AREC 346 Final Exam test with questions
and answers.
Consultative Selling Definition - (correct answer) - gf gf gf gf gf gf
Can be loosely defined as the process of diagnosing customer goals and challenges, helping them priori
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tize their needs, and then tailoring your products and services (solutions) to address those needs. its the
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process of being a "consultant" to your customer and their business... versus a "salesperson" trying to sel
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l them something.
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What are the Five keys to sales success... - (correct answer) - 1. Product/ Industry/
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Company Knowledge and Pride
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2. Sales Personality Traits
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3. Self-Management Skills
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4. Strategic Planning Skills
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5. Influential Communication Skills
gf gf gf
What should Consultative selling involve... - (correct answer) -
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Focusing on presenting a strong Return on Investment for the client, rather than trying to sell somethin
gfgf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
g. The solution should be presented in a logical business case format
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What is Unique Value Proposition - (correct answer) -
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the unique value they deliver to clients compared to the competitors-
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as they employ the consultative selling process.
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What are the four personality styles of people..... - (correct answer) -
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Driver: is a relatively fast moving, logical thinker. Drivers need to be approached with the same style the
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y posses themselves, although this cannot be competitive or confrontational, just logical and fast
gf gf gf gf gf gf gf gf gf gf gf gf gf
Analytical: this type requires a somewhat more studied approach to matters, where issues are broken do
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
wn into their logical components and methodically addressed.
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Amiable: This type is someone who moves somewhat more slowly and methodically, amiable types are
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
more feeling oriented and require an appeal to their instincts and softer sides
gf gf gf gf gf gf gf gf gf gf gf gf
Expressive: this type requires a somewhat faster, louder and communicative relationship
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, Sales professionals must... - (correct answer) - -
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Find a balance between high level of empathy and a high level of focus
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-have a ego drive gf gf gf
-be optimists gf
-take responsibility gf
True or False: there is no right or wrong personality style. But sales professional must be in tune with the
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
ir natural styles, and be able to modify those styles to appeal to others - (correct answer) - True
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We can also adapt and change our personality styles over time.. this is a key to sales success
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Building a personal brand... - (correct answer) - gf gf gf gf gf gf gf
You must build a personal brand with a unique value proposition. You want to stand out from others in t
gfgf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
he industry. Its important that your personal brand aligns with your companies brand
gf gf gf gf gf gf gf gf gf gf gf gf
Organizational Structures... - (correct answer) - gf gf gf gf gf
It is a diagram that outlines the internal map of a company and is the most common visual depiction of
gfgf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
how an organization is structured. It outlines the roles, responsibilities and relationships between individ
gf gf gf gf gf gf gf gf gf gf gf gf gf
uals within an organization. This helps you and your team improve efficiencies.
gf gf gf gf gf gf gf gf gf gf gf
Collaboration and communication will help your team.... - (correct answer) - develop rapport and trust
gf gf gf gf gf gf gf gf gf gf gfgf gf gf gf
What are five steps to resolving conflict.... - (correct answer) - 1. Identify the problem.
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2. Set up agreed upon guidelines and boundaries
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3. Focus on the problem and not the individuals
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4. Discuss possible solutions
gf gf gf gf
5. Create an action plan
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Using this plan will help the team navigate conflicts in a positive manner
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The planning pyramid - (correct answer) - Top to bottom:
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Call Plan gf
Strategic Account Plan gf gf gf
Territory Plan gf gf
Sales department plan gf gf
divison plan gf gf
and answers.
