Team Selling

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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?

To create a better buyer experience (B) Signup and view all the answers

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

The chance to convert a prospect into a customer (B) Signup and view all the answers

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

Sell faster and sell better (B) Signup and view all the answers

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

Qualification (C) Signup and view all the answers

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

Competitor Analysis (A) Signup and view all the answers

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

Situation, Problem, Implication, Need-payoff (C) Signup and view all the answers

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

To gather more information (A) Signup and view all the answers

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

Empathy and ego drive (C) Signup and view all the answers

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

The link between selling organization and buying company (D) Signup and view all the answers

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

Planiﬁcation, Readiness, Interaction, Evolution (D) Signup and view all the answers

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

To detect pain points and problems that can be solved with the offer of the selling company (B) Signup and view all the answers

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

A script for the meeting and a separation of roles is required in order to achieve specific goals and move the deal forward. (C) Signup and view all the answers

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

It creates work for sales reps, administrative sales tasks, and consumes time needed for lead generation and prospect development. (C) Signup and view all the answers

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

To support sales rep activity (A) Signup and view all the answers

What did CRM initially start as according to the text?

ERP (B) Signup and view all the answers

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

To review if the outcomes of the meeting match the initial goals (A) Signup and view all the answers

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

To ensure that commitments made during the meeting are kept (C) Signup and view all the answers

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

All of the above (D) Signup and view all the answers

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

All of the above (D) Signup and view all the answers

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

Listen to the end, 'Yes and', Question the objection, 'Me too' (C) Signup and view all the answers

What are some closing signals mentioned in the text?

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 (B) Signup and view all the answers

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

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

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

'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?' (B) Signup and view all the answers

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

Empathy and ego drive (A) Signup and view all the answers

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

To collaborate with customers in creating value (D) Signup and view all the answers

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

Automation and personalization (C) Signup and view all the answers

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

A potential sale (A) Signup and view all the answers

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

Generating leads, converting leads into sales, and retaining customers (B) Signup and view all the answers

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

Personal Selling Process (B) Signup and view all the answers

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

Building a successful network, being a marketing expert, excellent team management, and entrepreneurial spirit (B) Signup and view all the answers

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

To determine if a prospect is a qualified lead (D) 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)?

Asking qualifying questions (D) Signup and view all the answers

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

Highlighting the purpose and benefits of the contact (B) Signup and view all the answers

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

To recognize and clarify customer needs (D) Signup and view all the answers

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

Agreeing with the objection (D) Signup and view all the answers

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

To review the initial goals and identify any deviations (B) Signup and view all the answers

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

To ensure commitments made during the meeting are kept (A) Signup and view all the answers

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

Neglecting to send a thank-you note within 24 hours (B) Signup and view all the answers

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

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

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

Situation, Problem, Implication, Need-payoff (A) Signup and view all the answers

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

To gather more information and encourage discussion (C) 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)?

Primary goal, secondary goal, exit goal (A) Signup and view all the answers

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

The perspective leader adds a particular set of skills and knowledge to address roadblocks and objections. (B) Signup and view all the answers

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

To move the deal forward and advance the lead in the sales funnel. (C) Signup and view all the answers

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

Sales technology creates additional work for sales reps. (D) Signup and view all the answers

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

CRM is important for salespeople and supports their activities. (B) Signup and view all the answers

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

Reduced administrative tasks (C) Signup and view all the answers

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

To track customer interactions (A) Signup and view all the answers

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

Increasing sales revenue (A) 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?

To ensure effective sales management (A) Signup and view all the answers

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

A new business or deal (B) Signup and view all the answers

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

To track customer interactions (C) Signup and view all the answers

Team Selling

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Questions and Answers

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

What is the main topic of sessions 3-4?

What does the Sales Organization into practice involve?

According to the text, what is the main purpose of a CRM?

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

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

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

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

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

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

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

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

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

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

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

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

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

What did CRM initially start as according to the text?

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

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

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

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

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

What are some closing signals mentioned in the text?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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