
Mismatched communication styles between a seller and a buyer can result in:
Significant barriers for information exchange
Which communication style places more importance on tasks than relationships?
Analyticals
What is the purpose of trust-based sales communication?
To maximize common understanding among participants
Which type of question is designed to let the customer respond freely?
Nondirective questions
What is the main goal of effective selling?
Maximizing common understanding among participants
How do closed-ended questions differ from open-ended questions?
They limit responses to one or two words
Which of the following is NOT a key element required for effective selling?
Verbal communication
What type of question is typically used to confirm or clarify information?
Closed-ended questions
What is the purpose of probing questions in selling?
To penetrate below generalized or superficial information
Which type of question is used to shift or redirect the topic of discussion?
Tactical questions
What is the main aim of reactive questions in a sales context?
To elaborate on information provided by the buyer
In what type of question do salespeople use both open- and closed-end formats?
Evaluative questions
Which question type is effective for uncovering a buyer's existing and desired circumstances?
Evaluative questions
What is the main objective of the SPIN questioning system's first stage?
Uncover the buyer's current situation and inherent problems
Discover different leadership styles based on communication and emotional expression. Learn about Expressives, Analyticals, and Drivers and how they differ in assertiveness, emotional control, and task orientation.
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