Question 1

Which type of SPIN question is, "Have you had any trouble with your printing equipment?"
A) situation
B) problem
C) implication
D) need-payoff

Accepted Answer

This is a problem question as it is asking if the person has experienced any issues with their printing equipment.

Question 2

In the SPIN questioning system, what is the purpose of asking problem questions?
A) to gather basic facts and information
B) to uncover potential needs of the buyer
C) to focus the buyer's attention on the consequences of not solving a problem
D) to confirm the buyer's understanding of how the solution will help him or her

Accepted Answer

Asking problem questions is meant to uncover potential needs of the buyer. These questions are designed to help the salesperson understand the buyer's pain points, challenges, and problems, which can then be addressed with a solution. This helps create a more personalized and effective sales pitch.

Question 3

Which type of ADAPT question is, "What disadvantages do you see in your current process?"
A) assessment
B) discovery
C) activation
D) projection

Accepted Answer

This type of question falls under the discovery category as it is used to gather information about potential problems or areas for improvement in the current process.

Question 4

In terms of strategic application of questioning, which of the following objectives would be achieved by asking, "If I understand your situation correctly, would this software improve your productivity by a factor of three?"
A) to generate buyer involvement
B) to show interest
C) to provoke thinking
D) to clarify and emphasize

Accepted Answer

The question "If I understand your situation correctly, would this software improve your productivity by a factor of three?" aims to clarify and emphasize the potential benefits of the software. It helps to confirm the understanding of the situation and stress the point of how much the productivity would increase.

Question 5

Which type of SPIN question is, "How would improving your access to information with our new software make your job easier?"
A) situation
B) problem
C) implication
D) need-payoff

Accepted Answer

This question falls under the need-payoff category because it aims to understand how the new software could benefit the customer's job, indicating a potential need for the product.

Question 6

Which type of ADAPT question is, "What are the growth objectives of the company?"
A) assessment
B) discovery
C) activation
D) projection

Accepted Answer

This question is an example of an "assessment" type because it aims to understand the current state or objectives of the company, which is a key aspect of assessing a situation or planning.

Question 7

What does the acronym SPIN stand for?
A) situation questions, problem questions, implication questions, and need-payoff questions
B) situation questions, personal questions, indication questions, and need-payoff questions
C) similar questions, personal questions, impersonal questions, and new questions
D) speak to the decision maker, probe for needs, identify problem, and never take no for an answer

Accepted Answer

SPIN stands for situation questions, problem questions, implication questions, and need-payoff questions.

Question 8

Which type of SPIN question is, "Who are your current suppliers?"
A) situation
B) problem
C) implication
D) need-payoff

Accepted Answer

The question "Who are your current suppliers?" is a situation question as it aims to gather information about the current situation or status quo of the customer's suppliers.

Question 9

Which type of SPIN question is, "How would a faster piece of equipment improve productivity and profits?"
A) situation
B) problem
C) implication
D) need-payoff

Accepted Answer

This question is an example of an implication question because it explores the potential consequences or implications of a problem (in this case, the need for faster equipment) on productivity and profits. It goes beyond identifying a problem to consider the effects of solving it.

Question 10

Which type of SPIN question is, "Would more frequent deliveries allow you to increase productivity?"
A) situation
B) problem
C) implication
D) need-payoff

Accepted Answer

This question falls under the "need-payoff" category of SPIN questions, as it prompts the prospect to consider the potential benefits or "payoffs" of more frequent deliveries, which can help increase their productivity.

Question 11

In terms of strategic application of questioning, which of the following objectives would be achieved by asking, "I believe that our sales proposal addresses all of the buying criteria that we discussed in our last meeting; do you agree?"
A) to gain confirmation
B) to provoke thinking
C) to gather information
D) to clarify and emphasize

Accepted Answer

Asking this question is aimed at gaining confirmation from the person being asked about whether they agree with the assertion that the sales proposal meets all the discussed buying criteria.

Question 12

Which type of ADAPT question is, "How often does your current equipment fail?"
A) assessment
B) discovery
C) activation
D) projection

Accepted Answer

The question "How often does your current equipment fail?" is a discovery question, as it seeks to uncover specific information about the current situation or challenges faced by the prospect.

Question 13

What is a questioning system that sequences four types of questions designed to uncover a buyer's current situation and inherent problems, enhance the buyer's understanding of the consequences and implications of those problems, and lead to the proposed solution?
A) strategic selling
B) ADAPT
C) gravitational marketing
D) SPIN questioning

Accepted Answer

SPIN questioning is a questioning system that consists of four types of questions: Situation, Problem, Implication, and Need-Payoff. The Situation questions help the salesperson to understand the buyer's current situation. Problem questions are designed to uncover the buyer's inherent problems or difficulties. Implication questions enhance the buyer's understanding of the consequences and implications of those problems. Need-Payoff questions lead to the proposed solution. Together, these four types of questions help salespeople to better understand their customers' needs and tailor their sales approach accordingly.

