CSA CSA Customer Needs Assessment & Discovery

Question 1

Which discovery technique involves asking open-ended questions to uncover a prospect's underlying business challenges?

Accepted Answer

SPIN Selling

Answer

SPIN Selling uses Situation, Problem, Implication, and Need-Payoff questions to uncover a prospect's true business challenges.

Question 2

During a needs assessment, a prospect says 'We struggle with slow response times.' What type of need is this?

Accepted Answer

Explicit need

Answer

An explicit need is one the prospect has clearly stated themselves, as opposed to a latent or implied need the salesperson must uncover.

Question 3

What is the primary purpose of active listening during a discovery call?

Accepted Answer

To fully understand the prospect's situation before proposing solutions

Answer

Active listening ensures the salesperson fully understands the prospect's pain points and context before recommending any solution.

Question 4

Which question type is MOST effective for understanding the impact of a prospect's problem?

Accepted Answer

Implication questions

Answer

Implication questions explore the consequences of the problem, helping the prospect recognize its severity and urgency.

Question 5

A salesperson asks, 'How many support tickets does your team handle per week?' This is an example of which question type?

Accepted Answer

Situation question

Answer

Situation questions gather factual background information about the prospect's current environment and processes.

(CSA) Certified Sales Associate Practice Test