56 Questions
According to the text, what is the definition of a salesperson?
A person responsible for generating leads, converting leads into sales, and retaining customers.
What is the main topic of sessions 3-4?
The Art of Selling: Techniques to Win Over Customers
What does the Sales Organization into practice involve?
How an individual Salesperson prepares for engagement and success in terms of business development.
According to the text, what is the main purpose of a CRM?
To create a better buyer experience
What does the term 'opportunity' refer to in a B2B context?
The chance to convert a prospect into a customer
What are the two opportunities enabled by modern sales technology, according to the text?
Sell faster and sell better
Which of the following is NOT a step in the Personal Selling Process (PSP)?
Qualification
Which of the following is NOT a type of information that should be gathered during the Readiness stage?
Competitor Analysis
What is the correct order of deployment for qualifying questions within the BANT framework?
Situation, Problem, Implication, Need-payoff
What is the purpose of using open questions during the Readiness stage?
To gather more information
Which two personality traits are identified as basic traits of salespeople?
Empathy and ego drive
According to the text, what is the concept of Boundary Role used to illustrate?
The link between selling organization and buying company
What are the main activities that occur during the Personal Selling Process (PSP)?
Planification, Readiness, Interaction, Evolution
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
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.
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.
What is the current role of CRM according to the text?
To support sales rep activity
What did CRM initially start as according to the text?
ERP
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
Why is follow-up important in the personal selling process?
To ensure that commitments made during the meeting are kept
Which of the following is a potential pitfall to avoid in follow-up?
All of the above
What is a complex sale in the context of personal selling?
All of the above
According to the text, what are the 4 steps to handling customers' objections?
Listen to the end, 'Yes and', Question the objection, 'Me too'
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
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...'
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?'
Which two personality traits are identified as basic traits of salespeople?
Empathy and ego drive
What is the purpose of the co-creation activity mentioned in the text?
To collaborate with customers in creating value
What are the two opportunities enabled by modern sales technology, according to the text?
Automation and personalization
What does the term 'opportunity' refer to in a B2B context?
A potential sale
According to the text, what are the three key elements of a salesperson's role?
Generating leads, converting leads into sales, and retaining customers
What does the term 'PSP' stand for in the context of personal selling?
Personal Selling Process
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
What is the main purpose of using qualifying questions within the BANT framework?
To determine if a prospect is a qualified lead
Which of the following is NOT a recommended action during the Interaction stage of the Personal Selling Process (PSP)?
Asking qualifying questions
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
What is the purpose of the SPIN framework mentioned in the text?
To recognize and clarify customer needs
Which of the following is NOT a recommended step in handling customers' objections?
Agreeing with the objection
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
What is the purpose of follow-up in the personal selling process?
To ensure commitments made during the meeting are kept
Which of the following is NOT a potential pitfall to avoid in follow-up?
Neglecting to send a thank-you note within 24 hours
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
According to the text, what are the three types of information that should be gathered during the Readiness stage?
- Company mission, vision, and performance
- Information about people involved in decision-making
- Special added value
What is the correct order of deployment for qualifying questions within the BANT framework?
Situation, Problem, Implication, Need-payoff
What is the purpose of using open questions during the Readiness stage?
To gather more information and encourage discussion
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
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.
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.
According to the text, why has sales technology been ineffective for salespeople?
Sales technology creates additional work for sales reps.
What does the text suggest about the role of CRM in supporting sales reps?
CRM is important for salespeople and supports their activities.
Which of the following is NOT a potential benefit of using CRM in sales management?
Reduced administrative tasks
What is the purpose of using CRM in the sales process?
To track customer interactions
Which of the following is NOT a key role of technology in sales management according to the text?
Increasing sales revenue
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
What is the definition of an 'opportunity' in a B2B context according to the text?
A new business or deal
What is the main purpose of using CRM in the sales process according to the text?
To track customer interactions
"Team Selling: Mastering the Art of Collaborative Sales" - Test your knowledge on the fundamentals of team selling and learn how to effectively collaborate with your colleagues to achieve sales goals. Explore the importance of having a script and clearly defined roles in meetings to propel deals forward. Developed by Professor Dr. Antonio González Fernández for IE Business School.
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