Podcast
Questions and Answers
What type of buyer needs arises from a desire for acceptance or a desire to belong to a particular group?
What type of buyer needs arises from a desire for acceptance or a desire to belong to a particular group?
- Psychological needs
- Situational needs
- Social needs (correct)
- Functional needs
Which type of buyer need stems from a desire to minimize risk or feel reassured?
Which type of buyer need stems from a desire to minimize risk or feel reassured?
- Functional needs
- Psychological needs (correct)
- Knowledge needs
- Situational needs
In which type of buyer need does the purchase intention revolve around making the buyer feel good?
In which type of buyer need does the purchase intention revolve around making the buyer feel good?
- Functional needs
- Psychological needs (correct)
- Situational needs
- Knowledge needs
Which type of buyer need relates to a function or task that the product must perform?
Which type of buyer need relates to a function or task that the product must perform?
What type of buyer need originates from a desire for personal development or growth?
What type of buyer need originates from a desire for personal development or growth?
Which step involves the consideration and study of the overall situation to determine the preferred solution?
Which step involves the consideration and study of the overall situation to determine the preferred solution?
What type of sales position involves building a relationship with an individual who can influence the buying decision?
What type of sales position involves building a relationship with an individual who can influence the buying decision?
Which type of sales position involves selling products directly to businesses and consumers along a specific route?
Which type of sales position involves selling products directly to businesses and consumers along a specific route?
What type of sales position involves working for a company specializing in technology-related products?
What type of sales position involves working for a company specializing in technology-related products?
Who is responsible for generating leads and persuading customers to make a purchase?
Who is responsible for generating leads and persuading customers to make a purchase?
What type of sales position involves non-retail salespeople who remain in their employer’s place of business while dealing with customers?
What type of sales position involves non-retail salespeople who remain in their employer’s place of business while dealing with customers?
In what type of sales position does the salesperson supply information on products, monitor sales, and replenish stock for customers?
In what type of sales position does the salesperson supply information on products, monitor sales, and replenish stock for customers?
Which communication style combines personal power and emotional expression?
Which communication style combines personal power and emotional expression?
Which communication style is characterized by low assertiveness but high control over emotions?
Which communication style is characterized by low assertiveness but high control over emotions?
Which communication style is assertive, self-controlled, and knows what they want?
Which communication style is assertive, self-controlled, and knows what they want?
What is the process by which a salesperson adjusts their communication style to match that of the customer for effective communication?
What is the process by which a salesperson adjusts their communication style to match that of the customer for effective communication?
Mismatched communication styles between a seller and a buyer can result in:
Mismatched communication styles between a seller and a buyer can result in:
Which communication style places more importance on tasks than relationships?
Which communication style places more importance on tasks than relationships?
What is the purpose of trust-based sales communication?
What is the purpose of trust-based sales communication?
Which type of question is designed to let the customer respond freely?
Which type of question is designed to let the customer respond freely?
What is the main goal of effective selling?
What is the main goal of effective selling?
How do closed-ended questions differ from open-ended questions?
How do closed-ended questions differ from open-ended questions?
Which of the following is NOT a key element required for effective selling?
Which of the following is NOT a key element required for effective selling?
What type of question is typically used to confirm or clarify information?
What type of question is typically used to confirm or clarify information?
What is the purpose of probing questions in selling?
What is the purpose of probing questions in selling?
Which type of question is used to shift or redirect the topic of discussion?
Which type of question is used to shift or redirect the topic of discussion?
What is the main aim of reactive questions in a sales context?
What is the main aim of reactive questions in a sales context?
In what type of question do salespeople use both open- and closed-end formats?
In what type of question do salespeople use both open- and closed-end formats?
Which question type is effective for uncovering a buyer's existing and desired circumstances?
Which question type is effective for uncovering a buyer's existing and desired circumstances?
What is the main objective of the SPIN questioning system's first stage?
What is the main objective of the SPIN questioning system's first stage?
