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Page 12
View Attempt 1 of 1
Title:
SPIN Ch. 4
Started:
July 21, 2010 2:23 PM
Submitted:
July 21, 2010 2:30 PM
Time spent:
00:07:31
Total
score:
20/20 = 100%
Total score adjusted by 0.0
Maximum possible score: 20
1.
To be succcessful in a persuasive context, questions need to:
Student
Response
Valu
e
Correct
Answer
Feedback
A. open the door
to product
features.
B.
relate to areas
that are
psychologicall
y important to
the buyer.
100%
Yes. The goal of questionning is
to get to what's important to the
buyer. Sometimes, the buyer
cannot elucidate accurately
what's important. So, the
salesperson must diagnose what
are the problems the buyer faces
and what needs are to be
addressed through a purchase.
C. be tied to a
problem.
General
Feedback:
Persuasion necessitates understanding. A good way to gain
understanding entails effective questionning.
Score:
2/2
2.
Implication questions:
Student
Response
Valu
e
Correct
Answer
Feedback
A. a.
necessitate
dramatic
flair on the
part of the
salesperson.
B. b. need to
be used
early in the


Page 13
sales
process.
C.
c. are best
used by
someone
who takes a
diagnostic
perspective
(e.g., a
doctor, a
lawyer, a
consultant,
a financial
planner).
100%
Yes. Diagnosing a situation
necessitates understanding how
important a particular problem is
and then to what extent the
problem contributes to other,
larger problems.
Score:
2/2
3.
"So how would saving one day's labor per office help your organization?" is
a:
Student
Response
Valu
e
Correct
Answer
Feedback
A. a.
situation
question
B. b. problem
question.
C. c.
implicatio
n question
D.
d. need-
payoff
question
100%
Yes. A need payoff question relates
a positive event or outcome to the
prospective buyer. A goal is to see
to what extent the buyer is
interested and excited about the
particular benefit associated with
the need-payoff.
General
Feedback:
Need-payoff questions help you build in benefits. You tie
benefits to specific product felature.
Score:
2/2
4.
"What type of equipment are you looking at?" is:
Student
Valu
Correct
Feedback


Page 14
Response e
Answer
A. a need-
payoff
question
B. an
implicatio
n question
C. A solution
question.
D. a problem
question.
E.
a situation
question.
100%
Right.
General
Feedback:
Questions are awfully important to marketing, selling,
persuading, managing, analyzing, and to thinking in general.
Asking good questions and then deducing implications and
sought benefits can help you manage people, help others solve
problems, motivate, litigate, and just enjoy your profession and
even your life. Give thought to your questions, think, and
thrive.
Score:
2/2
5.
Situation questions:
Student
Response
Valu
e
Correct
Answer
Feedback
A. are used
more in calls
which
succeed.
B.
are overused
by
inexperience
d sellers.
100%
Yes. When you're learning to
diagnose, you learn from
customers or other sellers. It's
important to observe and listen
well early on in your career.
C. are not an
essential part
of
questionning
General
Feedback:
Situation questions need to be used in conjunction with
research and observation.
Score:
2/2


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