Selling and Sells Management

1) In your own words, answer the following five questions. 20 points.
a) Distinguish between open-end and closed-end questions and describe how each of these question formats
might best be used in the trust-based selling process.
b) Explain the difference in the uses of probing, evaluative, tactical, and reactive questions in trust-based
selling.
c) Identify and explain each of the individual steps involved in the SPIN sequence of questioning. Develop two
example questions for each step.
d) Identify and explain each of the individual steps involved in the ADAPT sequence of questioning. Develop
two example questions for each step.
e) Discuss how the four sequential elements of sensing, interpreting, evaluating, and responding (SIER)
combine to create what is referred to as active listening