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Identifying needs in sales

The purpose of the test is to establish your skills of identifying the customer’s needs in sales.
Question No Yes
1. When you want to sell something to a certain customer, you should be aware of their needs.
2. Unsatisfied needs are the only lever for a change in the behaviour of a customer.
3. During the sales conversation it is more advisable that you are the first to give your opinion to the customer and only then to inform yourself about their opinion.
4. The control question serves as the so called “Feedback”; this means that you make sure that the customer has understood everything. The technique for asking control questions should be a component of each successful conversation.
5. When you listen to your customer actively, this brings about a significant “yes – because…” effect in them, which makes them name their real motives.
6. The question “Where were you yesterday?” is the so called closed question.
7. The question “Now you are maybe wondering how much this product could cost?” is the so called rhetoric question.
8. When your product does not meet the needs of the customer, you call off the deal.
9. One’s needs determine one’s aims in life.
10. “Closed question” denotes a question which contains a logical conclusion in itself.
11. “Open question” denotes a question, which the customer can answer only with a whole sentence.
12. “Alternative question” denotes a question which allows the customer to choose only between two possible answers.
13. The sales conversation is always carried on under my scenario.
14. I do not prepare for conversations as they cannot be planned, anyway.
15. First I try to close the sale and then I clarify all ambiguous issues.
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