Salesrep – Module 5 – Activity, Qualifying Questions
CASE 1
Victoria just moved in to her new home, located in a quiet area of Repentigny. Eager to shop for decoration items and in search of ideas, she flips through the circulars that she found in her mailbox, this morning. An radio advertisement catches her attention – the public is invited to the grand opening of a new shopping center!
Victoria makes her way to the new shopping center and walks into the store where Lina works, Distinction Décor and Accessories. She smiles at the salesperson and Lina returns the smile.
For each of the categories of questions, in the handout on Sales Openers, for Class 24, on our web site, create two opening questions that Lina could direct to Victoria:
WHO Category:
WHAT Category:
WHY Category:
WHEN Category:
HOW MUCH Category:
CASE 2:
Enrico works as a sales consultant in a swimming pool and garden furniture store. A couple, in their forties, walks in. They are shopping for a spa.
For each of the categories of questions, in the handout on Sales Openers, for Class 24, on our web site, create two opening questions that Lina could direct to Victoria:
WHO Category:
WHAT Category:
WHY Category:
WHEN Category:
HOW MUCH Category:
CASE 3:
Lea works in a telecommunications products boutique. A customer, an independent worker, asking for help in determining the best calling plan, phone, and internet service for their current needs, and considering they will hire an assistant in the very near future.
For each of the categories of questions, in the handout on Sales Openers, for Class 24, on our web site, create two opening questions that Lina could direct to Victoria:
WHO Category:
WHAT Category:
WHY Category:
WHEN Category:
HOW MUCH Category:
CASE 4:
In a natural products store, Phil has been discussing, for a while, with the sales consultant, Nadia, about the new line of organic baby food that a Quebec-based company just launched onto the market.
Nadia already asked how old the baby was and what type of foods it preferred. She also learned that his wife will be introducing new types of foods to the baby over the next few weeks.
Create three more questions that Nadia could ask Phil that would help her better understand Phil’s needs and motives for purchasing. They can comes from the categories in the handout or not. However, they need to be pertinent to the case.
a)Question 1:
b)Question 2:
c)Question 3:
CASE 5:
Denis, 64 years old, is going on a trip to the Pyrenees, in a month. He is planning on walking many of the hiking trails with a group and wants to be well equipped for these treks. As such, he still needs to purchase several items and is not really familiar with the brands of the products that he still needs to purchase.
So, he makes his way to Mountain Summit Sporting Goods and explains the nature of his trip to Andrea, the salesperson that greets him. During their conversation, Andrea asks Denis what type of weather conditions he is expecting to encounter in the various areas that he will visit and what distances he plans on covering. She also wants to know about his preferences in walking shoes. Lastly, she also probes his interest in extendible walking sticks that have just come onto the market.
Considering this conversation, already in progress, create three more questions that Andrea could ask Denis that would help her better specify Denis’s requirements and address his needs.
a)Question 1:
b)Question 2:
c)Question 3:
CASE 6:
Gabrielle, Marty’s six year old daughter, is going into the first grade, this fall. Her mother would like her to have a backpack that is correctly sized for her small daughter. They go to Bags-R-Us, a store specialized in bags and suitcases.
Gabrielle is instant drawn to a shelf of pink backpacks with images of popular children’s film characters. Marty is skeptical about the comfort of these backpacks and their reliable construction. So, Marty calls over a nearby sales clerk, Eve, for some additional information.
a)In your opinion, should the sales clerk first speak to the daughter or to the mother?
b)Why? Explain your answer in a), above
c)Create an Open Question and a Closed Question that Eve could ask Marty, and an Alternative Question (Choice) and a Closed Question that she could direct to Gabrielle.
Questions to Marty:
Open Question
Closed Question
Questions to Gabrielle:
Closed Question
Alternative Question
CASE 7:
Katia, a 15 year old teen, is looking for a hypoallergenic lipstick and moisturizer. She goes to the makeup counter at a downtown store and seeks the advice of Lydia, one of the sales specialists at the counter.
Create the following questions that Lydia could ask Katia to understand Katia’s needs and reasons for purchasing:
a)Closed Question:
b)Open Question:
c)Choice (Alternative Question
d)Directed Question: