D099 Sales Management: module 1-12 |\ |\ |\ |\ |\
practice quizzes WITH ANSWERS |\ |\ |\
Jack has been selling cars for a car dealership for many years. A
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
long-time customer named Omar walks into the dealership. Jack
|\ |\ |\ |\ |\ |\ |\ |\ |\
is surprised to see Omar, despite his being a loyal customer,
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
since his most recent purchase occurred under two years ago.
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
After the two talk for a while, Omar explains that he does not
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
really need a new car, but he recently got a nice promotion at
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
work and is thinking about upgrading. Although he is happy with
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
his SUV, he wishes he had a car that gets better gas mileage.
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
Jack explains that the dealership offers several cars that get
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
better mileage than the SUV. He asks a variety of questions to
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
gain a good understanding of Omar's exact needs. Having come
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
to know Omar over the years, Jack understands Omar's social
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
style well. He explains to Omar the pros and cons of various car
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
models, delineates the facts, and clearly describes how the
|\ |\ |\ |\ |\ |\ |\ |\ |\
different options will serve him. At the end, Jack suggests one
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
model in particular. In which stage in the buyer journey is Omar?
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
Desire
Action
Attention
Interest
Interest
What is Jack demonstrating when he explains the gas mileage of
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
various models? |\
Customer loyalty |\
Ethical behavior |\
Psychological reciprocity |\
Business intelligence (BI) |\ |\
,Ethical behavior |\
Which type of selling is Jack engaged in at this moment?
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
Transactional selling |\
Relationship selling |\
Adaptive selling |\
Team selling |\
Adaptive selling |\
What is Omar's dominant social style?
|\ |\ |\ |\ |\
Expressive
Amiable
Analytical
Driver
Analytical
What should Jack do to help Omar understand why a particular
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
car is the best option?
|\ |\ |\ |\
Explain the customer lifetime value (CLV)
|\ |\ |\ |\ |\
Provide account management support |\ |\ |\
Conduct consultative selling |\ |\
Explain the value proposition |\ |\ |\
Explain the value proposition |\ |\ |\
A publisher is developing a brand new biology textbook, and the
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
sales team has begun to sell it. William, a salesperson who has
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
worked for the publisher for nearly two decades, uses a CRM to
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
look up his list of contacts. He calls Maya, a professor at a local
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
community college. Every semester, she makes decisions on |\ |\ |\ |\ |\ |\ |\ |\
textbooks and looks at various options. She is the only person at
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
the school who has adopted books from William and the
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
publisher in the past. She and he start the call with a friendly
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
chat and then begin discussing the details of the new book. He
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
answers all of her questions. At the end of the call, she agrees to
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
use the book. At this point, she will instruct her students to
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
, purchase it. |\
Which type of salesperson is William?
|\ |\ |\ |\ |\
Technical
Trade
Prospector
Missionary
Missionary
Which type of account is the community college where Maya
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
works?
Pareto
Passive
Inactive
Active
Passive
What has William used to maintain a good relationship with this
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
account?
TOFU
Pareto principle
|\
Distribution channel |\
KAM
KAM- Key Account Management
|\ |\ |\
Which step in the sales process occurred when William called
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
Maya and began a friendly chat?
|\ |\ |\ |\ |\
Prospecting
Presenting
Approaching
Following up |\
Approaching
Which soft and hard skills does William use while on this phone
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
call?
Analytical decision-making and proposals and contracts
|\ |\ |\ |\ |\
practice quizzes WITH ANSWERS |\ |\ |\
Jack has been selling cars for a car dealership for many years. A
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
long-time customer named Omar walks into the dealership. Jack
|\ |\ |\ |\ |\ |\ |\ |\ |\
is surprised to see Omar, despite his being a loyal customer,
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
since his most recent purchase occurred under two years ago.
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
After the two talk for a while, Omar explains that he does not
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
really need a new car, but he recently got a nice promotion at
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
work and is thinking about upgrading. Although he is happy with
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
his SUV, he wishes he had a car that gets better gas mileage.
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
Jack explains that the dealership offers several cars that get
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
better mileage than the SUV. He asks a variety of questions to
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
gain a good understanding of Omar's exact needs. Having come
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
to know Omar over the years, Jack understands Omar's social
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
style well. He explains to Omar the pros and cons of various car
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
models, delineates the facts, and clearly describes how the
|\ |\ |\ |\ |\ |\ |\ |\ |\
different options will serve him. At the end, Jack suggests one
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
model in particular. In which stage in the buyer journey is Omar?
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
Desire
Action
Attention
Interest
Interest
What is Jack demonstrating when he explains the gas mileage of
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
various models? |\
Customer loyalty |\
Ethical behavior |\
Psychological reciprocity |\
Business intelligence (BI) |\ |\
,Ethical behavior |\
Which type of selling is Jack engaged in at this moment?
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
Transactional selling |\
Relationship selling |\
Adaptive selling |\
Team selling |\
Adaptive selling |\
What is Omar's dominant social style?
|\ |\ |\ |\ |\
Expressive
Amiable
Analytical
Driver
Analytical
What should Jack do to help Omar understand why a particular
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
car is the best option?
|\ |\ |\ |\
Explain the customer lifetime value (CLV)
|\ |\ |\ |\ |\
Provide account management support |\ |\ |\
Conduct consultative selling |\ |\
Explain the value proposition |\ |\ |\
Explain the value proposition |\ |\ |\
A publisher is developing a brand new biology textbook, and the
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
sales team has begun to sell it. William, a salesperson who has
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
worked for the publisher for nearly two decades, uses a CRM to
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
look up his list of contacts. He calls Maya, a professor at a local
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
community college. Every semester, she makes decisions on |\ |\ |\ |\ |\ |\ |\ |\
textbooks and looks at various options. She is the only person at
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
the school who has adopted books from William and the
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
publisher in the past. She and he start the call with a friendly
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
chat and then begin discussing the details of the new book. He
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
answers all of her questions. At the end of the call, she agrees to
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
use the book. At this point, she will instruct her students to
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
, purchase it. |\
Which type of salesperson is William?
|\ |\ |\ |\ |\
Technical
Trade
Prospector
Missionary
Missionary
Which type of account is the community college where Maya
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
works?
Pareto
Passive
Inactive
Active
Passive
What has William used to maintain a good relationship with this
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
account?
TOFU
Pareto principle
|\
Distribution channel |\
KAM
KAM- Key Account Management
|\ |\ |\
Which step in the sales process occurred when William called
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
Maya and began a friendly chat?
|\ |\ |\ |\ |\
Prospecting
Presenting
Approaching
Following up |\
Approaching
Which soft and hard skills does William use while on this phone
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
call?
Analytical decision-making and proposals and contracts
|\ |\ |\ |\ |\
