Team Selling
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Questions and Answers

Which two personality traits are considered basic traits of salespeople?

  • Ego drive and resilience
  • Empathy and ego drive (correct)
  • Ambivert and ego drive
  • Empathy and ambivert

    • What is the key trait of sales reps' personality according to further research?

  • Empathy
  • Ego drive
  • Ambivert (correct)
  • Resilience

    • What is the concept of Boundary Role used to illustrate?

  • The role of salespeople as the heart of the organization
  • The role of salespeople in linking selling organization with buying company (correct)
  • The role of salespeople as customer owners
  • The role of salespeople in customer relationship management

    • What are the activities that happen during the Personal Selling Process (PSP)?

    <p>Planification, Readiness, Interaction, Debriefing</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 to achieve specific goals</p> Signup and view all the answers

    What is the role of the perspective leader in team selling?

    <p>Supportive role in the PSP</p> Signup and view all the answers

    How has technology helped sales reps over the years according to the text?

    <p>It hasn't helped</p> Signup and view all the answers

    What was CRM initially used for according to the text?

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

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

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

    What is the main focus of sessions 3-4 in the Business Development & Sales course?

    <p>The Art of Selling: Techniques to Win Over Customers</p> Signup and view all the answers

    What are the three key components of Sales Methodology and Strategies?

    <p>Knowledge, Discipline, Skills</p> Signup and view all the answers

    How does the text define a salesperson?

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

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

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

    What should be included in an actionable summary during the follow-up process?

    <p>A brief summary of key discussion points and next steps</p> Signup and view all the answers

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

    <p>Being vague and lacking clarity in communication</p> Signup and view all the answers

    Which of the following is NOT a component of the planning stage in the Personal Selling Process?

    <p>Customer Relationship Management (CRM)</p> Signup and view all the answers

    What is the first step in the Personal Selling Process?

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

    Which type of question is typically used to gain empathy and understanding from others' experiences?

    <p>Open question</p> Signup and view all the answers

    In the qualification stage of the Personal Selling Process, what is the correct order of deploying questions within the BANT framework?

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

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

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

    What is the purpose of the Positive Opening in the Personal Selling Process (PSP)?

    <p>To create rapport with the customer</p> Signup and view all the answers

    Which method is used to handle customers' objections in the Personal Selling Process (PSP)?

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

    What should you do if you don't close the deal in the Personal Selling Process (PSP)?

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

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

    <p>To close deals</p> Signup and view all the answers

    What does the term 'opportunity' refer to in the context of CRM?

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

    How can modern sales technology help salespeople?

    <p>By accelerating the sales process</p> Signup and view all the answers

    What are the two main opportunities enabled by modern sales technology?

    <p>Selling faster and selling better</p> Signup and view all the answers

    What is the role of technology in Sales Management according to the text?

    <p>To accelerate lead generation</p> Signup and view all the answers

    What does the term 'B2B' stand for in the context of CRM?

    <p>Business-to-Business</p> Signup and view all the answers

    Study Notes

    Personality Traits of Salespeople

    • Basic traits: High energy and persistence are essential for successful salespeople.
    • Key trait identified: Adaptability is crucial for sales reps to meet varied customer needs.

    Boundary Role Concept

    • Used to illustrate the salesperson's position between the company and the customer, balancing both interests and feedback.

    Personal Selling Process (PSP) Activities

    • Activities include prospecting, needs assessment, presentation, objection handling, closing, and follow-up.

    Team Selling Description

    • Team selling involves a coordinated approach where multiple individuals from different functional areas come together to serve a client.

    Role of the Perspective Leader in Team Selling

    • Provides guidance and support, ensuring all team members are aligned with the sales strategy and client needs.

    Technology's Impact on Sales Reps

    • Technology has streamlined communication, enhanced customer data management, and provided tools for better tracking sales performance.

    Initial Use of CRM

    • CRM systems were initially utilized for managing customer relationships and improving service delivery.

    Role of a Salesperson

    • Acts as a mediator between the company and customers, facilitating transactions and valued service.

    Focus of Business Development & Sales Course Sessions 3-4

    • Concentrates on enhancing skills in sales techniques, methodologies, and personal development.

    Sales Methodology and Strategies Components

    • Key components include understanding buyer behavior, effective communication, and strategic planning.

    Salesperson Definition

    • A salesperson is defined as a professional who engages with customers to facilitate a sale, develop relationships, and support post-sale activities.

    Importance of Debriefing

    • Debriefing provides valuable insights for improving sales strategies and enhancing future interactions.

    Importance of Follow-Up

    • Follow-up solidifies relationships, addresses any unresolved issues, and reinforces customer satisfaction.

    Actionable Summary in Follow-Up Process

    • Should include key takeaways from discussions, next steps, and commitments made during the sales interaction.

    Pitfalls to Avoid in Follow-Up

    • Common pitfalls include excessive contact, lack of personalization, and failing to listen to customer feedback.

    Non-Component of Planning Stage in PSP

    • Execution is not considered a part of the planning stage in the Personal Selling Process.

    First Step in the Personal Selling Process

    • The first step involves prospecting to identify potential customers.

    Questions for Empathy and Understanding

    • Open-ended questions are effective for gaining empathy and understanding others' experiences.

    BANT Framework in Qualification Stage

    • Correct order: Budget, Authority, Need, Timing.

    Non-Step in the Personal Selling Process

    • Rejection of proposals is not classified as a step in the Personal Selling Process.

    Purpose of Positive Opening in PSP

    • Aims to establish rapport with the customer and set a constructive tone for the sales conversation.

    Objection Handling Method in PSP

    • The feel-felt-found method is often employed to handle customer objections and concerns.

    Action If the Deal Isn't Closed

    • Conduct a thorough review of the engagement and identify areas to improve for future attempts.

    Purpose of CRM System

    • Designed to centralize customer information, improve sales processes, and enhance customer interactions.

    'Opportunity' in CRM Context

    • Refers to a potential sales deal that is in the pipeline and has a chance of closing.

    Modern Sales Technology Benefits for Salespeople

    • Enhances productivity by providing insights and automating administrative tasks.

    Main Opportunities from Modern Sales Technology

    • Improves lead generation and enhances customer engagement.

    Role of Technology in Sales Management

    • Enables data-driven decision-making and optimizes team performance through analytics.

    'B2B' Meaning in CRM Context

    • Stands for Business to Business, referring to transactions between businesses rather than between a business and individual consumers.

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    Related Documents

    Business Development & Sales IE Business School 2023/24 PDF

    Description

    "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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