Question 14

In the SPIN questioning system, what is the purpose of asking implication questions?
A) to gather basic facts and information
B) to uncover potential needs of the buyer
C) to focus the buyer's attention on the consequences of not solving a problem
D) to confirm the buyer's understanding of how the solution will help him or her

Accepted Answer

Implication questions are designed to help the buyer understand the potential consequences if they do not solve their problem or address their needs. This can help create a sense of urgency and motivate the buyer to take action towards finding a solution.

Question 15

In the SPIN questioning system, what is the purpose of asking need-payoff questions?
A) to gather basic facts and information
B) to uncover potential needs of the buyer
C) to focus the buyer's attention on the consequences of not solving a problem
D) to confirm the buyer's understanding of how the solution will help him or her

Accepted Answer

Need-payoff questions are designed to help the buyer understand and articulate the value of solving a problem, by focusing on the benefits and positive outcomes of the proposed solution.

Question 16

Which type of SPIN question is, "How is your productivity affected when your photocopier is not functioning properly?"
A) situation
B) problem
C) implication
D) need-payoff

Accepted Answer

This question is an implication type of SPIN question because it asks about the potential negative consequences or effects of an existing problem. It asks the prospect to consider how their productivity is affected when their photocopier is not functioning properly, which helps them to recognize the importance of resolving the problem.

Question 17

Which type of ADAPT question is, "How long has the current equipment been in place?"
A) assessment
B) discovery
C) activation
D) projection

Accepted Answer

This question is an example of an assessment question because it aims to evaluate the current state or condition of the equipment, which is a key aspect of the assessment phase in various methodologies.

Question 18

Which type of SPIN question is, "Who is involved in the purchasing decision?"
A) situation
B) problem
C) implication
D) need-payoff

Accepted Answer

This question is seeking to understand the current situation or context of the purchasing decision-making process. It is asking for factual information rather than probing for a problem or potential benefit.

Question 19

In the ADAPT questioning system, what type of question is used to address the buyer's company and operations, goals and objectives, market trends, and current customers and suppliers?
A) assessment
B) discovery
C) activation
D) transition

Accepted Answer

Assessment questions in the ADAPT questioning system are designed to understand the buyer's company and operations, their goals and objectives, market trends, and information about their current customers and suppliers.

Question 20

Which type of ADAPT question is, "What are the growth objectives of the company?"
A) assessment
B) discovery
C) activation
D) projection

Accepted Answer

This question is an example of an assessment question because it aims to understand the current state or goals of the company, specifically regarding its growth objectives. Assessment questions are designed to evaluate or gauge a situation, condition, or set of objectives.

Quiz 4: Communication Skills

Which type of SPIN question is, "Have you had any trouble with your printing equipment?"

In the SPIN questioning system, what is the purpose of asking problem questions?

Which type of ADAPT question is, "What disadvantages do you see in your current process?"

In terms of strategic application of questioning, which of the following objectives would be achieved by asking, "If I understand your situation correctly, would this software improve your productivity by a factor of three?"

Which type of SPIN question is, "How would improving your access to information with our new software make your job easier?"

Which type of ADAPT question is, "What are the growth objectives of the company?"

What does the acronym SPIN stand for?

Which type of SPIN question is, "Who are your current suppliers?"

Which type of SPIN question is, "How would a faster piece of equipment improve productivity and profits?"

Which type of SPIN question is, "Would more frequent deliveries allow you to increase productivity?"

In terms of strategic application of questioning, which of the following objectives would be achieved by asking, "I believe that our sales proposal addresses all of the buying criteria that we discussed in our last meeting; do you agree?"

Which type of ADAPT question is, "How often does your current equipment fail?"

What is a questioning system that sequences four types of questions designed to uncover a buyer's current situation and inherent problems, enhance the buyer's understanding of the consequences and implications of those problems, and lead to the proposed solution?

In the SPIN questioning system, what is the purpose of asking implication questions?

In the SPIN questioning system, what is the purpose of asking need-payoff questions?

Which type of SPIN question is, "How is your productivity affected when your photocopier is not functioning properly?"

Which type of ADAPT question is, "How long has the current equipment been in place?"

Which type of SPIN question is, "Who is involved in the purchasing decision?"

In the ADAPT questioning system, what type of question is used to address the buyer's company and operations, goals and objectives, market trends, and current customers and suppliers?

Which type of ADAPT question is, "What are the growth objectives of the company?"