Question 1

After establishing rapport with the prospect and capturing his attention,a salesperson should transition to identify the prospect's needs.

Accepted Answer

Once a salesperson has established rapport and captured the prospect's attention, the next step is to identify the prospect's needs so that the salesperson can tailor their pitch to meet those specific needs.

Question 2

Most transactional buyers want the salesperson to configure a product solution that focuses on price and convenience issues.

Accepted Answer

Transactional buyers are primarily concerned with getting a product at the lowest possible price with minimal hassle. They are not as concerned with the specific features or benefits of a product, and expect salespeople to prioritize price and convenience in their product solutions.

Question 3

A well-prepared salesperson will not find it necessary to recommend that a prospect purchase a product from another source.

Accepted Answer

A well-prepared salesperson understands the importance of building trust and long-term relationships with prospects. If their product does not meet the prospect's needs, recommending another source can demonstrate integrity and customer focus, potentially leading to future business or referrals.

Question 4

The question,"Do you use a word processor?" is an example of a probing question.

Accepted Answer

A probing question is designed to elicit more detailed responses, often to clarify, explore deeper understanding, or gather additional information, whereas the example is a closed-ended question that typically requires a simple yes or no answer.

Question 5

In a multi-call sales situation,selection of product is normally the focus of the first sales visit.

Accepted Answer

In a multi-call sales situation, the focus of the first sales visit is typically on building a relationship, understanding customer needs, and assessing the situation rather than immediately selecting a product.

Question 6

Survey questions should not be used to collect factual information that can be acquired from other sources prior to the sales call.

Accepted Answer

Survey questions should be used to collect insights, opinions, and preferences of the customer that cannot be easily found from other sources. Factual information like company size or contact information should be researched beforehand.

Question 7

Unless the selling situation requires order-taking (i.e.customer's already know what they want),need discovery is an important part of the sales presentation.

Accepted Answer

Need discovery is the process of identifying the customer's needs, wants, and desires. It helps the salesperson develop a customized sales pitch and offer solutions to the customer's problems or challenges. Unless the customer already knows what they want, need discovery is critical in shaping the sales presentation to fit the specific needs of the customer. Therefore, the statement is true.

Question 8

A good presentation should be spontaneous,never pre-planned.

Accepted Answer

A good presentation should be well-prepared and thought out ahead of time. While some spontaneity and flexibility can be beneficial, relying solely on improvisation without any planning can lead to disorganization and lack of clarity.

Question 9

Active listening skills can be learned.

Accepted Answer

Active listening skills involve techniques such as paying attention, reflecting, clarifying, and summarizing. These techniques can be learned and practiced to improve one's ability to listen actively.

Question 10

When dealing with a transactional buyer,it is sometimes necessary to abandon the guidelines for developing an effective presentation.

Accepted Answer

Transactional buyers are typically more focused on the transaction itself rather than building a long-term relationship. Therefore, they may not be interested in a detailed presentation and may want to quickly get to the point of the transaction. In such cases, the salesperson may have to abandon some of the guidelines for developing an effective presentation and tailor their approach to the buyer's needs.

Question 11

In a single sales call or a multicall situation,the salesperson should always plan to go through all four parts of the Consultative Sales Presentation Guide during the initial contact.

Accepted Answer

The salesperson should adjust their approach based on the customer's needs and communication style. It may not always be necessary or appropriate to go through all four parts of the Consultative Sales Presentation Guide in the initial contact.

Question 12

A good rule of thumb is to get agreement with a confirmation question on each key benefit in the sales demonstration before moving on.

Accepted Answer

This is a common sales technique known as "trial closing" or "summary closing" where the salesperson confirms that the customer understands and values each benefit before moving on to the next one. This helps build momentum and trust in the sales process.

Question 13

Paraphrasing the customer's meaning is an attempt to repeat the same words used by the customer.

Accepted Answer

Paraphrasing the customer's meaning is an attempt to convey the same message as the customer but using different words. It does not involve repeating the same words used by the customer.

Question 14

Using confirmation questions after each key point helps the salesperson to understand consumer's dominant buying motives.

Accepted Answer

Confirmation questions after each key point help the salesperson to confirm that they have understood the consumer's dominant buying motives. This ensures that the salesperson can tailor their sales pitch to meet the consumer's needs and increase the likelihood of closing the sale.

Question 15

Probing questions help you to uncover and clarify the prospect's perceptions and opinions.

Accepted Answer

Probing questions are designed to elicit more detailed and specific information from the prospect, allowing you to better understand their thoughts and feelings on a particular topic. By asking these types of questions, you can uncover their underlying beliefs, concerns, and motivations, which can help you tailor your approach to better meet their needs.

Question 16

Summary confirmation questions enable a customer's buying conditions to surface.

Accepted Answer

Summary confirmation questions are used to restate the customer's buying conditions and ensure that the salesperson understands them correctly. This enables the salesperson to address any concerns or objections the customer may have, ultimately leading to a successful sale.

Question 17

In a consultative sales presentation,the prospect's involvement should be greater than the salesperson's during the need discovery stage.

Accepted Answer

In a consultative sales approach, the salesperson should focus on asking questions and actively listening to the prospect to uncover their needs and pain points. This means that the prospect should be more involved in the need discovery stage than the salesperson.

Question 18

"Would this computer software meet your current business needs?" is an example of a confirmation question.

Accepted Answer

A confirmation question is one that seeks to confirm information or an understanding of a situation. In this case, the question is asking if the computer software is suitable for the current business needs, and through the answer, the person can confirm their understanding of the situation.

Question 19

During part three of the Consultative Sales Presentation Guide,need satisfaction,the salesperson places less emphasis on questions and more emphasis on statements.

Accepted Answer

During need satisfaction, the salesperson should already have gathered enough information from the previous stages to make statements that directly address the customer's needs and show how their product or service can meet those needs. While questions are still important for clarification and further understanding, the focus is more on presenting solutions and benefits rather than gathering information.

Question 20

The proper sequence to the three dimensions of product selection: configure a solution,match benefits with buying motives,and make appropriate recommendations.

Accepted Answer

The proper sequence is: match benefits with buying motives, configure a solution, and then make appropriate recommendations.

Quiz 11: Determining Customer Needs With a Consultative Questioning Strategy