Sales

Question 1

three key challenges of selling

Answer 1

what to sell, how to sell, who to sell

Question 2

what needs to be understood to identify value drivers for what to sell (2)?

Answer 2

what drives my business, and who currently owns what in business (my business and others business)

Question 3

Getting to know their business: 4 types of strategic questions

Answer 3

information (understanding things from a process perspective)
issues (causing needs to exist)
impact (of not addressing said issues)
importance (of finding the right solution)

Question 4

what are the three parts of customers organizational structure

Answer 4

owners, evaluators, and implementers

Question 5

what are the three parts of customers organizational structure

Answer 5

owners, evaluators, and implementers

Question 6

what are the ‘abc’s of selling?

Answer 6

agenda, business review, summary close

Question 7

types of sales-reps: order takers

Answer 7

process routine orders or re-orders for products already sold

Question 8

types of sales-reps: outside order takers

Answer 8

visit customers, arrange displays, and replace inventory stocks through direct store delivery

Question 9

types of sales reps: inside order takers

Answer 9

take care of customers that visit their stores directly

Question 10

types of sales reps: order getters

Answer 10

create new demand and solve customer’s complex problems with creative solutions

Question 11

direct company sales force

Answer 11

full or part-time paid employees who work exclusively for the company

Question 12

contractual sales force

Answer 12

manufacturers reps, sales agents, and brokers who earn a commission based on sales

Question 13

three parts of the sales force structure

Answer 13

major accounts, geographic territory, product specialty

Question 14

types of sales force evaluation

Answer 14

quantitative or behavioral assessment