Sales Test 3 BYU

As you orchestrate the process of closing a deal, what phrase does Professor Zippi repeatedly used to remind you of your role? A. "Remove the friction" B. "Close 'em" C. "Just win baby." D. "The customer is always right."

A. "Remove the friction"

Dixon and Adamson argue that Teaching for Differentiation needs strong support from throughout the organization to succeed. According to what we discussed in class, 1) when is this true and 2) when is it not necessarily true? A. 1) When you have lots of products you represent.2) When you have one or very few products B. 1) When you have one or very few products2) When you have lots of products you represent C. 1) When your marketing team is weak2) When you have a strong sales methodology D. 1) When your marketing team is strong2) When you have a strong sales methodology

A. 1) When you have lots of products you represent.2) When you have one or very few products

One of the best ways to identify a Mobilizer is to lead with a thought-provoking insight and then look for what two responses from your prospect? A. A focus on their organization B. A focus on what they can gain from it personally C. They begin sharing inside information about the organization D. Healthy skepticism with thoughtful questions

A. A focus on their organization D. Healthy skepticism with thoughtful questions

We spoke in class about the five key rules of Commercial Teaching (4 from Adamson and Dixon and 1 from Professor Zippi). Which of the times below is NOT on that list? A. Build a strong interpersonal relationship with the customer B. Lead to your unique strengths C. Challenge customer assumptions D. Catalyze action E. Scale across customers F. Make the solution be perceived as easy to implement

A. Build a strong interpersonal relationship with the customer

Name two key advantages, shared by Joey Barry, of using a pitch deck in a sales call. A. Controls the flow of the meeting. B. It makes your selling points for you. C. They are much less confused after you leave. D. Gives you a "leave behind" for your Mobilizer to use.

A. Controls the flow of the meeting. D. Gives you a "leave behind" for your Mobilizer to use.

According to Dixon and Adamson, who do Decision Makers (Senior Execs and Procurement) see themselves as buying from? A. Organizations B. Problem Solvers C. Partners D. People

A. Organizations

According to Dixon and Adamson, in most major sales, who has the most ability to influence the sale with the Executive Suite? A. Stakeholders B. Salespeople C. Trusted peers within the industry D. Purchasing

A. Stakeholders

According to the research The Challenger Sale is based on, what are the two main drivers of customer loyalty that are not directly tied to the sales rep's approach? A. The supplier has widespread support across the company B. The supplier is easy to buy from. C. The supplier is seen as a market leader. D. The supplier offers competitive pricing.

A. The supplier has widespread support across the company B. The supplier is easy to buy from.

Dixon and Adamson present four elements of effective tailoring. In what order do they say you should address them?CompanyIndividualIndustryRole A. 1, 2, 3, 4 B. 3, 1, 4, 2 C. 3, 1, 2, 4 D. 2, 4, 1, 3

B. 3, 1, 4, 2

Among Senior/Final Decision Makers, approximately what percentage are Mobilizers? A. 10% B. 33% C. 55% D. 90% +

B. 33%

According to Adamson and Dixon, what three stakeholder profiles do Core Reps traditionally focus on? A. Blockers B. Climbers C. Friends D. Go-Getters E. Guides F. Skeptics G. Teachers

B. Climbers C. Friends E. Guides

Our natural inclination when there are multiple stakeholders in our deals is to track them down and make sure we create a custom message for each of them that will resonate with their specific issues. According to CEB research, what happens to the likelihood of our making a high-quality sale when we do that (especially when we do our teaching particularly well)? A. It goes up B. It goes down C. It has no measurable impact D. There is no consistent result when we do this.

B. It goes down

According to Professor Zippi, what is the one thing you should never include in an email that is a follow-up to a conversation or sales call you just had? A. Your cell number. B. New information that was not discussed in the call/meeting. C. Bullet points. D. Pricing.

B. New information that was not discussed in the call/meeting.

According to Adamson and Dixon, what stage of the buying journey is where organizations have the most trouble coming to a consensus? A. Problem Definition B. Solution Identification C. Supplier Selection D. It varies from organization to organization and deal to deal.

B. Solution Identification

When you receive an unexpected RFP, Professor Zippi suggests it is reasonable to bid if what three things are true? A. You are a great fit for the problem they are trying to solve. B. You can answer "yes" to virtually every question. C. You are allowed to explain your answers. D. There is a section for you to include anything else you think might be important.

B. You can answer "yes" to virtually every question. C. You are allowed to explain your answers. D. There is a section for you to include anything else you think might be important.

Dixon and Adamson lay out what they call the six steps of a purposeful choreography.Create rational drowningEmphasize emotional impactIntroduce your solutionLay out what you are hearing and seeing in the marketPresent a big, bold reframeShow a new wayThese need to be done in a specific order. Which is the correct order? A. 1, 2, 3, 4, 5, 6 B. 3, 4, 5, 1, 2, 6 C. 4, 5, 1, 2, 6, 3 D. 4, 1, 2, 5, 6, 3

C. 4, 5, 1, 2, 6, 3

According to Adamson and Dixon, when we sell to multiple stakeholders, it is not as much about our ability to sell as it is their ability to _______________. A. Meet consistently enough internally B. Get along with one another C. Agree D. All of the above.

