STRATEGIC QUESTIONING IN TRUST \u2013BASED SELLING<\/p>\n
NAME<\/p>\n
PROFESSOR<\/p>\n
INSTITUION<\/p>\n
COURSE<\/p>\n
DATE<\/p>\n
Strategic questioning helps gather more detailed information about the buyer\u2019s position, requirements and expectations thus improving buyers and sellers understanding about a particular problem and the possible solution. Strategic questioning involves questions meant for; Probing- these questions go beyond the obvious information to provide in-depth information. Evaluation questions-these are open-ended questions aimed at uncovering how a buyer of a product feels about it by expressing the buyer\u2019s attitudes, tastes and preferences. Tactical-questions meant to divert the topic under debate in case of minimal interest of value in a certain discussion. Reactive responses-gives responses to information gathered earlier by the other participant and probing for more details of an earlier discussion.<\/p>\n
Steps and purpose of ADAPT questioning sequence<\/p>\n
Assessment questions-they elicit the real information about the buyer\u2019s position. They address buyer\u2019s targets, operations of their companies, markets changes and the buyer themselves.<\/p>\n
Discovery questions-provide further details meant to fully understand buyer\u2019s problems. They aim at discovering needs and levels of dissatisfaction by the salesperson.<\/p>\n
Activation questions-helps the consumer evaluate all the possible impacts of their needs. Their interests are activated to help discover information which has remarkable impacts to the buyer\u2019s organization.<\/p>\n
Projection questions-helps the buyer switch on the benefits derived from the solution of the problems. This aims at creating a perceived value of creating a solution to a problem. (e) Transition questions-smoothen the change from the discovery of needs to the proposed solutions characteristic, merits and benefits to be derived.<\/p>\n
REFERENCES<\/p>\n
Cespedes, F. V. (1992), “Sales Coordination: An Exploratory Study,” Journal of Personal Selling & Sales Management, 12 (summer), 13-29.<\/p>\n
Ganesan, S. (1994), “Determinants of Long-Term Orientation in Buyer-Seller Relationships,” Journal of Marketing, 58 (April), 1-19.<\/p>\n","protected":false},"excerpt":{"rendered":"
STRATEGIC QUESTIONING IN TRUST \u2013BASED SELLING NAME PROFESSOR INSTITUION COURSE DATE Strategic questioning helps gather more detailed information about the<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[],"tags":[],"class_list":["post-39053","post","type-post","status-publish","format-standard","hentry"],"yoast_head":"\n