SPIN QUIZES 1-5 - JumptoNavigation Frame

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Jump to Navigation   Frame   Your location: Assessments  ›  View All Submissions  › View Attempt  View Attempt 1 of 1  Title: SPIN Ch. 1 Started: July 21, 2010 2:08 PM Submitted: July 21, 2010 2:12 PM Time spent: 00:04:13  Total score: 20/20 = 100%   Total score adjusted by 0.0  Maximum possible score: 20  1.   SPIN Selling is designed for those who want to:    Student Response Value Correct Answer Feedback A. Close one-time sales  calls.      B. Successfully handle  larger sales. 100%     Excellent!  C.  Interrogate suspected  criminals.      Score: 4/4    2.   Neil Rackham noted that sales managers tend to focus on: 
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  Score: 4/4    3.   Huthwaite's study, "use of open questions in sales calls" suggests that:    Score: 4/4    4.   Obtaining commitment means:   
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  Score: 4/4    5.   The psychology of a sale differs between:    Score: 4/4       Jump to Navigation Frame   Your location: Assessments  ›  View All Submissions  › View Attempt  View Attempt 1 of 1  Title: SPIN Ch. 2 Started: July 21, 2010 2:13 PM Submitted: July 21, 2010 2:18 PM Time spent: 00:05:09  Total score:
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20/20 = 100%   Total score adjusted by 0.0  Maximum possible score: 20  1.   Any statement of behavior that puts the customer in a position involving a commitment or lack thereof is a:    Student Response Value Correct Answer Feedback A. order commitment      B. close. 100%     Yes. A close can be  to gain a favorable  next step from the  buyer or to gain a  commitment to buy.  C.  an inducement  protocol.      D.  statement of intent.      Score: 2.86/2.86    2.   Sharp angle, Ben Franklin, puppy dog, and Colombo refer to:    Score: 2.86/2.86   
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  For high dollar sales, Rachham's study found that:    Score: 2.86/2.86    4.   Rackham sardonically observes that:    Score: 2.86/2.86    5.  
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SPIN QUIZES 1-5 - JumptoNavigation Frame

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