|
1.
|
What is the BEST way to create value when selling?
A. Understand your products and how they work
B. Outline benefits the customer wasn't aware of
C. Reduce costs, improve productivity and improve customer service
D. Listen to what value the customer wants
|
|
2.
|
What's your strategy to succeed when the market's tough?
A. Go on a training course - increase your skills
B. Increase call activity and meet decision makers
C. Go after the "low hanging fruit" - focus on deals you can win
D. Involve management in closing deals
|
|
3.
|
To maximise profit, you prefer to negotiate:
A. in the middle
B. at the end
C. early in the sales cycle
D. throughout the sales process
|
|
4.
|
If you feel you haven't got product superiority, you:
A. look for the customer's pain
B. determine what their looking for in a product
C. focus on their budget
D. position your solution as being better
|
|
5.
|
How do you prefer to end a sales call?
A. summarize the benefits and present some extra ones
B. propose a reaslitic delivery date
C. offer an incentive to close the business, now
D. ask if you can meet the CEO
|
|
6.
|
What do you like hearing? You've...
A. solved a problem I couldn't manage
B. changed my strategy
C. described your solution very convincingly
D. helped me understand your industry
|
|
7.
|
The best questions to ask at a meeting with a customer:
A. Broad, open and unbiased questions
B. Leading questions
C. Closed questions
D. The Right Questions
|
|
8.
|
What is the worst thing that you can receive at a sales meeting?
A. A relatively small order
B. An advancement
C. A continuation
D. A NO you are wasting your time
|
|
9.
|
The best sales people:
A. Achieve budget
B. Do a high number of sales calls
C. Have well developed sales skills
D. Have the right mix of sales activity and ability
|
|
10.
|
The best sales people have:
A. Strong interpersonal skills
B. Know the right people in right roles to sell to
C. Strong selling skills
D. All of the above
|
|
11.
|
Sales time is best allocated to:
A. The biggest customers
B. The most demanding for service
C. The customer with the best sales time compared to profitability
D. The customers with the best potential
|
|
12.
|
Sales time should be allocated to:
A. Product and technical issues
B. Business issues
C. Personal issues
D. All of the above
|