Consultative Selling Definition - (correct answer) - gf gf gf gf gf gf
Can be loosely defined as the process of diagnosing customer goals and challenges, helping them priori
gfgf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
tize their needs, and then tailoring your products and services (solutions) to address those needs. its the
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
process of being a "consultant" to your customer and their business... versus a "salesperson" trying to sel
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
l them something.
gf gf
What are the Five keys to sales success... - (correct answer) - 1. Product/ Industry/
gf gf gf gf gf gf gf gf gf gf gf gfgf gf gf
Company Knowledge and Pride
gf gf gf gf
2. Sales Personality Traits
gf gf gf
3. Self-Management Skills
gf gf
4. Strategic Planning Skills
gf gf gf gf
5. Influential Communication Skills
gf gf gf
What should Consultative selling involve... - (correct answer) -
gf gf gf gf gf gf gf gf
Focusing on presenting a strong Return on Investment for the client, rather than trying to sell somethin
gfgf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
g. The solution should be presented in a logical business case format
gf gf gf gf gf gf gf gf gf gf gf
What is Unique Value Proposition - (correct answer) -
gf gf gf gf gf gf gf gf
the unique value they deliver to clients compared to the competitors-
gfgf gf gf gf gf gf gf gf gf gf gf
as they employ the consultative selling process.
gf gf gf gf gf gf
What are the four personality styles of people..... - (correct answer) -
gf gf gf gf gf gf gf gf gf gf gf
Driver: is a relatively fast moving, logical thinker. Drivers need to be approached with the same style the
gfgf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
y posses themselves, although this cannot be competitive or confrontational, just logical and fast
gf gf gf gf gf gf gf gf gf gf gf gf gf
Analytical: this type requires a somewhat more studied approach to matters, where issues are broken do
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
wn into their logical components and methodically addressed.
gf gf gf gf gf gf gf
Amiable: This type is someone who moves somewhat more slowly and methodically, amiable types are
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
more feeling oriented and require an appeal to their instincts and softer sides
gf gf gf gf gf gf gf gf gf gf gf gf
Expressive: this type requires a somewhat faster, louder and communicative relationship
gf gf gf gf gf gf gf gf gf gf
, Sales professionals must... - (correct answer) - -
gf gf gf gf gf gf gfgf
Find a balance between high level of empathy and a high level of focus
gf gf gf gf gf gf gf gf gf gf gf gf gf gf
-have a ego drive gf gf gf
-be optimists gf
-take responsibility gf
True or False: there is no right or wrong personality style. But sales professional must be in tune with the
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
ir natural styles, and be able to modify those styles to appeal to others - (correct answer) - True
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gfgf gf
We can also adapt and change our personality styles over time.. this is a key to sales success
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
Building a personal brand... - (correct answer) - gf gf gf gf gf gf gf
You must build a personal brand with a unique value proposition. You want to stand out from others in t
gfgf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
he industry. Its important that your personal brand aligns with your companies brand
gf gf gf gf gf gf gf gf gf gf gf gf
Organizational Structures... - (correct answer) - gf gf gf gf gf
It is a diagram that outlines the internal map of a company and is the most common visual depiction of
gfgf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
how an organization is structured. It outlines the roles, responsibilities and relationships between individ
gf gf gf gf gf gf gf gf gf gf gf gf gf
uals within an organization. This helps you and your team improve efficiencies.
gf gf gf gf gf gf gf gf gf gf gf
Collaboration and communication will help your team.... - (correct answer) - develop rapport and trust
gf gf gf gf gf gf gf gf gf gf gfgf gf gf gf
What are five steps to resolving conflict.... - (correct answer) - 1. Identify the problem.
gf gf gf gf gf gf gf gf gf gf gfgf gf gf gf
2. Set up agreed upon guidelines and boundaries
gf gf gf gf gf gf gf gf
3. Focus on the problem and not the individuals
gf gf gf gf gf gf gf gf gf
4. Discuss possible solutions
gf gf gf gf
5. Create an action plan
gf gf gf gf gf
Using this plan will help the team navigate conflicts in a positive manner
gf gf gf gf gf gf gf gf gf gf gf gf
The planning pyramid - (correct answer) - Top to bottom:
gf gf gf gf gf gf gfgf gf gf
Call Plan gf
Strategic Account Plan gf gf gf
Territory Plan gf gf
Sales department plan gf gf
divison plan gf gf
