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Vocabulary
Beliefs, Goals, & Needs
Types of Questioning
Probing
RaNdOm!
100
Small behaviors that signal the mental state of the person who reveals them.
Cues
100
Increasing revenue is an example of a _______ need.
Business
100
Questions that require an explanation and usually some thought. A simple "yes" or "no" is insufficient.
Open-ended questions
100
True or false: You should have your customer's permission to take notes during a sales call.
True
100
What the score of Saturday's homecoming football game against South Dakota State?
45-10 (ISU won!)
200
An important task salespeople must do in order to uncover and organize detailed information about customers in which there are trusted relationships.
Discovery
200
Increasing yield would fall under which category?
Personal Needs
200
Closed-ended questions used to confirm information already received.
Confirming questions
200
What is the purpose of probing?
To uncover the needs that can be served by a company's products, services, and information.
200
Who is Chad Buckley?
The Agriculture Department Librarian
300
What remains after all income is received and all expenses have been paid.
Profit
300
What are the three parts of business needs?
Resources, Operations, Revenues
300
Open-ended questions that ask the customer to elaborate on information already received.
Clarifying questions
300
True or false: The best salespeople use high-pressure tactics.
False.
300
What college is the agriculture department part of?
College of Applied Science & Technology
400
Intentional future behaviors or accomplishments.
Goals
400
What is meant by to “diagnose a customer”?
To understand their beliefs, goals, and needs
400
Questions that are designed to obtain facts or to obtain objective responses.
Closed-ended questions
400
At what point(s) in the sales call does probing take place?
Beginning, middle, and end.
400
What is Dr. Spaulding's office number?
132
500
Firmly held mental constructs. These form the foundation of human thinking and drive goals and behaviors.
Beliefs
500
Production practices, manufacturing processes, labor, shipping, and distribution are examples of ______ needs.
Operational
500
This process allows the salesperson to work through the entire sales process - opening the call, probing for needs, presenting beliefs, and closing.
SPIN Selling
500
Probing opens a dialogue about the values and ______ of the customer.
Goals
500
What year did the Pub II open?
1974