Course Careers Q&A 2024 Questions and Answers, Exams of Advanced Education

Download Course Careers Q&A 2024 Questions and Answers and more Exams Advanced Education in PDF only on Docsity! Course Careers Q&A 2024 Questions and Answers What did Bob Hoover do to the mechanic who made his plane crash and almost got him killed? - Answer -He told him to service his F-51 plane tomorrow since he's sure he won't make this mistake again. What's the main difference between mankind and animals? - Answer -The desire to feel important The only way on earth to influence other people is by_____. - Answer -Talking about what they want and showing them how to get it You can make more friends in two months by ______. - Answer -becoming interested in them You should always smile because ______. - Answer -it makes people like you it makes you happier it costs you nothing The sweetest sound to a person in any language is ____. - Answer -that person's name What do people love to talk about the most? - Answer -Themselves When should you argue with someone? - Answer -Never because you can't win By telling someone they're wrong you are ____. - Answer -making them feel unintelligent making them feel they have a bad sense of judgment hurting their pride and respect What should you do if you realize you're wrong? - Answer -Admit you're wrong When trying to convince someone of something you should_____. - Answer -get them to agree to small things by telling you "Yes" since it gets them in the mode of saying yes and agreeing What do people prefer more? - Answer -Having others listen to them talk What ideas do people like more? - Answer -Ideas they feel they came up with themselves What's the best way to see things from the other person's point of view? - Answer -Put yourself in their shoes and think how you would feel or react if you went through the same experiences Why is it important to see things from the other person's point of view? - Answer -So you can sympathize with their point of view before helping them understand your point of view Why do people do well under competition? - Answer -They have a desire to excel and feel important Before telling someone about their shortcomings you should ______. - Answer -tell them how much you appreciate their work and how you also have shortcomings Instead of giving direct orders you should ____. - Answer -Make suggestions by asking questions There's never too much sincere _____. - Answer -praise When trying to make someone want to do something you should _____. - Answer -tell them how important what they're doing is and how they'll benefit What's the #1 reason for failure in sales? - Answer -Lack of prospecting Is cold calling necessary? - Answer -Yes, most companies don't have enough leads to keep their salespeople busy and the best prospects are used to having salespeople go to them The main reason salespeople are afraid of cold calling is because ________. - Answer - they don't want to interrupt prospects What's the best prospecting technique? - Answer -A balance of many different techniques What's the most important daily imperative of a successful salesperson? - Answer - Keeping a pipeline full of qualified prospects What is the formula for predicting sales? - Answer -Efficiency + Effectiveness = Performance What are the important Eleven words? - Answer -When it is time to go home, make one more call. What's the only question that matters? - Answer -How bad do you want it? What kind of salespeople was SPIN written for? - Answer -Salespeople who have long, complex sales cycles What's the definition of a small sale? - Answer -Completed in a single call and involves a low dollar value What factor(s) make a major sale different from a small sale? - Answer -Length of selling cycle Size of customer's commitment and risk The ongoing relationship What are the four stages of a sales call in order? - Answer -Preliminaries - Investigating - Demonstrating Capability - Obtaining Commitment Which stage of the sales call is the most important? - Answer -Investigating What is a good definition for SPIN? - Answer -A questioning model for the investigation stage of the sale What does SPIN stand for? - Answer -Situation - Problem - Implication - Need-payoff What's SPIN selling's definition of closing? - Answer -A behavior used by the seller which implies or invites a commitment, so that the buyer's next statement accepts or denies commitment Do more closing techniques improve sales success in larger sales? - Answer -No Do more sophisticated buyers react well to closing techniques? - Answer -No Is it a failure if you don't get an order during your meeting for a large sale? - Answer -No What are the successful outcomes in a large sale? - Answer -Order or Advance What's the most common objective in a large sale? - Answer -Advance What are successful actions of a sales meeting? - Answer -Investigating and demonstrating capability Checking that key concerns are covered Proposing a commitment What's SPIN selling's definition of a need? - Answer -Any statement made by the buyer which expresses a want or concern that can be satisfied by the seller How are explicit needs different from implied needs? - Answer -Explicit needs are strong wants or desires Which type of sale do implied needs work the best for? - Answer -Small Which type of need works best for large, complex sales? - Answer -Explicit What's the purpose of questions in a large sale? - Answer -To uncover implied needs and develop them into explicit needs Which type of question is the least related to a successful sales call? - Answer - Situation Questions What's the purpose of problem questions? - Answer -To uncover implied needs What's the purpose of implication questions? - Answer -To take a problem that the buyer perceives to be small and build it up into a large enough problem to justify action Which questions do decision-makers respond best to? - Answer -Implication Questions Should you always use the SPIN model in sequence? - Answer -No, SPIN is a formula that normally works, but should be altered based on different situations Should you plan your questions in advance? - Answer -Yes, it's hard for good questions to spring up in your mind when your talking When shouldn't you use need-payoff questions? - Answer -Both early in the call and when the customer raises a need you can't meet What's the definition of a feature? - Answer -Fact or characteristic of a product or service What's the definition of an advantage? - Answer -Show how a product or service can be used or can help the customer What's the definition of a benefit? - Answer -Show how a product or service meets an explicit need expressed by the customer What is this? Seller: And another thing about the system is that it has balanced voltage stabilization. Buyer: Oh, what does that do? - Answer -Feature What is this? Seller: It protects you from current surges so that you won't lose valuable data if you have a voltage fluctuation. Buyer: That isn't necessary here. This building is wired for scientific use, so there's inbuilt voltage protection. - Answer -Advantage What is this? Seller: The basic core system costs $78,000 Buyer: And is it compatible with our optical readers? I need to be able to read source data straight into memory. - Answer -Feature Do more objections result in more sales? - Answer -No, they indicate dissatisfactions with the buyer What's the root cause of most objections? - Answer -Not enough perceived value Are first impressions a large factor with success in large sales? - Answer -No, there are still many other parts of your sales interaction that are much more important Is personal loyalty a large factor for doing business in large sales? - Answer -No, businesses care much more about the value of solutions than they do about personal loyalty to sales people. What's the common factor of most good call openings? - Answer -They get the prospect to agree that you should ask questions