Principles of Personal Selling Quiz
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Questions and Answers

What type of questions ask about facts or explore the buyer's present situation?

  • Implication questions
  • Situation questions (correct)
  • Need-payoff questions
  • Problem questions
  • Which method is taught to sales representatives to build long-term relationships?

  • PIVOT method
  • SPIN method (correct)
  • PUSH method
  • SWOT method
  • What do Problem questions deal with?

  • Consequences or effects
  • Facts or present situation
  • Value or use
  • Problems, difficulties, and dissatisfactions (correct)
  • Which type of questions ask about the consequences or effects of a buyer's problems?

    <p>Implication questions</p> Signup and view all the answers

    What are sales representatives transformed from passive order takers into?

    <p>Active order getters</p> Signup and view all the answers

    Study Notes

    Types of Questions in Sales

    • Fact-finding questions ask about facts or explore the buyer's present situation.
    • The SPIN method is taught to sales representatives to build long-term relationships.

    Types of Questions in the SPIN Method

    • Problem questions deal with the buyer's problems, difficulties, or dissatisfactions.
    • Implication questions ask about the consequences or effects of a buyer's problems.

    Role of Sales Representatives

    • Effective use of the SPIN method transforms sales representatives from passive order takers into consultants or partners.

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    Description

    Test your knowledge of the principles of personal selling with this quiz. Explore topics such as the SPIN method, customer management, and the transformation of salespeople into active order getters. See how well you understand the techniques and strategies used in modern personal selling.

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