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 you 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
- 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
- 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
- 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
- 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?
- 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.
- 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.
- 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.
- 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
- 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.
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