30 Questions
Which two personality traits are considered basic traits of salespeople?
Empathy and ego drive
What is the key trait of sales reps' personality according to further research?
Ambivert
What is the concept of Boundary Role used to illustrate?
The role of salespeople in linking selling organization with buying company
What are the activities that happen during the Personal Selling Process (PSP)?
Planification, Readiness, Interaction, Debriefing
Which of the following best describes team selling according to the text?
A script for the meeting and a separation of roles is required to achieve specific goals
What is the role of the perspective leader in team selling?
Supportive role in the PSP
How has technology helped sales reps over the years according to the text?
It hasn't helped
What was CRM initially used for according to the text?
To control sales rep activity
According to the text, what is the role of a salesperson?
All of the above
What is the main focus of sessions 3-4 in the Business Development & Sales course?
The Art of Selling: Techniques to Win Over Customers
What are the three key components of Sales Methodology and Strategies?
Knowledge, Discipline, Skills
How does the text define a salesperson?
All of the above
Which of the following is a key reason why debriefing is an important step in the personal selling process?
To review if the outcomes of the meeting match the initial goals
Why is follow-up crucial in the personal selling process?
To ensure that commitments made during the meeting are kept
What should be included in an actionable summary during the follow-up process?
A brief summary of key discussion points and next steps
Which of the following is a potential pitfall to avoid in the follow-up process?
Being vague and lacking clarity in communication
Which of the following is NOT a component of the planning stage in the Personal Selling Process?
Customer Relationship Management (CRM)
What is the first step in the Personal Selling Process?
Planification
Which type of question is typically used to gain empathy and understanding from others' experiences?
Open question
In the qualification stage of the Personal Selling Process, what is the correct order of deploying questions within the BANT framework?
Situation → Problem → Implication → Need-payoff
Which of the following is NOT a step in the Personal Selling Process (PSP)?
Readiness
What is the purpose of the Positive Opening in the Personal Selling Process (PSP)?
To create rapport with the customer
Which method is used to handle customers' objections in the Personal Selling Process (PSP)?
All of the above
What should you do if you don't close the deal in the Personal Selling Process (PSP)?
All of the above
According to the text, what is the purpose of a CRM system?
To close deals
What does the term 'opportunity' refer to in the context of CRM?
A new business or deal
How can modern sales technology help salespeople?
By accelerating the sales process
What are the two main opportunities enabled by modern sales technology?
Selling faster and selling better
What is the role of technology in Sales Management according to the text?
To accelerate lead generation
What does the term 'B2B' stand for in the context of CRM?
Business-to-Business
"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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