Team Selling
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Questions and Answers

According to the text, what is the definition of a salesperson?

  • A person responsible for generating leads, converting leads into sales, and retaining customers. (correct)
  • A person who brings in customers.
  • A person with a successful network and marketing expertise.
  • A person with excellent team management and entrepreneurial skills.
  • What is the main topic of sessions 3-4?

  • The Science of Selling: Analytics for Success
  • The Art of Selling: Techniques to Win Over Customers (correct)
  • Sales Methodology and Strategies
  • The Personal Selling Process
  • What does the Sales Organization into practice involve?

  • The techniques and strategies used in sales methodology.
  • The process of converting leads into sales.
  • How an individual Salesperson prepares for engagement and success in terms of business development. (correct)
  • The analytics and data analysis for successful selling.
  • According to the text, what is the main purpose of a CRM?

    <p>To create a better buyer experience</p> Signup and view all the answers

    What does the term 'opportunity' refer to in a B2B context?

    <p>The chance to convert a prospect into a customer</p> Signup and view all the answers

    What are the two opportunities enabled by modern sales technology, according to the text?

    <p>Sell faster and sell better</p> Signup and view all the answers

    Which of the following is NOT a step in the Personal Selling Process (PSP)?

    <p>Qualification</p> Signup and view all the answers

    Which of the following is NOT a type of information that should be gathered during the Readiness stage?

    <p>Competitor Analysis</p> Signup and view all the answers

    What is the correct order of deployment for qualifying questions within the BANT framework?

    <p>Situation, Problem, Implication, Need-payoff</p> Signup and view all the answers

    What is the purpose of using open questions during the Readiness stage?

    <p>To gather more information</p> Signup and view all the answers

    Which two personality traits are identified as basic traits of salespeople?

    <p>Empathy and ego drive</p> Signup and view all the answers

    According to the text, what is the concept of Boundary Role used to illustrate?

    <p>The link between selling organization and buying company</p> Signup and view all the answers

    What are the main activities that occur during the Personal Selling Process (PSP)?

    <p>Planification, Readiness, Interaction, Evolution</p> Signup and view all the answers

    What is the purpose of the co-creation activity mentioned in the text?

    <p>To detect pain points and problems that can be solved with the offer of the selling company</p> Signup and view all the answers

    Which of the following best describes team selling according to the text?

    <p>A script for the meeting and a separation of roles is required in order to achieve specific goals and move the deal forward.</p> Signup and view all the answers

    What is the main reason why sales technology has been ineffective for salespeople according to the text?

    <p>It creates work for sales reps, administrative sales tasks, and consumes time needed for lead generation and prospect development.</p> Signup and view all the answers

    What is the current role of CRM according to the text?

    <p>To support sales rep activity</p> Signup and view all the answers

    What did CRM initially start as according to the text?

    <p>ERP</p> Signup and view all the answers

    Which of the following is a key reason why debriefing is important in the personal selling process?

    <p>To review if the outcomes of the meeting match the initial goals</p> Signup and view all the answers

    Why is follow-up important in the personal selling process?

    <p>To ensure that commitments made during the meeting are kept</p> Signup and view all the answers

    Which of the following is a potential pitfall to avoid in follow-up?

    <p>All of the above</p> Signup and view all the answers

    What is a complex sale in the context of personal selling?

    <p>All of the above</p> Signup and view all the answers

    According to the text, what are the 4 steps to handling customers' objections?

    <p>Listen to the end, 'Yes and', Question the objection, 'Me too'</p> Signup and view all the answers

    What are some closing signals mentioned in the text?

    <p>Asking about installation or after sale service, Agreeing with head or opening eyes, Showing the product to other colleagues, Smiling and looking happy and relaxed</p> Signup and view all the answers

    What statements can be used to recognize, clarify, and confirm customer needs, according to the text?

    <p>'I understand that your main problem is...', 'Regarding to 'this issue' you can get advantage on...', 'I realise that your key benefit will be...'</p> Signup and view all the answers

    What are some examples of closing actions mentioned in the text?

    <p>'What do you think about our offer?', 'Will you need a copy of the CE certificate?', 'Can you confirm the delivery address?', 'How many units do you want?'</p> Signup and view all the answers

    Which two personality traits are identified as basic traits of salespeople?