C. Agree

According to Professor Zippi, what is the first thing you should do to establish a date for the next step in the sales process? A. Suggest a date (and time). B. To decrease pressure, suggest several possible dates (and times) for the next call. C. Ask the buyer when it would be reasonable to have that next thing accomplished. D. Tell them when you will give them a call.

C. Ask the buyer when it would be reasonable to have that next thing accomplished.

According to Professor Zippi, what is the ideal way you want to address the negotiating points the Buyer raises? A. Do them one by one as they arise B. Once you get three, stop and take care of them so the list won't get too long. C. Once you confirm you know everything they are asking for, address all negotiating points together. D. It doesn't matter. Take the buyer's lead for how to address them.

C. Once you confirm you know everything they are asking for, address all negotiating points together.

Professor Zippi suggests that in software and other larger corporate sales, "you often negotiate twice." What does he mean by that statement? A. People often come back to you and ask for "one last thing" before they are done negotiating. B. You negotiate upfront before they know much about your product and then you negotiate again at the end of the selling cycle. C. Sometimes you first do a full negotiation with the business buyer and then procurement after that. D. You often need to negotiate not only with the buyer, but also within your own organization to get everything your buyer is going to need.

C. Sometimes you first do a full negotiation with the business buyer and then procurement after that.

We discussed at least five reasons in class for why organizations are turning to more collaborative decision-making in the buying process. Which of the items below is NOT one we discussed? A. Mitigate risk B. Include diverse perspectives on business issues C. To justify all of the corporate roles we have created over time D. Scale to the enterprise E. Consistency across the entity F. Comply with regulations

C. To justify all of the corporate roles we have created over time

According to Adamson and Dixon, the Conventional view of what our Critical Stakeholder profile should be is not so much wrong as it is _____________________ A. Not completely right B. Out of date C. Virtually impossible to find D. Out of touch

C. Virtually impossible to find

According to what we discussed in class, what is a key exception when you do want to present to multiple people? A. When they are on a condensed timeframe to make a decision. B. When the alpha in the room is the only person whose opinion is going to count anyway. C. When you want to get someone on record in front of her peers. D. All of the above are good reasons to present to a group of people.

C. When you want to get someone on record in front of her peers.

According to what we discussed in class, why do we generally want to avoid sales presentations to large groups of people? A. You cannot tailor your pitch to a group of people. B. There will be as many different agendas in the room as there are people. C. You end up only meeting the needs of one person or you end up being scattershot D. All of the above

D. All of the above (correct)

What did we discuss in class as to why it is valuable to have "backup" slides in a pitch deck? A. When you use one to answer a question, you don't lose "ownership" of the point. B. It gives visual reinforcement when you use one to help answer a question. C. It helps show that you pay attention to the details. D. All of the above.

D. All of the above.

What is the pitfall we need to avoid when we Teach for Resonance with the other stakeholders on the team after we have buy in from our champion? A. To skip discussing the "Job to Be Done." B. To skip creating a "Vision of a Solution." C. To just focus on vendor selection. D. All of the above.

D. All of the above.

According to Adamson and Dixon, what three stakeholder profiles do High Performing Reps traditionally focus on? A. Blockers B. Climbers C. Friends D. Go-Getters E. Guides F. Skeptics G. Teachers

D. Go-Getters F. Skeptics G. Teachers

According to Professor Zippi, what is the main problem with proactively offering a discount to try to accelerate a deal to close? A. The discount you offer may not be enough. B. The discount you offer may be more than you needed to offer. C. If you ask them if they want a discount, they won't generally be honest with how much they need it to be. D. It seldom addresses the real issue of why the deal is not ready to close.

D. It seldom addresses the real issue of why the deal is not ready to close.

According to Dixon and Adamson, who do Influencers and End Users see themselves as buying from? A. Organizations B. Problem Solvers C. Partners D. People

D. People

We discussed at least five unintended consequences in class arising as organizations increase the number of decision-makers in the buying process. Which of the items listed below is NOT one that we discussed? A. Competing agendas in the organization. B. Longer buying cycles (to accommodate all voices). C. Core issues can get buried by information abundance. D. Compromise waters down the original strategic advantage pursued. E. "Impact to the Business" of projects is decreased. F. Various stakeholders feel disrespected and left out.

F. Various stakeholders feel disrespected and left out.

If SPIN Selling and Solution Selling are Question-Based, according to what we discussed in class, what is Challenger Selling based on? A. Story-Based B. Relationship-Based C. Hypothesis-Based D. Example-Based

Hypothesis-Based

If a company has the best customer satisfaction scores in its industry, why is that not a recipe for long-term differentiation? A. Customer Satisfaction is seldom something potential new customers care about as a differentiator. B. Your competitors can readily raise their satisfaction scores to match yours. C. Customers see satisfaction scores as subjective. D. Companies are moving away from plain satisfaction scores toward Net Promoter Scores (NPS).

Your competitors can readily raise their satisfaction scores to match yours.

According to the research The Challenger Sale is based on, 53% of customer loyalty is based not on what you sell, but _________________. A. how you sell it. B. how your product is made. C. your reputation in the marketplace. D. on your business relationships.

how you sell it.