CHEM134 C002 Spring 2026- Digital
Titration of Acids and Base with correct
answers
Begin with the ____ in mind - correct answersend
sales objectives = - correct answersbuyer commitments
objectives - correct answers- realistically what is the best you can accomplish
- what is the minimum to continue
- what else
the gap - correct answersthe current situation, obstacles and problems, the ideal
situation
the spin process - correct answersS- situation
P- problem
I- implication
N- need payoff
the situation - correct answersthe decision process
confirmation of facts
how they are doing currently
the decision process - correct answerswho is the decision maker, how the decision is
made, timing: how long it usually takes for the decision to be made
necessary facts - correct answersclose ended questions
the current status - correct answersopen ended questions
situation questions - correct answersquestions which seek a specific piece of
information for data gathering; don't ask to many because they can bore people; collects
facts, information and background data;
examples of situation questions - correct answerswhat sort of business do you run?;
how many people do you employ?; what kind of equipment are you using?
problem questions - correct answersquestions that dig deeper into how the customer's
current situation is causing them trouble; questions that help find a problem; probes for
a problem, difficulty or dissatisfaction
, example of problem questions - correct answersare you satisfied with your present
equipment?; is it difficult to process peak loads?; does this old machine give you
reliability problems?
Implication Questions - correct answersquestions that help the customer feel urgency,
explore problems, and outline consequences; take a problem the buyer thinks is small
and make it bigger to make the buyer want to take action; seriousness of problem > cost
of the solution; uncover effects and consequences; build perception of value
Example of Implication Questions - correct answerswhat effect does this have on your
output?; could that lead to increased costs?
need payoff questions - correct answersquestions that get your customer to tell you how
the solution will improve their situation; value/usefulness of solving a problem; try to
focus the customer's attention on the solution rather than the problem
Examples of Need-Payoff Questions - correct answersis it important to you to solve this
problem?; why do you find this solution useful?
summary and offer solution question - correct answerssummarize issues uncovered,
and offer help; called a pre-commitment
script to open the meeting - correct answersprofessional introduction
build rapport (make a connection) do your research
meeting agenda (purpose of the meeting) ----> find out customer needs & see how you
can help
transition (do you agree on the purpose and process) ---> moving forward; getting their
agreement
driver - correct answers-use clear benefits statements
-let the driver know how long the meeting will take
expressive - correct answers-recognize them for their achievements
amiable - correct answers-focus on establishing trust
-use a referral statement to open the conversation
analytical - correct answers-encourage them to think
- use a question to get them to think provocatively about their business
FAB - correct answersfeatures, advantages, benefits
features - correct answersattributes of the product or service
advantages - correct answerswhat the features allow the customer to do; "general
benefits for anyone"
Titration of Acids and Base with correct
answers
Begin with the ____ in mind - correct answersend
sales objectives = - correct answersbuyer commitments
objectives - correct answers- realistically what is the best you can accomplish
- what is the minimum to continue
- what else
the gap - correct answersthe current situation, obstacles and problems, the ideal
situation
the spin process - correct answersS- situation
P- problem
I- implication
N- need payoff
the situation - correct answersthe decision process
confirmation of facts
how they are doing currently
the decision process - correct answerswho is the decision maker, how the decision is
made, timing: how long it usually takes for the decision to be made
necessary facts - correct answersclose ended questions
the current status - correct answersopen ended questions
situation questions - correct answersquestions which seek a specific piece of
information for data gathering; don't ask to many because they can bore people; collects
facts, information and background data;
examples of situation questions - correct answerswhat sort of business do you run?;
how many people do you employ?; what kind of equipment are you using?
problem questions - correct answersquestions that dig deeper into how the customer's
current situation is causing them trouble; questions that help find a problem; probes for
a problem, difficulty or dissatisfaction
, example of problem questions - correct answersare you satisfied with your present
equipment?; is it difficult to process peak loads?; does this old machine give you
reliability problems?
Implication Questions - correct answersquestions that help the customer feel urgency,
explore problems, and outline consequences; take a problem the buyer thinks is small
and make it bigger to make the buyer want to take action; seriousness of problem > cost
of the solution; uncover effects and consequences; build perception of value
Example of Implication Questions - correct answerswhat effect does this have on your
output?; could that lead to increased costs?
need payoff questions - correct answersquestions that get your customer to tell you how
the solution will improve their situation; value/usefulness of solving a problem; try to
focus the customer's attention on the solution rather than the problem
Examples of Need-Payoff Questions - correct answersis it important to you to solve this
problem?; why do you find this solution useful?
summary and offer solution question - correct answerssummarize issues uncovered,
and offer help; called a pre-commitment
script to open the meeting - correct answersprofessional introduction
build rapport (make a connection) do your research
meeting agenda (purpose of the meeting) ----> find out customer needs & see how you
can help
transition (do you agree on the purpose and process) ---> moving forward; getting their
agreement
driver - correct answers-use clear benefits statements
-let the driver know how long the meeting will take
expressive - correct answers-recognize them for their achievements
amiable - correct answers-focus on establishing trust
-use a referral statement to open the conversation
analytical - correct answers-encourage them to think
- use a question to get them to think provocatively about their business
FAB - correct answersfeatures, advantages, benefits
features - correct answersattributes of the product or service
advantages - correct answerswhat the features allow the customer to do; "general
benefits for anyone"
