30 Questions
What is the primary benefit of a cost-effective solution to a prospect?
It gives value for money
What is the first stage in the buying cycle?
Recognize the need
What is the primary advantage of a product that promises and delivers reliability?
It is more likely to be successful in the market
What is the stage in the selling cycle where the company representative determines if the customer has recognized the need?
Developing the sale
What is the primary benefit of a solution that is easy to manage?
It appeals more to the prospects
What is the final stage in the buying cycle?
Decide to buy
What is the primary responsibility of the GM (Business Planning) in the Enterprise business unit?
Articulating overall business aspiration, strategy and business plans
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
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)
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
What is the purpose of the DGM accompanying KAM for expediting the lead?
To expedite the lead generation process
Which of the following is NOT a responsibility of the GM (Business Planning)?
Generating Carrier Wholesale revenues for Enterprise business unit
What is the primary purpose of the introductory meetings conducted by the account manager?
To understand the nature of the opportunity
What is the main objective of the account manager in terms of new sales?
To follow up with existing customers for new products
How often should the account manager visit existing clients?
At least once a month
What is the purpose of the account manager's reporting?
To allow proper reporting to BSNL
What is the main objective of the solution refinement stage?
To create solutions for the client's needs
What is the primary purpose of the pre-work preparation stage?
To familiarize themselves with the business of BSNL and the customer
What is the primary role of the SDM in project implementation?
To communicate the customer's priorities to the Project Manager
What is the purpose of a back-out plan?
To handle failures or difficulties during project implementation
Why are system backups done regularly?
To recover from disasters
What is the purpose of SLA's and KPI's in a support project?
To set client expectations and benchmarks
What is the significance of disaster servers being located at different physical locations?
To ensure business continuity in case of disasters
What is the primary purpose of the project plan?
To derive high-level guidelines and expectations from project goals
What is the purpose of linguistic rearranging in the context of learning from sales data?
To rephrase what was learned into actionable advice
What is the benefit of focusing on the activity rather than the result in sales?
Consistently meeting daily sales goals
What is the next step after establishing what was learned from sales data?
Creating an improvement plan
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
What percentage of salespeople had trouble obtaining face-to-face meetings in the example?
85%
What is the outcome of focusing on the activity rather than the result in sales?
Consistently meeting daily sales goals
Learn about the corporate office structure and job objectives of BSNL's Enterprise business unit, including the role of the General Manager in business planning and carrier wholesale revenue generation.
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