Podcast
Questions and Answers
According to the text, what is the definition of a salesperson?
According to the text, what is the definition of a salesperson?
What is the main topic of sessions 3-4?
What is the main topic of sessions 3-4?
What does the Sales Organization into practice involve?
What does the Sales Organization into practice involve?
According to the text, what is the main purpose of a CRM?
According to the text, what is the main purpose of a CRM?
Signup and view all the answers
What does the term 'opportunity' refer to in a B2B context?
What does the term 'opportunity' refer to in a B2B context?
Signup and view all the answers
What are the two opportunities enabled by modern sales technology, according to the text?
What are the two opportunities enabled by modern sales technology, according to the text?
Signup and view all the answers
Which of the following is NOT a step in the Personal Selling Process (PSP)?
Which of the following is NOT a step in the Personal Selling Process (PSP)?
Signup and view all the answers
Which of the following is NOT a type of information that should be gathered during the Readiness stage?
Which of the following is NOT a type of information that should be gathered during the Readiness stage?
Signup and view all the answers
What is the correct order of deployment for qualifying questions within the BANT framework?
What is the correct order of deployment for qualifying questions within the BANT framework?
Signup and view all the answers
What is the purpose of using open questions during the Readiness stage?
What is the purpose of using open questions during the Readiness stage?
Signup and view all the answers
Which two personality traits are identified as basic traits of salespeople?
Which two personality traits are identified as basic traits of salespeople?
Signup and view all the answers
According to the text, what is the concept of Boundary Role used to illustrate?
According to the text, what is the concept of Boundary Role used to illustrate?
Signup and view all the answers
What are the main activities that occur during the Personal Selling Process (PSP)?
What are the main activities that occur during the Personal Selling Process (PSP)?
Signup and view all the answers
What is the purpose of the co-creation activity mentioned in the text?
What is the purpose of the co-creation activity mentioned in the text?
Signup and view all the answers
Which of the following best describes team selling according to the text?
Which of the following best describes team selling according to the text?
Signup and view all the answers
What is the main reason why sales technology has been ineffective for salespeople according to the text?
What is the main reason why sales technology has been ineffective for salespeople according to the text?
Signup and view all the answers
What is the current role of CRM according to the text?
What is the current role of CRM according to the text?
Signup and view all the answers
What did CRM initially start as according to the text?
What did CRM initially start as according to the text?
Signup and view all the answers
Which of the following is a key reason why debriefing is important in the personal selling process?
Which of the following is a key reason why debriefing is important in the personal selling process?
Signup and view all the answers
Why is follow-up important in the personal selling process?
Why is follow-up important in the personal selling process?
Signup and view all the answers
Which of the following is a potential pitfall to avoid in follow-up?
Which of the following is a potential pitfall to avoid in follow-up?
Signup and view all the answers
What is a complex sale in the context of personal selling?
What is a complex sale in the context of personal selling?
Signup and view all the answers
According to the text, what are the 4 steps to handling customers' objections?
According to the text, what are the 4 steps to handling customers' objections?
Signup and view all the answers
What are some closing signals mentioned in the text?
What are some closing signals mentioned in the text?
Signup and view all the answers
What statements can be used to recognize, clarify, and confirm customer needs, according to the text?
What statements can be used to recognize, clarify, and confirm customer needs, according to the text?
Signup and view all the answers
What are some examples of closing actions mentioned in the text?
What are some examples of closing actions mentioned in the text?
Signup and view all the answers
Which two personality traits are identified as basic traits of salespeople?
Which two personality traits are identified as basic traits of salespeople?
Signup and view all the answers
What is the purpose of the co-creation activity mentioned in the text?
What is the purpose of the co-creation activity mentioned in the text?
Signup and view all the answers
What are the two opportunities enabled by modern sales technology, according to the text?
What are the two opportunities enabled by modern sales technology, according to the text?
Signup and view all the answers
What does the term 'opportunity' refer to in a B2B context?
What does the term 'opportunity' refer to in a B2B context?
Signup and view all the answers
According to the text, what are the three key elements of a salesperson's role?
According to the text, what are the three key elements of a salesperson's role?
Signup and view all the answers
What does the term 'PSP' stand for in the context of personal selling?
What does the term 'PSP' stand for in the context of personal selling?
Signup and view all the answers
According to the text, what are the qualities of a successful salesperson?
According to the text, what are the qualities of a successful salesperson?
Signup and view all the answers
What is the main purpose of using qualifying questions within the BANT framework?
What is the main purpose of using qualifying questions within the BANT framework?
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)?
Which of the following is NOT a recommended action during the Interaction stage of the Personal Selling Process (PSP)?
Signup and view all the answers
Which of the following is a key element of a positive opening remark during the Interaction stage?
Which of the following is a key element of a positive opening remark during the Interaction stage?
Signup and view all the answers
What is the purpose of the SPIN framework mentioned in the text?
What is the purpose of the SPIN framework mentioned in the text?
Signup and view all the answers
Which of the following is NOT a recommended step in handling customers' objections?
Which of the following is NOT a recommended step in handling customers' objections?
Signup and view all the answers
Which of the following is a key reason why debriefing is important in the personal selling process?
Which of the following is a key reason why debriefing is important in the personal selling process?
Signup and view all the answers
What is the purpose of follow-up in the personal selling process?
What is the purpose of follow-up in the personal selling process?
Signup and view all the answers
Which of the following is NOT a potential pitfall to avoid in follow-up?
Which of the following is NOT a potential pitfall to avoid in follow-up?
Signup and view all the answers
What is a complex sale in the context of personal selling?
What is a complex sale in the context of personal selling?
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?
According to the text, what are the three types of information that should be gathered during the Readiness stage?
Signup and view all the answers
What is the correct order of deployment for qualifying questions within the BANT framework?
What is the correct order of deployment for qualifying questions within the BANT framework?
Signup and view all the answers
What is the purpose of using open questions during the Readiness stage?
What is the purpose of using open questions during the Readiness stage?
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)?
What are the three main goals that should be defined before moving on to the next stage of the Personal Selling Process (PSP)?
Signup and view all the answers
Which of the following best describes the role of the perspective leader in team selling?
Which of the following best describes the role of the perspective leader in team selling?
Signup and view all the answers
What is the main purpose of using a script and a separation of roles in team selling?
What is the main purpose of using a script and a separation of roles in team selling?
Signup and view all the answers
According to the text, why has sales technology been ineffective for salespeople?
According to the text, why has sales technology been ineffective for salespeople?
Signup and view all the answers
What does the text suggest about the role of CRM in supporting sales reps?
What does the text suggest about the role of CRM in supporting sales reps?
Signup and view all the answers
Which of the following is NOT a potential benefit of using CRM in sales management?
Which of the following is NOT a potential benefit of using CRM in sales management?
Signup and view all the answers
What is the purpose of using CRM in the sales process?
What is the purpose of using CRM in the sales process?
Signup and view all the answers
Which of the following is NOT a key role of technology in sales management according to the text?
Which of the following is NOT a key role of technology in sales management according to the text?
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?
What is the main reason why sales technology needs to be approached in the right way according to the text?
Signup and view all the answers
What is the definition of an 'opportunity' in a B2B context according to the text?
What is the definition of an 'opportunity' in a B2B context according to the text?
Signup and view all the answers
What is the main purpose of using CRM in the sales process according to the text?
What is the main purpose of using CRM in the sales process according to the text?
Signup and view all the answers