Ch 11 Adaptive Selling Training Video on Questions, Questions, Questions

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1. What are problem questions designed to do?

a. To annoy the customer

b. To empathize with the customer

c. To find out difficulties faced by the customer

d. To create problems for the customer

2. Asking follow up questions achieves which of the following?

a. It creates more confusion in the mind of the person asking the question

b. Helps to understand the problem better

c. They are asked to ensure that the conversation continues

d. It creates more confusion in the mind of the customer

3. According to the questions video the ability to select productive problem areas involves which of the following abilities?

a. Product knowledge

b. Selling knowledge

c. You don't require any ability

d. No such thing was mentioned by the speaker

4. What is one of the three effective strategies as mentioned by the speaker in the questions video?

a. She doesn't mention any such strategy

b. Focusing on the right problem

c. She says that there are only two

d. Focusing on the problem which almost seems right

5. According to the questions video less successful salespeople generally

a. Understand the needs of the customer

b. Prepare thoroughly before the sales call

c. Understand the problems faced by the customer

d. Wing it