Reference no: EM132219080
1. Which one of the items below is not one of the key outcomes of a successful sale?
a. Customer is willing to provide good referrals
b. Charging and getting an unusually high price
c. A satisfied customer
d. Customer willing to give you repeat business
e. A promising long-term relationship
2. Select the incorrect statement from the list below. In attempting to achieve sales success in Making the Consensus Sale, sales reps should...
a. Help develop a common set of terms to bring clarity to the decision process
b. Develop marketing content that is generic and benefits-oriented rather than heavily tilted towards his company's product
c. Encourage an internal player to adopt a Mobilizer role to move decision makers towards a consensus
d. Be aggressive about selling his company's solution as early as possible in the purchasing process
3. In Strategic Selling, the Receptivity Rating is a scale from +5 to -5 that rates which of the following?
a. How a buying influence feels about your company
b. How buying influences feel about their mobile phone reception
c. How a buying influence feels about you, the sales rep as person
d. How a buying influence feels about your current sales proposal