Implication questions: O 1) Are used to amplify the impact of a problem. 2) Are used to set up a product's features. 3) Are seldom used because they embarrass the buyer. 4) Are used to enlarge the dollar values of the sales. 5) a, b, d, are correct. Page 4 of 13 Question 4 (2 points) Implication questions: Saved 1) Have to be planned out in advance. 2) Should arise easily from problem questions. 3) should be asked early in a sales visit. 4) Are over used by inexprienced sellers. O 5) Are used more in calls which succeed. Page 5 of 13 Question 5 (2 points) Problem questions are: Saved 1) Used more successfully in larger sales. 2) Used by more experienced salespeople. 3) Seldom used by salespeople. 4) Implication questions. 5) Need-payoff question. Page 8 of 13 Question 8 (2 points) Saved Implication questions: O 1) Necessitate dramatic flor on the part of the salesperson 2) Need to be used early in the sales process. 3) Are best used by someone who takes a diagnostic perspective le.g., a doctor, a lawyer, a consultant, a financial planner). 4) Imply the needs to buy from the salesperson. 5) All of the above. Page 11 of 13 Question 11 (2 points) Situation questions: Saved 1) Have to be planned out in advance. 2) Should arise easily from problem questions. 3) Should be asked early in a sales visit. 4) Are overused by inexprienced sellers. 5) Are used more in calls which succeed. Page 12 of 13 tion 12 (2 points) Saved Need payoff questions are used to: 1) Illustrate a situation. 2) Help a buyer see the benefits of a solution without the pressure of a product. 3) Tie product features to benefits. 4) Relate to a problem 5) Relate to a solution