Selling Skills

AQAL means:

• Ask Questions And Learn

• Answer Questions And Listen

• Ask Questions And List them

• Arrange Questions And Listen

A customer goes to buy a motorcycle. The salesman sells a helmet and jacket also to him. This is an example of:

• Cross selling

• Up selling

• Value add

• Sales as service

A restaurant provides free WiFi for its customers. This is an example of:

• Cross selling

• Up selling

• Value add

• Sales as service

BSA means:

• Best Sales Answers

• Background Situation Agreement

• Background questions, Situation questions, Agreement questions

• Background questions, Specific problem questions, Agreement questions

BSA technique is used in which stage of the Selling process?

• Opening the sale

• Developing the need

• Recognizing the need

• Evaluating the need

The first step in the Buying process is:

• Recognizing the doubt

• Opening the sale

• Recognizing the need

• Developing the need

Which is an example of an 'agreement' question?

• How do you currently invest your extra funds?

• Would you be interested in an opportunity to grow your money by at at least 5% annually, without risk?

• What future expenses do you foresee that you must earn or save for?

• Do you currently feel confused about how to earn interest on your extra funds safely?

SPIN technique helps to:

• Develop the need

• Eliminate doubts

• Identify the situation

• Propose a solution

Which of the following statements is FALSE

• Ask questions to develop the need

• Explain the features of your product clearly to a customer

• Talk about your product after you gain interest from the prospect

• Use questions to help the prospect recognize the need

You receive an e-mail from Mr.Nasser, who does not have a bank account in our bank, saying he is interested in our home loan offer, and he wants to know details. He is a:

• Customer

• Lead

• Prospect

• Competitor