Podcast
Questions and Answers
What type of questions ask about facts or explore the buyer's present situation?
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?
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?
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?
Which type of questions ask about the consequences or effects of a buyer's problems?
What are sales representatives transformed from passive order takers into?
What are sales representatives transformed from passive order takers into?
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.
