CWS Customer Needs Assessment & Sales 3

Question 1

Which question is most effective for uncovering a customer's emotional motivation for purchasing water treatment?

Accepted Answer

How does your current water situation affect your family's daily life?

Answer

Open-ended questions about daily impact reveal the emotional drivers that motivate purchasing decisions beyond technical facts.

Question 2

A CWS dealer is presenting to a customer who has city water with a chlorine taste complaint. Which treatment is most appropriate to recommend first?

Accepted Answer

Point-of-use activated carbon filter to reduce chlorine taste and odor

Answer

Activated carbon is highly effective at adsorbing chlorine, chloramines, and associated taste and odor compounds.

Question 3

What is a 'trial close' in the context of a water treatment sales presentation?

Accepted Answer

A question that gauges the customer's readiness to buy without asking for a final commitment

Answer

A trial close tests the customer's buying temperature with a question like 'Does this solution address your concern?' without pressuring for a final decision.

Question 4

Iron staining in toilets is typically red-brown in color. At what iron concentration (in mg/L) does the EPA set the secondary maximum contaminant level?

Accepted Answer

0.3 mg/L

Answer

The EPA secondary MCL for iron is 0.3 mg/L, above which staining and aesthetic problems typically become noticeable.

Question 5

A customer is concerned about lead in their drinking water. Which treatment technology is most effective at removing lead at the point of use?

Accepted Answer

Reverse osmosis membrane system

Answer

Reverse osmosis is one of the most effective POU technologies for lead removal, achieving high rejection rates.

(CWS) Certified Water Specialist Practice Test

(CWS) Certified Water Specialist Practice Test

CWS Customer Needs Assessment & Sales 3