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20 lines
4.3 KiB
20 lines
4.3 KiB
4 months ago
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id&qtp&qim&qil&qtx&qca&qia&qrm&qnxt&qprv&qalb&subj&wght&pts&flr&ded
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cybrskil.001&mcs&0&N&A Pain Chain does the following:&All of the above&Demonstrates how business issues are linked across an organization;Helps to demonstrate your knowledge of an account;Helps you zero in on what specific capabilities are needed in an account;Illustrates what business issues exist across an organization;None of the above;&&&&a&sls.0&&&&
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cybrskil.002&mcs&0&&People tend to buy from people they:&think are sincere and competent&think are sincere and like;think are competent and like;think are honest and likeable;&&&&a&sls.0&&&&
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cybrskil.003&mcs&0&&Determining the power line in an account helps you to:&Identify the key decision makers for your products and services&Identify the key stakeholders in an account;Identify the format buying committee;Identify the informal buying committee ;All of the above;None of the above;&&&&a&sls.0&&&&
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cybrskil.004&mcm&0&&No Decision Incorporated is often caused by:&No pain, no value, no vision, no power;None of the above;&No pain, no vision, no plan, no power;No pain, no vision, no relationship, no plan;No pain, no relationship, no value, no vision;&&&&a&sls.0&&&&
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cybrskil.005&mcs&0&N&The best time to provide pricing to a client in large complex sales is:&the middle of phase 2&the end of phase 1;the beginning of phase 2;the beginning of phase 3;the middle of phase 3;&&&&a&sls.0&&&&
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cybrskil.006&mcs&0&N&The most important differentiator in phase 1 is:&you, the sales person&your products and services ;your company;&&&&a&sls.0&&&&
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cybrskil.007&mcs&0&N&A major reason for declining sales representative performance is:&Telling versus bringing the prospect to vision&Spending too much time face to face instead of on the phone;Spending too much time on the phone instead of face to face;Failing to follow the exact sequence of the vision creating prompter;&&&&a&sls.0&&&&
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cybrskil.008&mcs&0&&Some types of Solution Selling vision components are: &Organizational Buying Vision&Transition Vision;Capability Vision`;All of the above`;None of the above;&&&&a&sls.0&&&&
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cybrskil.009&mcs&0&&The most important sales behavior in phase one of the buying cycle is to:&identify business issues you may be able to help with&identify a Solution for the client;prove your products capabilities;mitigate the risk of doing business with your company;let the prospect know that your products and services have value;&&&&a&sls.0&&&&
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cybrskil.010&mcs&0&Y&A major reason for declining sales representative performance is:&Telling versus bringing the prospect to vision&Spending too much time face to face instead of on the phone;Spending too much time on the phone instead of face to face;Failing to follow the exact sequence of the vision creating prompter;&&&&a&sls.0&&&&
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cybrskil.011&mcs&0&&A Pain Chain defines the ____________ in an organization.&interdependence of issues and job titles¤t situation ;key impacted players;unique reasons as to why issues exist;&&&&a&sls.0&&&&
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cybrskil.012&mcs&0&N&The most important sales behavior in phase two of the buying cycle is to:&All of the above&identify a Solution for the client;prove your products capabilities;mitigate the risk of doing business with your company;let the prospect know that your products and services have value;&&&&a&sls.0&&&&
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cybrskil.013&mcs&0&&The most important sales behavior in phase three of the buying cycle is to:&None of the above&identify a Solution for the client;prove your products capabilities;identify business issues you may be able to help with;let the prospect know that your products and services have value;&&&&a&sls.0&&&&
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cybrskil.014&mcs&0&&One basic principle of Solution Selling is "no pain no change" which means:&The cost or impact of a business issue should be greater than the cost of changing or address that issue&The person you are speaking with must have a business issue that they are trying to solve;Making changes in your products and services will always be difficult for an organization;The process of developing an account is difficult and often painful;&&&&a&sls.0&&&&
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cybrskil.015&mcs&0&&;kjhl;jhljh&&jkhkljh;;lkjhlkj;;kjhlkjh;k;jh;5kjh;&&&&a&;lkjhlkj.0&&&&
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cybrskil.016&mcs&0&&,kjghkjhgkjhgkjhg&&;lijljklk;2;3;&&&&a&jhkj.0&&&&
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cybrskil.017&mcm&0&&ljhlkjhjh&&kj;kj;lk;2ljhlkjhlkjh;3;4;5;&&&&a&.0&&&&
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cybrskil.018&mcs&0&&hlkjhjhljhljhljhljhj&&jkhlkjhlkj;2;3;&&&&a&lkjlk.0&&&&
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