Solution Selling Open Workshop Quiz

Questão 1 de 8

1

Clique em cada ponto laranja e selecione a resposta correta.

Below you can find an example of a Pain Chain that is missing two fields. Complete it by adding the missing answers.

Explicação

Questão 2 de 8

1

By ___, _ and ___ sellers are better placed to react when prospective buyers are ready to buy.

Selecione uma ou mais das seguintes:

networking
listening
monitoring
negotiating
selling

Explicação

Questão 3 de 8

1

Which three of the following options are most likely to be included in a Pain-Themed Message?

Selecione uma ou mais das seguintes:

A description or statement about your most popular products and services
A description or statement about the top business issues you help clients address
A description or statement regarding a role and an industry relevant to the target audience
A description or statement of how you implemented the solution
A description or statement that asks the prospect if they are interested in learning more

Explicação

Questão 4 de 8

1

Clique em cada ponto laranja e selecione a resposta correta.

If you want the sale to succeed it is crucial to differentiate your offer from your competitors. Below you can find an example of a Differentiation Grid, a tool that can help you with this process. Which two variables do you have to take into account when creating a Differentiation grid?

Explicação

Questão 5 de 8

1

What type of question should a seller ask a buyer at specific points in the sales conversation? Drag and drop the question to it's correct spot in the sales conversation prompter.

Arraste a resposta correta para cada ponto laranja.

What are the reasons for your pain?

Could one reason for your pain be...?

It seems like the reasons are...?

How would you address the situation?

Do you mind if I suggest a few ideas?

With this you could solve your pain?

Explicação

Questão 6 de 8

1

A seller has successfully created a buying vision for his prospect. The prospect has stated he is serious about exploring the opportunity further. The seller now wants to qualify the prospect’s ability to buy. What is the next question that the seller should ask the prospect as described in the Buyer Aligned Sales Conversation Prompter? Choose the correct option below.

Selecione uma das seguintes:

Who else is involved in making the decision?
Could we set up a meeting with the Sponsor?
Could we set up a meeting with the Power Sponsor?
Will the Power Sponsor want a proposal from me?

Explicação

Questão 7 de 8

1

Sellers and buyers often have different perspectives on the value and fairness of the deal being negotiated. Sellers should first strive to understand the buyer's view. With that understanding, the seller is well-placed to explain his own position, and then work towards a mutually beneficial agreement. To help with this process sellers should use the Negotiation Dialogue Framework, a systematic process to understand the buyer and seller negotiation positions in order to achieve a win-win outcome. You can find the framework below. Drag and drop the answers to create the correct order.

1. ❌
2. ❌
3. ❌
4. ❌
5. ❌
6. ❌

Arraste e solte para completar o texto.

Hear Buyer Position

Determine Underlying Interests

Offer Stand(s)

Get Something from the Buyer

Give Something to the Buyer

Confirm Agreement

Explicação

Questão 8 de 8

1

Among the following options, which three most represent best practices that sellers should consider when negotiating?

Selecione uma ou mais das seguintes:

Plan before you begin to conduct a final negotiation.
Seek to understand the true interest behind negotiating positions that buyers may take.
No matter how tough the negotiations get, never walk away from an opportunity that is near closure.
If you have to make concessions, do so slowly and appear to do so reluctantly.
Always make sure you offer something to the buyer before asking for something in return.

	Criado por Nejc Horvat aproximadamente 6 anos atrás

Quiz sobre Solution Selling Open Workshop Quiz, criado por Nejc Horvat em 08-05-2018.

Solution Selling Open Workshop Quiz

Questão 1 de 8

Clique em cada ponto laranja e selecione a resposta correta.

Below you can find an example of a Pain Chain that is missing two fields. Complete it by adding the missing answers.

Explicação

Questão 2 de 8

By _____, _____ and _____ sellers are better placed to react when prospective buyers are ready to buy.

Selecione uma ou mais das seguintes:

Explicação

Questão 3 de 8

Which three of the following options are most likely to be included in a Pain-Themed Message?

Selecione uma ou mais das seguintes:

Explicação

Questão 4 de 8

Clique em cada ponto laranja e selecione a resposta correta.

If you want the sale to succeed it is crucial to differentiate your offer from your competitors. Below you can find an example of a Differentiation Grid, a tool that can help you with this process. Which two variables do you have to take into account when creating a Differentiation grid?

Explicação

Questão 5 de 8

What type of question should a seller ask a buyer at specific points in the sales conversation? Drag and drop the question to it's correct spot in the sales conversation prompter.

Arraste a resposta correta para cada ponto laranja.

Explicação

Questão 6 de 8

Selecione uma das seguintes:

Explicação

Questão 7 de 8

Arraste e solte para completar o texto.

Explicação

Questão 8 de 8

Among the following options, which three most represent best practices that sellers should consider when negotiating?

Selecione uma ou mais das seguintes:

Explicação

By ___, _ and ___ sellers are better placed to react when prospective buyers are ready to buy.