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Question 1 of 26
1. Question
The “O” in OBSTACLES stands for
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Question 2 of 26
2. Question
The “E” in OBSTACLES stands for
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Question 3 of 26
3. Question
The “B” in OBSTACLES stands for
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Question 4 of 26
4. Question
The second “S” in OBSTACLES stands for
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Question 5 of 26
5. Question
The “S” in OBSTACLES stands for
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Question 6 of 26
6. Question
The “T” in OBSTACLES stands for
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Question 7 of 26
7. Question
The “A” in OBSTACLES stands for
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Question 8 of 26
8. Question
The “C” in OBSTACLES stands for
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Question 9 of 26
9. Question
The “L” in OBSTACLES stands for
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Question 10 of 26
10. Question
The “T” in SMART stands for “Timeframe”. All of the following questions are “Timeframe” questions except
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Question 11 of 26
11. Question
Salespeople should ask questions of customers because
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Question 12 of 26
12. Question
SMART questions focus on the customer’s strategy. The “S” in SMART stands for
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Question 13 of 26
13. Question
The most significant distinction between transactional and consultative selling is
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Question 14 of 26
14. Question
Write out S-M-A-R-T questions in your own words. How do you think a prospect would respond to those questions?
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This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.
Grading can be reviewed and adjusted.Grading can be reviewed and adjusted. -
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Question 15 of 26
15. Question
All of the following are qualities of SMART questions except
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Question 16 of 26
16. Question
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?
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This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.
Grading can be reviewed and adjusted.Grading can be reviewed and adjusted. -
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Question 17 of 26
17. Question
The “M” in SMART stands for
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Question 18 of 26
18. Question
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?
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This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.
Grading can be reviewed and adjusted.Grading can be reviewed and adjusted. -
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Question 19 of 26
19. Question
The “A” in SMART stands for
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Question 20 of 26
20. Question
The S in SMART stands for “Strategic” or “Specific” goals. The following are “S” questions except
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Question 21 of 26
21. Question
The “R” in SMART stands for
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Question 22 of 26
22. Question
The “M” in SMART stands for “Measure.” The following questions are all “M” questions except
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Question 23 of 26
23. Question
The “T” in SMART stands for
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Question 24 of 26
24. Question
The “A” in SMART stands for “Achieve” or “Action.” The following are “A” questions except for
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Question 25 of 26
25. Question
Whereas SMART questions are more strategic, OBSTACLES questions are more
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Question 26 of 26
26. Question
The “R” in SMART stands for “Results.” The following are “R” questions expect
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