Your Results For: "Multiple Choice Questions"
Your Results For: "Multiple Choice Questions"
Your Results For: "Multiple Choice Questions"
3. The biggest factor that has caused the strategic / consultative selling model to evolve is:
The requirement to increase emphasis on customer needs. This factor is the centrepiece of today's seller / buyer interaction and becomes
the key differentiating factor for a selling organization. See page153.
4. The product strategy element of the Strategic / Consultative Selling Model is most importantly based on:
5. In today's highly competitive selling environment, a successful salesperson must absolutely master:
Being a skilled influencer and negotiator - one of the six hats / competencies a salesperson must have. See page 154.
6. The main reason pre-call planning has been described by many sales managers and sale representatives as the most important of 14
selling skills is:
Your Answer: It takes very little time yet has a significant impact
Correct Answer: It generates specific industry, customer, and competitor knowledge and sets objectives to guide the entire sales
process
It generates specific industry, customer, and competitor knowledge and sets objectives to guide the entire sales process. See page 158.
7. A key determining factor to decide on the correct sales call objective is:
The progression of the sales call activity (first, second, third call). See page 159.
9. The #1 benefit of the need discovery phase of the selling process model is:
10. After agreeing on the customer's needs, your customer tells you he isn't sure your product is the best solution for his company's need.
What type of question should you use to deal with this situation?
Need-satisfaction question to help the buyer recognize how your product will solve his buying problem. See page 162.
11. A key aspect of the "cluster of satisfactions" illustrated in Exhibit 6.5 is that:
Your Answer: The product cluster should be positioned before the company cluster
Correct Answer: The cluster of satisfaction often changes based on the buying centre role. See page 165.
The cluster of satisfaction often changes based on the buying centre role. See page 165.
Use the "feel-felt-found" technique. It doesn't minimize the buyer concern and it also gives you a platform to inject a solution to the
concern. See pages 167-169.
Your Answer: Thank the buyer, and attempt to conduct a "curb side review"
Your Answer: Encourage the customer to voice the complaint so you can understand the issue and try to address it quickly
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