2010 Commercial Meeting Prework Quiz -spin Selling
This quiz is meant to ensure that the team is prepared for the training on SPIN Selling before the Commercial Meeting.
In order to complete the pre-work it is necessary to achieve an 80% or higher on this test. It is expected that you will complete this test without the book. We are on the honor system.
These questions get to the heart of SPIN Selling and are not trick questions. It is imperitive that you understand these concepts BEFORE the Commercial Meeting.
You will be required to retake this test until Read moreyou achieve 80%.
- 1.
The author states that this Selling technique is most applicable to what type of sale?
- A.
Long sales cycle projects
- B.
Major sales
- C.
Complex Sales
- D.
Technical Sales
Correct Answer
B. Major salesExplanation
Neil Rackham states on page 6 that SPIN Selling is "for people whose business is the major sale--and who...have become dissatisfied with the effectiveness of traditional sales models.Rate this question:
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- 2.
Which stage is most important in the SPIN Selling technique?
- A.
Closing the sale
- B.
Demonstrating capability
- C.
Investigating
- D.
Obtaining Commitment
- E.
Preliminaries
Correct Answer
C. InvestigatingExplanation
On page 14 of SPIN Selling that "The Investigation Stage" is the the deciding factor in the "success in the larger sale".Rate this question:
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- 3.
According to SPIN Selling philosophy there are 2 outcomes that indicate a successful sales call. Please indicate which two are correct.
- A.
Order
- B.
Continuation
- C.
Advance
- D.
No-Sale
- E.
Commitment to Buy
Correct Answer(s)
A. Order
C. AdvanceExplanation
On page 43 of SPIN Selling there are 4 possible sales call outcomes. These are obtaining A. An Order, B. An Advance, C. A Continuation, D. No-Sale.
An Advance is when the sale is moved into the next phase of the sales cycle. A continuation is when the sale is not dead but no definitive next action has been committed and the next action is "undefined". In 2010 we will judge all of our sales calls as SUCCESSFUL or UNSUCCESSFUL based on this criteria.Rate this question:
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- 4.
SPIN is an acronym for Situation questions, Problem questions, Implication questions, and Need-payoff questions. Which type of question do most unexperienced Sales people focus on?
- A.
Situation questions
- B.
Problem questions
- C.
Implication questions
- D.
Need-payoff questions
Correct Answer
A. Situation questionsExplanation
According to Rackham, on page 69, most inexperienced sales people focus on Situation Questions. However, as they become more experienced, seasoned sales vets will do their research BEFORE a sales call and only ask Situation questions that help them get into position to ask other, more important, types of questions.Rate this question:
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- 5.
Please choose the two Problem questions.
- A.
How old is your extruder?
- B.
What effect does this have on output?
- C.
Is your existing machine hard to use?
- D.
What benefits do you see?
- E.
Do you have quality problems?
Correct Answer(s)
C. Is your existing machine hard to use?
E. Do you have quality problems?Explanation
Answer A is a Situation Question, B is an Implication Question, D is a Need-Payoff Question. See chapter 4 for details.Rate this question:
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- 6.
Please choose the best definitions of Implication Questions and Need-Payoff Questions. There is one correct answer for each type.
- A.
Implication Questions are problem-centered and highlight the seriousness of problem to the customer.
- B.
Need-payoff Questions are solution-centered. They ask about the usefulness or value of solving a problem.
- C.
Need-Payoff Questions are need-centered. They get to the heart of the customer's real "needs" and look beyond the customer's "wants".
- D.
Implication Questions are problem-centered and highlight the implied needs a customer has.
Correct Answer(s)
A. Implication Questions are problem-centered and highlight the seriousness of problem to the customer.
B. Need-payoff Questions are solution-centered. They ask about the usefulness or value of solving a problem.Explanation
Page 88 goes into a deeper explanation of the clear distinction between these types of questions.Rate this question:
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- 7.
There are behaviors a seller can use to demonstrate capability of a solution in meeting customer needs. These behaviors are often categorized into 2 types and are commonly called Features and Benefits. However, SPIN Selling makes a slightly different distinction in these behaviors and has created a third type. Below are the types and the definition according to Rackham. Which behavior has the most positive impact on a larger sales?
- A.
Features - describe facts, data or product characteristics.
- B.
Benefits - show how products or services meet Explicit Needs expressed by the customer.
- C.
Advantages - show how products, services or their Features can be used or can help the customer.
Correct Answer
B. Benefits - show how products or services meet Explicit Needs expressed by the customer.Explanation
Please see Figure 5.3 on page 104 of SPIN Selling for an explanation.Rate this question:
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- 8.
Please choose the two Benefit Statements below (as compared to the 2 Advantage Statements).
- A.
Our stabilizer gives better heat stability than Ferro's stabilizer.
- B.
The feedable form will save you from adding a person at the blender.
- C.
You need immediate delivery...we can offer our product from stock.
- D.
This product will give you the faster line speed that you want.
Correct Answer(s)
C. You need immediate delivery...we can offer our product from stock.
D. This product will give you the faster line speed that you want.Explanation
Chapter 5 goes into detail about the differences between Advantage Statements and Benefit Statements.Rate this question:
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- 9.
When trying to avoid an objection to an offer, which behavior described in the previous 2 questions will most likely help a seller achieve support or approval from the customer, according to Rackham's research?
- A.
Features
- B.
Advantages
- C.
Benefits
Correct Answer
C. BenefitsExplanation
In fact, according to Rackham listing Features will increase a customer's price sensitivity. Listing Advantages will most likely result in Objections. However, when you provide the benefits of a solution you will likely receive support. See page 120 for more details.Rate this question:
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- 10.
Somtimes during a sales call the customer may object about the value of the product you are offering. This type of objection might sound like this. "We're very happy with our current supplier." Which reason is the likely cause for this type of objection?
- A.
The seller hasn't succeeded in building a strong need in the customer's mind.
- B.
The seller's solution doesn't fit the need of the customer.
- C.
The competitor has astutely solved the customer needs and has created a barrier to entry.
Correct Answer
A. The seller hasn't succeeded in building a strong need in the customer's mind.Explanation
Page 135 explains that if the solution doesn't fit the need of the customer you will likely get an objection early in the call. If you get an objection about value it is likely due to lack of need building with the customer. If you are getting many value objections it may be helpful to cut down on the use of Features and concentrate more on asking Problem, Implication and Need-payoff questions to more effectively build the need in your customer's mind.Rate this question:
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Current Version
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Mar 21, 2023Quiz Edited by
ProProfs Editorial Team -
Dec 11, 2009Quiz Created by
Baerlocher Usa
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