Organizational Behavior

Jump to Navigation Frame Your location: Assessments › View All Submissions › View Attempt View Attempt 1 of 1 Title: SPIN Ch. 1 Started: July 21, 2010 2:08 PM Submitted: July 21, 2010 2:12 PM Time spent: 00:04:13 Total score: 20/20 = 100% Total score adjusted by 0.0 Maximum possible score: 20 1. SPIN Selling is designed for those who want to: Student Response Valu e Correct Answer Feedback A. Close one- time sales calls. B. Successfully handle larger sales. 100% Excellent! C. Interrogate suspected criminals. Score: 4/4 2. Neil Rackham noted that sales managers tend to focus on: Student Response Valu e Correct Answer Feedback A. use of pleasantrie s to break the ice. B. use of open-ended versus closed- ended type of questions. C. use of need-payoﬀ questions. D. closing as the chief sales skill. 100% Correct. Score: 4/4 3. Huthwaite's study, "use of open questions in sales calls" suggests that: Student Response Valu e Correct Answer Feedback A. 25 percent of the time use of open- ended questions results in sales. B. The more open- ended questions a salesperso n uses, the greater the likelihood of a sale. C. No relationship is apparent between use of open- ended questions and sales success. 100% Correct. Open-ended questions are helpful to the seller if used to get to problem questions, implication questions, and need-payoﬀ questions. Score: 4/4 4. Obtaining commitment means: Student Response Valu e Correct Answer Feedback A. getting a customer to authorize an order. B. getting the customer to agree to consider your solution along with those of other vendors. C. demonstrating capability. D. getting the customer to agree to take an action of some sort (e.g., to set up a meeting with a decision maker). 100% Right. The customer needs to commit to some action or behavior that either moves the sale along or terminates the process. Score: 4/4 5. The psychology of a sale diﬀers between: Student Response Valu e Correct Answer Feedback A. larger purchases and smaller purchases. 100% Neil Rackham emphasizes this distinction. B. aggressive personalities and regressive personalities C. homogenous versus heterogeneou s goods. Score: 4/4 Jump to Navigation Frame Your location: Assessments › View All Submissions › View Attempt View Attempt 1 of 1 Title: SPIN Ch. 2 Started: July 21, 2010 2:13 PM Submitted: July 21, 2010 2:18 PM Time spent: 00:05:09 Total score: 20/20 = 100% Total score adjusted by 0.0 Maximum possible score: 20 1. Any statement of behavior that puts the customer in a position involving a commitment or lack thereof is a: Student Response Valu e Correct Answer Feedback A. order commitmen t B. close. 100% Yes. A close can be to gain a favorable next step from the buyer or to gain a commitment to buy. C. an inducement protocol. D. statement of intent. Score: 2.86/2.86 2. Sharp angle, Ben Franklin, puppy dog, and Colombo refer to: Student Response Valu e Correct Answer Feedback A. approache s to problem solving. B. situation selling models. C. closing techniques. 100% Correct. D. types of implication

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