CSI Module 4 G&W

Question 1 of 26

The “O” in OBSTACLES stands for

Open-Minded
Organized
Other people or Other issues
Opportunity
Other centered

Question 2 of 26

The “E” in OBSTACLES stands for

Equality
Evergreen
Evidence
Each
Enterprise

Question 3 of 26

The “B” in OBSTACLES stands for

Brand
Barriers and Budget
Begin
Brief
Buying

Question 4 of 26

The second “S” in OBSTACLES stands for

Stop
Schedule the next meeting
Start
Sequence
Stand

Question 5 of 26

The “S” in OBSTACLES stands for

Strategic
Simple
Selection Process
SMART
Start

Question 6 of 26

The “T” in OBSTACLES stands for

Track
Timing of the decision
Tactical
Technical
Trust

Question 7 of 26

The “A” in OBSTACLES stands for

Allowable
Alternatives
Applied
Attitude
Anticipate

Question 8 of 26

The “C” in OBSTACLES stands for

Creative
Cautious
Criteria for Selection and Success
Competitive
Current

Question 9 of 26

The “L” in OBSTACLES stands for

Limited
Like and Learn
Leverage
Long-term
Listen

Question 10 of 26

The “T” in SMART stands for “Timeframe”. All of the following questions are “Timeframe” questions except

"How long have you been working on this project?"
"How soon can we help you put a solution into place?"
"Who else is involved in the decision-making process?"
"What are the critical milestones associated with this initiative?"
"How important is timing with respect to the implementation of a solution?"

Question 11 of 26

Salespeople should ask questions of customers because

Asking questions lets the customer know you are interested in his business
Asking questions deepens your understanding of the issues that are important to the customer
Asking questions helps you understand the decision-making process and criteria for selection
Asking questions helps you make the right recommendation that will generate positive results for the customer
All of the above.

Question 12 of 26

SMART questions focus on the customer’s strategy. The “S” in SMART stands for

Strategic or Specific goals
Simple goals
Smart goals
Successful goals
None of the above

Question 13 of 26

The most significant distinction between transactional and consultative selling is

There are few distinctions between transactional and consultative selling
Transactional selling is easy whereas consultative selling is hard
Consultative selling is exclusively done with the Key-Decision Maker
Consultative selling requires the salesperson to learn and address the customer's goals and concerns
Transactional selling is limited to online and retail selling

Question 14 of 26

Write out S-M-A-R-T questions in your own words. How do you think a prospect would respond to those questions?

This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.

Question 15 of 26

All of the following are qualities of SMART questions except

SMART questions are thought provoking
SMART questions guide the customer toward their own conclusions
SMART questions are consultative in the sense that they are focused on outcomes
SMART questions challenge the customer's product knowledge
SMART questions identify a gap between the customer's goals and his current results

Question 16 of 26

Write out the O-B-S-T-A-C-L-E-S questions in your own words. How would the customer respond to the “C-Criteria” question?

This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.

Question 17 of 26

The “M” in SMART stands for

Meaningful
Mindful
Middle
Measure
Message

Question 18 of 26

Which of the S-M-A-R-T questions or the O-B-S-T-A-C-L-E-S questions do you struggle with the most?

This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.

Question 19 of 26

The “A” in SMART stands for

Achieve or Actions
Argument
Allowable
Always
Alternatives

Question 20 of 26

The S in SMART stands for “Strategic” or “Specific” goals. The following are “S” questions except

"As you think about the changes occurring in your industry, what goals do you have for your business?"
"What are your strategic goals for this year and beyond?"
"What goals do you have with respect to safety, total cost, the environment, productivity and service?"
"What pieces of equipment are you buying this month?"
"What specific goals do you have for your team or your department?"

Question 21 of 26

The “R” in SMART stands for

Reasonable
Return on Investment
Results
Responsible
Required

Question 22 of 26

The “M” in SMART stands for “Measure.” The following questions are all “M” questions except

"How do you measure issues like safety and productivity?"
"We believe the best way to measure safety is before an accident occurs. What are your thoughts on that?"
"How do you evaluate the performance of your service technicians?"
"May I show you some of the features on the product that are designed to increase productivity?"
"How do you know if you are getting the maximum productivity and economic life out of your equipment?"

Question 23 of 26

The “T” in SMART stands for

Technical considerations
Tactical
Transitional
Transactional
Timeframe

Question 24 of 26

The “A” in SMART stands for “Achieve” or “Action.” The following are “A” questions except for

"What do you like about our proposal?"
"What are you currently doing to protect and extend the life of your equipment?"
"What initiatives are currently under way to help you increase safety and productivity?"
"How is your current supplier supporting you in your efforts to reduce costs?"
"What are you currently doing to respond to the changes that are occurring in your industry?"

Question 25 of 26

Whereas SMART questions are more strategic, OBSTACLES questions are more

Diplomatic
Argumentative
Thought provoking
Tactical
Useful

Question 26 of 26

The “R” in SMART stands for “Results.” The following are “R” questions expect

"What kind or results are you getting right now in working with your current line of equipment?"
"How could we help you exceed your current results?"
"Can we move forward in a business relationship with your organization?"
"Would you be open to a change if you knew if would give you better results?"
"What kind of results would you need to get in order justify a change?"

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