Focuses on identification of the customer problem

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Reference no: EM132262576

Determining Customer Needs With a Consultative Questioning Strategy

True/False

1) Note taking is necessary in every sales presentation because it demonstrates active listening.

2) An informative presentation is a type of need-satisfaction presentation.

3) Tom Reilly, author of Value-Added Selling, says, "Value-added salespeople sell three things: the product, the company, and themselves."

4) The question, "Do you use spreadsheet software?" is an example of a probing question.

5) Questions asked at the beginning of a presentation tend to be more general than are those asked at the end.

6) Consultative selling focuses on identification of the customer's problem and finding a solution.

7) Paraphrasing the customer's meaning is an attempt to repeat the same words used by the customer.

8) Need identification begins during the approach, if the salesperson uses a survey during the initial contact with the customer.

Reference no: EM132262576

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