selling solutions test

Selling Solutions Test

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1 / 10

1. There are various steps in solution selling, one of the following is not recognized as a step-in solution selling.

a. Diagnose

b. Qualify

c. Set up

d. Educate

2 / 10

2. In solution selling, _______________ involves using the research you’ve done in the previous step to further understand what roadblocks the client faces.

a. Educate

b. Solve

c. Prepare

d. Diagnose

3 / 10

3. The second stage of the customer journey is ________________.

a. Installation stage

b. Purchase stage

c. Inquiry stage

d. Comparison stage

4 / 10

4. The availability of technical and product information on the internet has weakened salespeople's control over the sales process.

a. True

b. False

c. Maybe

d. Undecided

5 / 10

5. One of the Cons in solution selling is being “Buyer-Friendly”

a. True

b. False

c. Maybe

d. Undecided

6 / 10

6. One of the following is NOT a strategy of traditional sales rep

a. Traditional sales rep target organizations with clear understanding of their needs.

b. Traditional sales rep seeks out friendly stakeholders in an organization to aid the sales process.

c. Traditional sales rep relies on getting info by quizzing relevant stakeholders about their company’s purchasing process.

d. Traditional sales rep seeks out skeptical change agents to aid the decision process.

8 / 10

8. The profiles of Talkers are all of the following EXCEPT

a. Blockers

b. Climbers

c. Friends

d. Guides

9 / 10

9. _______________ is one of the profile of Mobilizers.

a. Skeptics

b. Guides

c. Blockers

d. Climbers

10 / 10

10. The best method that can be adopted to coach customers on how to buy include

a. Determine the organizations stakeholders and present to them.

b. Let customers champion the vision internally.

c. Quiz customers on the internal purchasing processes.

d. Ask the customers who need to be involved in the vetting process.

Your score is

selling solutions test

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