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
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.
"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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