    <p>Empathy and ego drive</p> Signup and view all the answers

    What is the purpose of the co-creation activity mentioned in the text?

    <p>To collaborate with customers in creating value</p> Signup and view all the answers

    What are the two opportunities enabled by modern sales technology, according to the text?

    <p>Automation and personalization</p> Signup and view all the answers

    What does the term 'opportunity' refer to in a B2B context?

    <p>A potential sale</p> Signup and view all the answers

    According to the text, what are the three key elements of a salesperson's role?

    <p>Generating leads, converting leads into sales, and retaining customers</p> Signup and view all the answers

    What does the term 'PSP' stand for in the context of personal selling?

    <p>Personal Selling Process</p> Signup and view all the answers

    According to the text, what are the qualities of a successful salesperson?

    <p>Building a successful network, being a marketing expert, excellent team management, and entrepreneurial spirit</p> Signup and view all the answers

    What is the main purpose of using qualifying questions within the BANT framework?

    <p>To determine if a prospect is a qualified lead</p> Signup and view all the answers

    Which of the following is NOT a recommended action during the Interaction stage of the Personal Selling Process (PSP)?

    <p>Asking qualifying questions</p> Signup and view all the answers

    Which of the following is a key element of a positive opening remark during the Interaction stage?

    <p>Highlighting the purpose and benefits of the contact</p> Signup and view all the answers

    What is the purpose of the SPIN framework mentioned in the text?

    <p>To recognize and clarify customer needs</p> Signup and view all the answers

    Which of the following is NOT a recommended step in handling customers' objections?

    <p>Agreeing with the objection</p> Signup and view all the answers

    Which of the following is a key reason why debriefing is important in the personal selling process?

    <p>To review the initial goals and identify any deviations</p> Signup and view all the answers

    What is the purpose of follow-up in the personal selling process?

    <p>To ensure commitments made during the meeting are kept</p> Signup and view all the answers

    Which of the following is NOT a potential pitfall to avoid in follow-up?

    <p>Neglecting to send a thank-you note within 24 hours</p> Signup and view all the answers

    What is a complex sale in the context of personal selling?

    <p>A sale that involves a group of people providing input or approval before the buying decision is made</p> Signup and view all the answers

    According to the text, what are the three types of information that should be gathered during the Readiness stage?

    <ol> <li>Company mission, vision, and performance</li> <li>Information about people involved in decision-making</li> <li>Special added value</li> </ol> Signup and view all the answers

    What is the correct order of deployment for qualifying questions within the BANT framework?

    <p>Situation, Problem, Implication, Need-payoff</p> Signup and view all the answers

    What is the purpose of using open questions during the Readiness stage?

    <p>To gather more information and encourage discussion</p> Signup and view all the answers

    What are the three main goals that should be defined before moving on to the next stage of the Personal Selling Process (PSP)?

    <p>Primary goal, secondary goal, exit goal</p> Signup and view all the answers

    Which of the following best describes the role of the perspective leader in team selling?

    <p>The perspective leader adds a particular set of skills and knowledge to address roadblocks and objections.</p> Signup and view all the answers

    What is the main purpose of using a script and a separation of roles in team selling?

    <p>To move the deal forward and advance the lead in the sales funnel.</p> Signup and view all the answers

    According to the text, why has sales technology been ineffective for salespeople?

    <p>Sales technology creates additional work for sales reps.</p> Signup and view all the answers

    What does the text suggest about the role of CRM in supporting sales reps?

    <p>CRM is important for salespeople and supports their activities.</p> Signup and view all the answers

    Which of the following is NOT a potential benefit of using CRM in sales management?

    <p>Reduced administrative tasks</p> Signup and view all the answers

    What is the purpose of using CRM in the sales process?

    <p>To track customer interactions</p> Signup and view all the answers

    Which of the following is NOT a key role of technology in sales management according to the text?

    <p>Increasing sales revenue</p> Signup and view all the answers

    What is the main reason why sales technology needs to be approached in the right way according to the text?

    <p>To ensure effective sales management</p> Signup and view all the answers

    What is the definition of an 'opportunity' in a B2B context according to the text?

    <p>A new business or deal</p> Signup and view all the answers

    What is the main purpose of using CRM in the sales process according to the text?

    <p>To track customer interactions</p> Signup and view all the answers

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