MARK 3337: Professional Selling - Chapter 11 Study Guide

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What is the primary goal of need discovery in sales?

To build a partnership with the buyer

To gather basic facts about the buyer's situation

To create value and meet the needs of customers (correct)

To execute the firm's marketing strategy

What type of questions are designed to collect basic facts about the buyer's existing situation and problem?

Open questions

Survey questions (correct)

Probing questions

Closed questions

What is the primary purpose of general survey questions?

To uncover the pain and implications of the customer's problem

To discover facts about the buyer's problem and existing situation (correct)

To execute the firm's marketing strategy

To describe the problem from the buyer's point of view

What type of questions require the prospect to go beyond a simple yes/no response?

Open questions Signup and view all the answers

What type of questions are used to uncover and clarify the pain, implications, and circumstances surrounding the customer's buying problem?

Probing questions Signup and view all the answers

What type of questions can be answered with a yes or no, or a brief response?

Closed questions Signup and view all the answers

What is the percentage increase in sales success attributed to mastering the use of questions according to Neil Rackham's research?

17 percent Signup and view all the answers

Which type of question is used to collect basic facts about the buyer's existing situation and problem?

Survey question Signup and view all the answers

What is the primary purpose of confirmation questions in the sales process?

To verify the accuracy of information exchanged Signup and view all the answers

What are buying conditions, according to the text?

Things that must be available or fulfilled before the sale can be closed Signup and view all the answers

What is the primary focus of the investigative or need-discovery stage of the sales process?

Uncovering the buyer's needs and problems Signup and view all the answers

How many types of questions are commonly used in the selling field, according to the text?

4 Signup and view all the answers

What is the primary purpose of confirmation questions in the sales process?

To verify the accuracy and assure a mutual understanding of information exchanged Signup and view all the answers

What are buying conditions in the sales process?

The qualifications that must be available or fulfilled before the sale can be closed Signup and view all the answers

What is the primary focus of need-satisfaction questions?

The solution and the benefits of the solution Signup and view all the answers

What is active listening in the sales process?

The process of sending back to the prospect what you as a listener think the person meant Signup and view all the answers

What is the second part of the Consultative Sales Process Guide?

Selection of product: The process of creating the ideal 'custom-fitted' product for the customer Signup and view all the answers

What is the fourth part of the Consultative Sales Process Guide?

Servicing the sale: Service activities include suggestion selling, making credit arrangements, following through on assurances and promises, and follow-ups to ensure customer satisfaction Signup and view all the answers

MARK 3337: Professional Selling - Chapter 11 Study Guide

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Questions and Answers

What is the primary goal of need discovery in sales?

What type of questions are designed to collect basic facts about the buyer's existing situation and problem?

What is the primary purpose of general survey questions?

What type of questions require the prospect to go beyond a simple yes/no response?

What type of questions are used to uncover and clarify the pain, implications, and circumstances surrounding the customer's buying problem?

What type of questions can be answered with a yes or no, or a brief response?

What is the percentage increase in sales success attributed to mastering the use of questions according to Neil Rackham's research?

Which type of question is used to collect basic facts about the buyer's existing situation and problem?

What is the primary purpose of confirmation questions in the sales process?

What are buying conditions, according to the text?

What is the primary focus of the investigative or need-discovery stage of the sales process?

How many types of questions are commonly used in the selling field, according to the text?

What is the primary purpose of confirmation questions in the sales process?

What are buying conditions in the sales process?

What is the primary focus of need-satisfaction questions?

What is active listening in the sales process?

What is the second part of the Consultative Sales Process Guide?

What is the fourth part of the Consultative Sales Process Guide?

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