BSNL Enterprise Business Unit

What is the primary benefit of a cost-effective solution to a prospect?

It gives value for money (correct)
It provides independence and time-saving
It is adaptable to any environment
It is easy to manage

What is the first stage in the buying cycle?

Recognize the need (correct)
Evaluate the options
Decide to buy
Eliminate doubts

What is the primary advantage of a product that promises and delivers reliability?

It is more likely to be successful in the market (correct)
It is easy to manage
It is adaptable to any environment
It provides flexibility in time

What is the stage in the selling cycle where the company representative determines if the customer has recognized the need?

Developing the sale (D) Signup and view all the answers

What is the primary benefit of a solution that is easy to manage?

It appeals more to the prospects (D) Signup and view all the answers

What is the final stage in the buying cycle?

Decide to buy (C) Signup and view all the answers

What is the primary responsibility of the GM (Business Planning) in the Enterprise business unit?

Articulating overall business aspiration, strategy and business plans (A) Signup and view all the answers

What is the main goal of the GM (Enterprise Business – I) in the Enterprise business unit?

Achieving profitable and sustainable growth of enterprise business for platinum customers (D) Signup and view all the answers

Who is responsible for generating Carrier Wholesale revenues for Enterprise business unit on BSNL's National Long Distance (NLD) network and International Long Distance (ILD) network?

DGM (Carrier Wholesale) (A) Signup and view all the answers

What is the role of the GM (Enterprise Business – II) in the Enterprise business unit?

Achieving profitable and sustainable growth of enterprise business for gold and silver customers (D) Signup and view all the answers

What is the purpose of the DGM accompanying KAM for expediting the lead?

To expedite the lead generation process (C) Signup and view all the answers

Which of the following is NOT a responsibility of the GM (Business Planning)?

Generating Carrier Wholesale revenues for Enterprise business unit (A) Signup and view all the answers

What is the primary purpose of the introductory meetings conducted by the account manager?

To understand the nature of the opportunity (B) Signup and view all the answers

What is the main objective of the account manager in terms of new sales?

To follow up with existing customers for new products (A) Signup and view all the answers

How often should the account manager visit existing clients?

At least once a month (A) Signup and view all the answers

What is the purpose of the account manager's reporting?

To allow proper reporting to BSNL (D) Signup and view all the answers

What is the main objective of the solution refinement stage?

To create solutions for the client's needs (D) Signup and view all the answers

What is the primary purpose of the pre-work preparation stage?

To familiarize themselves with the business of BSNL and the customer (A) Signup and view all the answers

What is the primary role of the SDM in project implementation?

To communicate the customer's priorities to the Project Manager (A) Signup and view all the answers

What is the purpose of a back-out plan?

To handle failures or difficulties during project implementation (B) Signup and view all the answers

Why are system backups done regularly?

To recover from disasters (B) Signup and view all the answers

What is the purpose of SLA's and KPI's in a support project?

To set client expectations and benchmarks (C) Signup and view all the answers

What is the significance of disaster servers being located at different physical locations?

To ensure business continuity in case of disasters (B) Signup and view all the answers

What is the primary purpose of the project plan?

To derive high-level guidelines and expectations from project goals (C) Signup and view all the answers

What is the purpose of linguistic rearranging in the context of learning from sales data?

To rephrase what was learned into actionable advice (A) Signup and view all the answers

What is the benefit of focusing on the activity rather than the result in sales?

Consistently meeting daily sales goals (B) Signup and view all the answers

What is the next step after establishing what was learned from sales data?

Creating an improvement plan (A) Signup and view all the answers

What is an action that salespeople can take to improve their chances of obtaining a face-to-face meeting?

Practicing active listening during the initial conversation (A) Signup and view all the answers

What percentage of salespeople had trouble obtaining face-to-face meetings in the example?

85% (A) Signup and view all the answers

What is the outcome of focusing on the activity rather than the result in sales?