RMT 340 Study Guide Chapters 4 (partial) 5, 6, and 7
Chapter 4
Multiple Choice
23.Which of the following is not a type of question found in the ADAPT questioning system?
| a. | Assessment questions |
| b. | Activation questions |
| c. | Projection questions |
| d. | Problem questions |
| e. | Transition questions |
24. The ADAPT questioning system is similar to the SPIN questioning system in that:
| a. | Both questioning systems include a sequential set of questions. |
| b. | Both questioning systems seek to uncover needs. |
| c. | Both questioning systems seek to stimulate the buyer’s interest in solving uncovered problem. |
| d. | Both questioning systems may utilize open-end and closed-end questions. |
| e. | All of the above are correct. |
25. “How well are your current suppliers performing?” is an example of which type of ADAPT question?
| a. | Assessment questions |
| b. | Activation questions |
| c. | Discovery questions |
| d. | Problem questions |
| e. | Transition questions |
26. “What are the growth objectives of the company?” is an example which type of ADAPT question?
| a. | Assessment questions |
| b. | Activation questions |
| c. | Transition questions |
| d. | Problem questions |
| e. | Discovery questions |
27. “How will the supplier’s inability to deliver on time affect your planned expansion?” is an example which type of ADAPT question?
| a. | Assessment questions |
| b. | Activation questions |
| c. | Projection questions |
| d. | Problem questions |
| e. | Discovery questions |
28. If the salesperson is successful with projection questions he/she should:
| a. | Ask for the order. |
| b. | Ask transition questions. |
| c. | Ask implication questions. |
| d. | Begin presenting a solution. |
| e. | All of the above are correct. |
29. “How would a system that your operators found easier to use affect your business operations?” is an example which type of ADAPT question?
| a. | Assessment questions |
| b. | Activation questions |
| c. | Projection questions |
| d. | Problem questions |
| e. | Discovery questions |
